The Influence of Framing on Risky Decisions: A Meta-analysis

The relevance of the contribution of psychoneuroendocrinoimmunology and psychology of reasoning and decision making to nursing science: A discursive paper

AIM

Patients' death or adverse events appear to be associated with poor healthcare decision-making. This might be due to an inability to have an adequate representation of the problem or of the connections among problem-related elements. Changing how a problem is formulated can reduce biases in clinical reasoning. The purpose of this article is to explore the possible contributions of psychoneuroendocrinoimmunology (PNEI) and psychology of reasoning and decision-making (PRDM) to support a new nursing theoretical frame.

DESIGN

Discursive paper.

METHOD

This article discusses the main assumptions about nursing and nurses' ability to face patient's problems, suggesting a new approach that integrates knowledge from PNEI and PRDM. While PNEI explains the complexity of systems, highlighting the importance of systems connections in affecting health, PRDM underlines the importance of the informative context in creating a mental representation of the problem. Furthermore, PRDM suggests the need to pay attention to information that is not immediately explicit and its connections.

CONCLUSION

Nursing recognizes the patient-nurse relationship as the axiom that governs care. The integration of PNEI and PRDM in nursing theoretics allows the expansion of the axiom by providing essential elements to read a new type of relationship: the relationship among information. PNEI explains the relationships between biological systems and the psyche and between the whole individual and the environment; PRDM provides tools for the nurse's analytical thinking system to correctly process information and its connections.

IMPACT ON NURSING PRACTICE

A theoretical renewal is mandatory to improve nursing reasoning and nursing priority identification. Integrating PNEI and PRDM into nursing theoretics will modify the way professionals approach patients, reducing cognitive biases and medical errors.

NO PATIENT OR PUBLIC CONTRIBUTION

There was no patient or public involvement in the design or writing of this discursive article.

Risky-Choice Framing Effects Result Partly From Mismatched Option Descriptions in Gains and Losses

Textbook psychology holds that people usually prefer a certain option over a risky one when options are framed as gains but prefer the opposite when options are framed as losses. However, this pattern can be amplified, eliminated, or reversed depending on whether option descriptions include only positive information (e.g., "200 people will be saved"), only negative information (e.g., "400 people will not be saved"), or both. Previous studies suggest that framing effects arise only when option descriptions are mismatched across frames. Using online and student samples (Ns = 906 and 521), we investigated 81 framing-effect variants created from matched and mismatched pairs of 18 option descriptions (nine in each frame). Description valence or gist explained substantial variation in risk preferences (prospect theory does not predict such variation), but a considerable framing effect remained in our balanced design. Risky-choice framing effects appear to be partly-but not completely-the result of mismatched comparisons.

Objective numeracy exacerbates framing effects from decision-making under political risk

While Prospect Theory helps to explain decision-making under risk, studies often base frames on hypothetical events and fail to acknowledge that many individuals lack the ability and motivation to engage in complex thinking. We use an original survey of US adults (N = 2813) to test Prospect Theory in the context of the May 2023 debt ceiling negotiations in the US Congress and assess whether objective numeracy moderates framing effects. We hypothesize and find evidence to suggest that most respondents are risk-averse to potential gains and risk-accepting to potential losses; however, high numerates are more risk-averse and risk-accepting to gains and losses, respectively, than low numerates. We also find that need for cognition interacts with numeracy to moderate framing effects for prospective losses, such that higher need for cognition attenuates risk-acceptance among low numerates and exacerbates risk-acceptance among high numerates. Our results are robust to a range of other covariates and in models accounting for the interaction between political knowledge and need for cognition, indicating joint moderating effects from two knowledge domains similarly conditioned by the desire to engage in effortful thinking. Our findings demonstrate that those who can understand and use objective information may remain subjectively persuaded by certain policy frames.

