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Rhetoric matters: A social norms explanation for the anomaly of framing

Author

Listed:
  • Chang, Daphne
  • Chen, Roy
  • Krupka, Erin

Abstract

Ample evidence shows that certain words or ways of phrasing things can cause us to change our preferences. We demonstrate one mechanism for why this happens - "framing" evokes norms which then influence choice. We use a laboratory study to test the impact of describing a series of dictator games with either politically charged tax- or neutrallyframed language. Subjects' political identities interact with these frames, causing changes in both norms and choices. Framing makes Democrats prefer equalized outcomes, and Republicans reluctant to redistribute payments even when it leaves them disadvantaged.

Suggested Citation

  • Chang, Daphne & Chen, Roy & Krupka, Erin, 2018. "Rhetoric matters: A social norms explanation for the anomaly of framing," Discussion Papers, Research Unit: Market Behavior SP II 2018-204, WZB Berlin Social Science Center.
    • Handle: RePEc:zbw:wzbmbh:spii2018204
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    Cited by:

    1. Robert Neumann, 2019. "The framing of charitable giving: A field experiment at bottle refund machines in Germany," Rationality and Society, , vol. 31(1), pages 98-126, February.
    2. Panizza, Folco & Vostroknutov, Alexander & Coricelli, Giorgio, 2019. "Meta-Context and Choice-Set Effects in Mini-Dictator Games," Research Memorandum 010, Maastricht University, Graduate School of Business and Economics (GSBE).

    More about this item

    Keywords

    framing; norms; social identity; altruism;
    All these keywords.

    JEL classification:

    • C93 - Mathematical and Quantitative Methods - - Design of Experiments - - - Field Experiments
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness

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