How Do Gain-Loss Frames and Cultural Arguments Persuade? Designing Effective Messages to Weaken College Students' Binge-Drinking Intentions

To design effective health messages, this study investigates the effects of gain-loss framing and relevant moderating effects in the context of college students' alcohol use. Specifically, based on an online experiment, we tested the moderation effects of message-sidedness and binge-drinking behaviors using a mediation model in which the association between gain-loss framing and behavioral intentions is mediated by attitudes toward binge-drinking. Four hundred thirty-four Korean college students participated in this study. Hayes' PROCESS Macro for SPSS was employed for the analysis. The results show that loss-framing significantly increased participants' unfavorable attitudes toward binge-drinking in the one-sided message condition. Moreover, attitudes toward binge-drinking were more significantly associated with behavioral intentions to binge-drink among heavy drinkers than among non-heavy drinkers. Our findings suggest important theoretical and practical implications for the development of message-framing strategies in health campaigns designed to prevent college students' binge-drinking in collectivistic societies where the cultural meaning of drinking extends beyond the individual realm to the larger social context.

A randomized controlled trial testing theory-driven enhancements to increase the efficacy of and engagement in a brief cognitive-behavioural therapy text-message intervention for co-occurring posttraumatic stress disorder symptoms and alcohol misuse

OBJECTIVE

Engaging individuals with co-occurring posttraumatic stress disorder (PTSD) and alcohol misuse (AM) in effective treatments is difficult. Brief, self-directed approaches that deliver empirically supported intervention techniques, such as cognitive-behavioural therapy (CBT) strategies, via technology may be effective and easier-to-access alternatives to traditional in-person therapy approaches for PTSD + AM. This paper describes the protocol for an intervention development study (NCT05372042) that evaluates a text-message intervention combining CBT texts with techniques from cognitive psychology (message framing) and social psychology (growth mindsets) for treatment of PTSD + AM.

METHOD

The study uses a 3 (message framing: gain vs. loss vs. no framing) × 2 (mindset: growth mindsets vs. not) factorial design to test enhancements to CBT texts. Individuals age 18+, who report symptoms of PTSD and AM, will be recruited to participate. Participants will complete screening, verification, and baseline measures. They will be randomized to condition and receive 3 text messages per week for 4 weeks. Participants will be assessed at post-, 1-, and 3-month follow-up.

RESULTS

Analyses will evaluate whether framing and growth mindsets enhance the efficacy of CBT texts. A priori decision rules will be applied to select the intervention condition that is both the most effective and the simplest, which will be tested in a follow-up randomized controlled trial.

CONCLUSIONS

This study will identify the simplest, most efficacious CBT intervention for PTSD + AM. Its use of cognitive and social psychology-based enhancement and of a factorial decision can serve as examples of how to enhance and increase engagement in brief, self-directed CBT interventions.

Motivational drivers of costly information search

Acquiring information that aids decision-making is subject to a trade-off of accuracy versus cost, given that time, effort, or money are required to obtain decision-relevant information. Three studies (N = 2010) investigated the motivational dynamics shaping the priorities that govern this trade-off. Motivational orientations related to both the decision-making process and its outcome were examined. Regulatory focus theory describes two broad orientations to goal pursuit: promotion focus, prioritizing eager achievement, versus prevention focus, prioritizing vigilant security. We hypothesized that when the framing of a decision-making task activates a prevention focus rather than a promotion focus, individuals would be more willing to assume the costs of acquiring additional information before making their decisions. To test this hypothesis, participants made incentivized decisions with the option of acquiring additional information before making a final decision; importantly, obtaining this information incurred financial costs. Results consistently confirmed that prevention-focused decision makers were indeed more willing to assume the costs of acquiring additional information than promotion-focused individuals. The first two studies involved a scenario where participants were indifferent to the specific outcome of the decision process; accuracy was their only concern. In the final study, searchable, accuracy-enhancing information was also related to decision makers' partisan political preferences. Regulatory focus and the preference for partisan-congenial information were observed to be co-occurring but functionally orthogonal drivers of costly information search. Thus, prevention-framed messages can motivate the search for decision-relevant information, even when this search is costly and could lead to disagreeable data.

Group environment modulates how third parties assess unfairly shared losses and unfairly shared gains: neural signatures from ERPs and EEG oscillations

INTRODUCTION

Through its long-term evolution and development, human society has gradually formed stable and effective norms to maintain normal social production and social activities. Altruistic punishment is indispensable in maintaining social norms. Altruistic punishment includes second-party and third-party punishment, and third-party punishment refers to punishing violators by unbiased bystanders who have not suffered damage to their interests. Cooperation is an important form of human social interaction. Third parties play an essential role in maintaining social cooperation. Third parties' behaviors in maintaining cooperative norms may be related to their social environment.

METHOD

We used the prisoner's dilemma (PD) game and distinguished between the gain and loss contexts of the economy to explore how the group environment modulates the cognitive neural mechanisms and psychological processing of the third-party punishment decision. Twenty-six college students (Mage = 19.88 ± 1.58) participated in the experiment; data from four participants were excluded from analyses of the EEG data due to large artifacts.

RESULTS

The behavioral results show that the degree of punishment from the third party in a loss context was greater than in a gain context. ERP analysis results show that the third party applied a lower P300 in the loss context. The loss context induced a greater N100 than the gain context in the individual environment. At the same time, alpha-band power activated by the individual environment was greater than that activated by the group environment under the gain context.

CONCLUSION

These results suggest that a third party maintaining the norms of social cooperation in different contexts will adjust punishment decisions according to the environment, and this process is mainly dominated by the negative emotions caused by environment.

Changing Decisions: The Interaction between Framing and Decoy Effects

BACKGROUND

Cognitive biases are popular topics in psychology and marketing, as they refer to systematic cognitive tendencies in human thinking that deviate from logical and rational reasoning. The framing effect (FE) and the decoy effect (DE) are examples of cognitive biases that can influence decision making and consumer preferences. The FE involves how options are presented, while the DE involves the addition of a third option that influences the choice between the other two options.

METHODS

We investigated the interaction between the FE and the DE in the case of both incongruent (ID) and congruent (CD) decoys in a sample of undergraduates (n = 471). The study had a two (positive vs. negative valence) × three (original, congruent decoy, incongruent decoy) within-subject design.

RESULTS

The ID option reduces the FE in both positive- and negative-framed conditions compared to the controls, while adding the CD option increases the FE only in the positive-framed condition. Additionally, the inclusion of the CD option enhances the level of decision confidence, whereas no significant differences were found in the ID condition.

CONCLUSIONS

Our findings gave new insights into the interplay between two of the most frequent cognitive biases.

The joint effect of framing and defaults on choice behavior

The framing effect leads people to prefer a sure alternative over a risky one (risk aversion) when alternatives are described as potential gains compared to a context-dependent reference point. The reverse (risk propensity) happens when the same alternatives are described as potential losses. The default effect is the tendency to prefer a preselected alternative over other non-preselected given options, without facilitating nor incentivizing the choice. These two effects have mainly been studied separately. Here we provided novel empirical evidence of additive effects due to the application of both framing and default within the same decision problem in a large sample size (N = 960). In the baseline condition, where no default was provided, we measured the proportion of risky choices in life-or-death and financial decisions both presented in terms of potential gains or losses following the structure of the Asian disease problem. In the sure default condition, the same layout was proposed with a flag on the sure option, whereas in the risky default condition, the flag was on the risky option. In both default conditions, we asked participants whether they wanted to change the preselected option. Overall, the comparison between these conditions revealed three distinct main effects: (i) a classic framing effect, (ii) a larger risk propensity in the life-or-death scenario than in the financial one, and (iii) a larger default effect when the flag was on the risky, rather than on the sure, option. Therefore, we conclude that default options can enhance risk propensity. Finally, individual beliefs about the source of the default significantly moderated the strength of the effect. Underlying mechanisms and practical implications are discussed considering prominent theories in this field.

"10,000 Available" or "10% Remaining": The Impact of Scarcity Framing on Ticket Availability Perceptions in the Secondary Ticket Market

The aim of this study was to investigate the effect of numeracy framing and demand on participants' perceived ticket availability and likelihood of finding a lower-priced deal in the secondary ticket market for National Football League (NFL) games. A total of 640 participants were recruited via Qualtrics where participants were solicited electronically via 10 date-specific email blasts prior to a New York Giants Sunday Night Football home game. Participants were randomly assigned to one of five treatment conditions (control, percentage frame × low demand, percentage frame × high demand, frequency frame × low demand, frequency frame × high demand) to complete an online survey. Multivariate analysis of variance (MANOVA) was performed to discern overall differences in the mean likelihood scores of the dependent variable between groups. The results showed that participants presented with the "percentage" frame perceived tickets as less available than those presented with the "frequency scarcity" frame, and the effect was greater for high-demand games. Additionally, game demand moderated the effect of scarcity framing on participants' perceived ticket availability and expected lower rate. Several manipulation checks were applied to ensure the study's validity. The findings of this study have practical implications for ticket marketers in the sport industry to effectively frame scarcity information and facilitate transactions for online buyers and sellers.

Framing Youth Vaping Prevention Messages: The Role of Uncertainty Tolerance

Vaping is the most prevalent form of tobacco use among youth in the United States. Motivated by the certainty effect in prospect theory, this study investigated the role of uncertainty tolerance as a potential moderator of the effects of gain- vs. loss-framed text messages for youth vaping prevention. Youth susceptible to future vaping (N = 536) were randomized to view a series of eight gain- or loss-framed text messages about the health consequences of vaping. Cognitive and affective responses to the messages as well as beliefs, attitude, and intentions about vaping were assessed post-exposure. Results showed an overall advantage of the loss frame on several outcomes. Additionally, an interaction between framing and uncertainty tolerance was observed for most outcomes such that the loss frame was more effective for those high in uncertainty tolerance, while the gain frame held a slight edge for those low in uncertainty tolerance. Findings from this study have implications for further engaging prospect theory in message framing research. They may also inform audience segmentation and targeted message design for youth vaping prevention efforts.

Individual differences moderate effects in an Unusual Disease paradigm: A psychophysical data collection lab approach and an online experiment

We report two studies investigating individual intuitive-deliberative cognitive-styles and risk-styles as moderators of the framing effect in Tversky and Kahneman's famous Unusual Disease problem setting. We examined framing effects in two ways: counting the number of frame-inconsistent choices and comparing the proportions of risky choices depending on gain-loss framing. Moreover, in addition to gain-loss frames, we systematically varied the number of affected people, probabilities of surviving/dying, type of disease, and response deadlines. Study 1 used a psychophysical data collection approach and a sample of 43 undergraduate students, each performing 480 trials. Study 2 was an online study incorporating psychophysical elements in a social science approach using a larger and more heterogeneous sample, i.e., 262 participants performed 80 trials each. In both studies, the effect of framing on risky choice proportions was moderated by risk-styles. Cognitive-styles measured on different scales moderated the framing effect only in study 2. The effects of disease type, probability of surviving/dying, and number of affected people on risky choice frequencies were also affected by cognitive-styles and risk-styles but different for both studies and to different extents. We found no relationship between the number of frame-inconsistent choices and cognitive-styles or risk-styles, respectively.

The Influence of Presentation Frames of Visualization Information for Safety on Situational Awareness under a Three-Level User-Interface Design

To explore the influence of the construction and presentation frames of visualization information for safety (VIS) on people's situation awareness (SA), we designed a three-level user interface (UI) of VIS based on the three-stage SA theory, including perception (SA1), comprehension (SA2), and projection (SA3). Then, 166 subjects were recruited and divided into three groups to participate in the experiment, in which SA was measured by the situation-present-assessment method (SPAM) and situation-awareness-rating technique (SART), and eye-movement data were recorded. The results show that the level-3 UI design could effectively improve the subjects' SA levels. Although the increase in VIS displayed caused by the higher UI level led to a decrease in the perception-stage score of SA, the level-3 UI fully considered the three stages of human information processing, and helped improve the SA of the subjects; the overall SA score measured using the SART method was not significant, but the result was consistent with the SPAM. There was a framing effect on the presentation of VIS, and subjects perceived different degrees of risk under different presentation frames; that is, less risk under the positive frame, more risk under the negative frame, and a higher level of SA under the positive frame compared with the negative frame. To some extent, the nearest-neighbor-index (NNI) algorithm could be utilized to quantify subjects' eye-tracking fixation mode. While the frames were guided by the high-level interface and the positive presentation frame, the distribution of the subjects' gaze points was more discrete; they could grasp the relevant information more comprehensively and had a relatively high level of SA. To some extent, this study can provide a reference for the design and optimization of the VIS presentation interface.

Does an Information System Security Notice Format Influence Users’ Compliance Willingness from the Perspective of the Framing Effect?

Information security issues have triggered both academic and practical circles to think about operation management and the sustainable development of information systems. Based on the theory of framing effect, this study constructs a theoretical model of the presentation framework of security notice information on users’ compliance willingness and empirically tests the proposed research hypotheses using a combination of behavioral experiments and questionnaires to analyze the mechanism of the information presentation framework on compliance willingness. The results show that (1) the information presentation framework has a significant effect on users’ decision to comply, but it varies according to specific frameworks. While the attribute and risk frameworks have a significant effect on users’ decision to comply, the goal framework does not have a significant effect on users’ decision to comply. (2) The security notice situation moderates the relationship between the security notice information presentation frame and users’ compliance willingness, but this varies according to the specific situation of the specific framework. The security notice situation moderates the relationship between the attribute framework, the risk framework, and users’ compliance willingness but not the relationship between the goal framework and users’ compliance willingness. (3) Information security cognition has a moderating effect on the relationship between the security notice presentation framework and users’ compliance willingness, but it varies by the specific frameworks. Information security cognition moderates the relationship between attribute frames, risk frames, and users’ compliance willingness but not the relationship between goal frames and users’ compliance willingness.

A Scoping Review and Field Guide of Theoretical Approaches and Recommendations to Studying the Decision to Adopt Hearing Aids

OBJECTIVES

Given the low rates of hearing aid adoption among individuals with hearing loss, it is imperative to better understand the decision-making processes leading to greater hearing aid uptake. A careful analysis of the existing literature on theoretical approaches to studying these processes is needed to help researchers frame hypotheses and methodology in studies on audiology. Therefore, we conducted a scoping review with two aims. First, we examine theories that have been used to study research on hearing aid adoption. Second, we propose additional theories from the behavioral sciences that have not yet been used to examine hearing aid uptake but that can inform future research.

DESIGN

We identified peer-reviewed publications whose research was driven by one or more theoretical approaches by searching through PubMed, ProQuest PsycINFO, CINHAL Plus, Web of Science, Scopus, and OVID Medline/Embase/PsycINFO. The publications were examined by two researchers for eligibility.

RESULTS

Twenty-three papers were included in the analysis. The most common theoretical approaches studied include the Health Belief Model, the Transtheoretical Model of Behavior Change, Self-Determination Theory, and the COM-B Model. Seven other theoretical frameworks based on cognitive psychology and behavioral economics have also appeared in the literature. In addition, we propose considering nudge theory, framing effect, prospect theory, social learning theory, social identity theory, dual process theories, and affective-based theories of decision making when studying hearing aid adoption.

CONCLUSIONS

We conclude that, although a number of theories have been considered in research on hearing aid uptake, there are considerable methodological limitations to their use. Furthermore, the field can benefit greatly from the inclusion of novel theoretical approaches drawn from outside of audiology.

Framing cognitive offloading in terms of gains or losses: achieving a more optimal use of reminders

Nowadays individuals can readily set reminders to offload intentions onto external resources, such as smartphone alerts, rather than using internal memory. Individuals tend to be biased, setting more reminders than would be optimal. We address the question whether the reminder bias depends on offloading scenarios being framed as either gains or losses, both between-participants (Experiment 1) and within-participants (Experiment 2). In both experiments, framing of reminders in terms of gains resulted in participants employing a risk-averse strategy and using more reminders than would be optimal. Importantly, however, participants used reminders more optimally and were more willing to choose the risk-seeking option of remembering internally when reminders implied a loss. Based on metacognitive measures in Experiment 2, the reminder bias increased the more underconfident participants were about their memory abilities in both framing scenarios. Framing did not alter this relationship between erroneous metacognitive underconfidence and reminder bias but provides an additional influence. We conclude that emphasizing the losses (costs) associated with external reminders helps in achieving more optimal decisions in offloading situations, and that in addition to cognitive effort and metacognitive judgments, framing needs to be considered in improving individuals’ offloading behavior.

Rewards for information provision in patient referrals: A theoretical model and an experimental test

We study whether bonus payments for information provision can improve the information flow between physicians. A primary care physician (PCP) decides on the provision of information of varying qualities to a specialist while referring a patient. Our theoretical model, which includes altruism and loss aversion, predicts that bonus payments increase the provision of both high- and low-quality information. Running a controlled laboratory experiment we find support for this prediction. If the beneficiary of information provision receives a higher payoff than the PCP, we observe that PCPs more often pass on high-quality information when the beneficiary is a patient. If the beneficiary receives a lower payoff than the PCP, the type of the beneficiary (specialist or patient) does not affect the provision of high-quality information.

The Impact of Childhood Socioeconomic Status on Adolescents' Risk Behaviors: The Role of Physiological and Psychological Threats

Adolescence is a period of high levels of risk behavior. The present research aims to examine the influences of childhood socioeconomic status (SES) on risk behaviors in gain or loss domains among adolescents and the roles of threats in this effect. In experiment 1, a total of 107 adolescents (M_age = 14.80; SD_age = 1.15) were asked to complete the childhood socioeconomic status scale before they took part in a risk behavior task under the gain and loss situation. A total of 149 adolescents (M_age = 14.24; SD_age = 1.11) in experiment 2a and 139 adolescents (M_age = 13.88; SD_age = 1.09) in experiment 2b completed the childhood socioeconomic status scale before they took part in a risk behavior task under the gain and loss situation under physiological threats and psychological threats, respectively. The results showed that high-childhood-SES adolescents tend to take more risks than low-childhood-SES adolescents in the gain domain, while low-childhood-SES adolescents tend to take more risks than high-childhood-SES adolescents in the loss domain. Threats amplified the impact of childhood socioeconomic status on adolescents' risk behaviors in the gain and loss domains. When a physiological threat or psychological threat was primed, compared to the control group, in the gain situation, the extent to which high-childhood-SES adolescents showed greater risk seeking than low-childhood-SES adolescents became larger; in the loss domain, the extent to which low-childhood-SES adolescents showed greater risk seeking than high-childhood-SES adolescents became larger.

Effect of ontological insecurity on vaccination behavior against COVID-19: a hospital-based cross-sectional study

OBJECTIVE

Coronavirus disease 2019 (COVID-19) has brought great uncertainty to our society and it may have disrupted people's ontological security. Consequently, this hospital-based study concerns the impact of ontological insecurity on vaccination behavior against COVID-19.

STUDY DESIGN

This cross-sectional study was conducted among hospital inpatients.

METHODS

A questionnaire survey addressing inpatient ontological insecurity and vaccination behavior against COVID-19 was administered in Taizhou, China. A total of 1223 questionnaires were collected; specifically, 1185 of them were credible, for a validity rate of 96.9%.

RESULTS

The score of ontological insecurity was 13.27 ± 7.84, which was higher in participants who did not recommend vaccination for others than those who did (12.95 ± 8.25 vs 14.00 ± 6.78, P = 0.022). There was no difference between the vaccinated and unvaccinated groups (13.22 ± 7.96 vs 13.35 ± 7.67, P = 0.779). Lower ontological insecurity (odds ratio [OR] = 1.40, 95% confidence interval [CI]: 1.08-1.81) and being inoculated with COVID-19 vaccines (OR = 2.17, 95% CI: 1.67-2.82) were significantly associated with recommendation of COVID-19 vaccines to others after adjusting for sex, age, education, and occupation. Associations between low ontological insecurity and recommendations for COVID-19 vaccines were observed in men, adults aged 18-59 years, non-farmers, and vaccine recipients.

CONCLUSIONS

This study suggests that the ontological insecurity of participants affects their behavior of recommending the COVID-19 vaccination to others rather than getting vaccinated themselves. This promotion of vaccination can be considered from the perspective of improving ontological security in China.

Rebiasing: Managing automatic biases over time

Automatic preferences can influence a decision maker's choice before any relevant or meaningful information is available. We account for this element of human cognition in a computational model of problem solving that involves active trial and error and show that automatic biases are not just a beneficial or detrimental property: they are a tool that, if properly managed over time, can give rise to superior performance. In particular, automatic preferences are beneficial early on and detrimental at later stages. What is more, additional value can be generated by a timely rebiasing, i.e., a calculated reversal of the initial automatic preference. Remarkably, rebiasing can dominate not only debiasing (i.e., eliminating the bias) but also continuously unbiased decision making. This research contributes to the debate on the adaptiveness of automatic and intuitive biases, which has centered primarily on one-shot controlled laboratory experiments, by simulating outcomes across extended time spans. We also illustrate the value of the novel intervention of adopting the opposite automatic preference-something organizations can readily achieve by changing key decision makers-as opposed to attempting to correct for or simply accepting the ubiquity of such biases.

Affective components in promoting physical activity: A randomized controlled trial of message framing

Although the study of the affective components involved in predicting physical activity is spreading faster and faster, there is a lack of studies testing their role when promoting physical activity through message interventions. In the present study, we considered these components by focusing on how anticipated affective reactions and emotional processing of the messages influence receivers’ affective attitude toward physical activity, concurrent behavior, and future intention. A sample of 250 participants was involved in an intervention relying on prefactual (i.e., “If … then…”) messages promoting physical activity. All messages were sent through a research app and were focused on the expected consequences of exercising (or not exercising). Four experimental conditions involving messages differing as to their outcome sensitivity framing (i.e., gain, non-loss, non-gain, and loss) were compared to a control condition. Results showed that reading gain and non-gain messages enhanced the positive affective attitude toward physical activity, compared to control. Enhanced affective attitude after the intervention increased, in turn, self-reported physical activity and future intention. Interestingly, gain messages were even more persuasive for people with a low level of positive anticipated affective reactions. Furthermore, their effectiveness was especially attributable to the elicitation of hope in receivers. Discussion focuses on the advantages of considering affective components and their implications when promoting physical activity.

Lumen: A machine learning framework to expose influence cues in texts

Phishing and disinformation are popular social engineering attacks with attackers invariably applying influence cues in texts to make them more appealing to users. We introduce Lumen, a learning-based framework that exposes influence cues in text: (i) persuasion, (ii) framing, (iii) emotion, (iv) objectivity/subjectivity, (v) guilt/blame, and (vi) use of emphasis. Lumen was trained with a newly developed dataset of 3K texts comprised of disinformation, phishing, hyperpartisan news, and mainstream news. Evaluation of Lumen in comparison to other learning models showed that Lumen and LSTM presented the best F1-micro score, but Lumen yielded better interpretability. Our results highlight the promise of ML to expose influence cues in text, toward the goal of application in automatic labeling tools to improve the accuracy of human-based detection and reduce the likelihood of users falling for deceptive online content.

Consumers' decoy effect when purchasing pork with traceability technologies

Despite government investment, policy guidance, and publicity, it has been difficult to establish a traceable food market in China over the past 2 decades. Once a food safety problem occurs, it is difficult to implement effective traceability, recall, and accountability along the food supply chain. How to use the decoy effect to promote the development of China traceable food market? As bounded rationality, a decoy effect exists when adding an alternative to a choice set increases the chance an existing alternative to be chosen. However, few studies have examined the decoy effect in food purchases. Based on consumers in Wuxi, Jiangsu Province, China, we show the decoy effect in traceable pork hindquarter purchases and that the effects differ across product quality and price attributes. The effects are heterogeneous across consumers and are less likely to occur among those who had a personal annual income of more than 50,000 yuan (USD $7,000), were married, and had minor children in the family. These findings have implications on leveraging the influence of the decoy effect on consumer behavior and facilitating the construction of food traceability systems.

Accelerating Psychological Science With Metastudies: A Demonstration Using the Risky-Choice Framing Effect

A metastudy is a set of many tiny studies (microstudies) created from a much larger collection of possibilities. Metastudies can yield many of the benefits of time-consuming replications and meta-analyses but more efficiently and with greater attention to generalizability and the causal effects of moderators. Statistical precision and power are higher than in studies with the same total sample size but with fewer conditions and more participants per condition. In this article, we describe metastudies and their benefits, demonstrate how to conduct a metastudy using the well-known risky-choice framing effect as an example, and report on the generalizability of that effect. In three metastudies (total N = 2,338), the framing effect generalized well across most of the potential moderators tested, as was expected. Surprisingly, however, the effect was up to twice as large when the certain option was replaced with a slightly risky option; prospect theory predicts the opposite, and fuzzy-trace theory predicts no difference. Metastudies provide a relatively quick and not-so-painful way of examining an effect's generalizability without waiting for a meta-analysis. Both individual labs and multilab networks are encouraged to shift from traditional studies to metastudies.

EXPRESS: The Behavioural Economics of Music: Systematic Review and Future Directions

Music-related decision making encompasses a wide range of behaviours including those associated with composition and performance, listening choices, and decisions involving music education and therapy. Although research programmes in psychology and economics have contributed to an improved understanding of music-related behaviour, historically these disciplines have been unconnected. Recently however, researchers have begun to bridge this gap by employing tools from behavioural economics. This paper contributes to the literature by providing a discussion about the benefits of using behavioural economics in music-decision research. We achieve this in two ways. First, through a systematic review, we identify the current state of the literature within four key areas of behavioural economics - heuristics and biases, social decision making, behavioural time preferences, and dual-process theory. Second, taking findings of the literature as a starting point, we demonstrate how behavioural economics can inform future research. Based on this, we propose the Behavioural Economics of Music (BEM), an integrated research programme that aims to break new ground by stimulating interdisciplinary research in the intersection between music, psychology, and economics.

Cognitive bias and attitude distortion of a priority decision

The resource saving bias is a cognitive bias describing how resource savings from improvements of high-productivity units are overestimated compared to improvements of less productive units. Motivational reasoning describes how attitudes, here towards private/public health care, distort decisions based on numerical facts. Participants made a choice between two productivity increase options with the goal of saving doctor resources. The options described productivity increases in low-/high-productivity private/public emergency rooms. Jointly, the biases produced 78% incorrect decisions. The cognitive bias was stronger than the motivational bias. Verbal justifications of the decisions revealed elaborations of the problem beyond the information provided, biased integration of quantitative information, change of goal of decision, and motivational attitude biases. Most (83%) of the incorrect decisions were based on (incorrect) mathematical justifications illustrating the resource saving bias. Participants who had better scores on a cognitive test made poorer decisions. Women who gave qualitative justifications to a greater extent than men made more correct decision. After a first decision, participants were informed about the correct decision with a mathematical explanation. Only 6.3% of the participants corrected their decisions after information illustrating facts resistance. This could be explained by psychological sunk cost and coherence theories. Those who made the wrong choice remembered the facts of the problem better than those who made a correct choice.

The Influence of Trait Emotion and Spatial Distance on Risky Choice Under the Framework of Gain and Loss

In the time of the COVID-19 pandemic, people are often faced with uncertain risky choice. Risky choice will be affected by different descriptions of the event's gain or loss framework, this phenomenon is known as the framing effect. With the continuous expansion and in-depth study of frame effects in the field of risky choice, researchers have found that the are quite different in different situations. People have different interpretations of the same event at different psychological distances, and will also be affected by their own emotions. Therefore, the current study examines the common influence of task frame, spatial distance, and trait emotion on risky choice through two studies. Study 1 used a 2 (framework: gain vs. loss) × 2 (trait sentiment: high vs. low) inter-subject design, and the dependent variable is the choice of the rescue plan for the classic "Asian disease" problem. The results revealed that trait anger did not predict individuals' risky choice preferences, and high trait anxiety led individuals to be more risk-averse. The framing effect exists in risky choice, and individuals prefer risk seeking in the loss frame. Study 2 used a 2 (spatial distance: distant vs. proximal) × 2 (framework: gain vs. loss) × 2 (trait sentiment: high vs. low) three-factor inter-subject design in which the dependent variable is the choice of rescue plan. The results indicate that the framing effect also exists in risky choice, and individuals prefer risk seeking in a loss frame. High trait anxiety lead individuals to be more risk-averse, while trait anger has no significant predictive effect on risk preference. Distant spatial distance lead individuals to increase their preference for risk-seeking under the gain frame, which leads to the disappearance of the framing effect. In conclusion, trait anxiety and spatial distance have a certain degree of influence on risky choice under the framework of gain and loss.

Implementing organisational change in a digitalising facilities management organisation through stewardship interventions

Purpose

While digitalisation requires facilities management (FM) organisations to change at an increasing rate, little is known about the mechanisms that create ownership and enable individuals to implement changes in everyday FM practice. In this study, these mechanisms are explored from a stewardship perspective. The purpose of this paper is to provide insights into the dynamics of organisational change in FM by analysing how stewardship behaviour leads to change.

Design/methodology/approach

A process model for implementing organisational change is constructed, based on existing theoretical insights from stewardship and intrapreneurship literature. The model is evaluated in a case study through analysis of critical events. Interviewing was the key data collection method.

Findings

The process model gives an event-driven explanation of change through psychological ownership. Analysis of multiple critical events suggests that the model explains intra-organisational as well as inter-organisational change. The case data further suggests that, compared with intra-organisational change, tailored relational and motivational support is more important for inter-organisational change because of the higher risks involved. Job crafting emerged as an unanticipated finding that offers interesting prospects for future FM research.

Practical implications

The process model offers guidance for leaders in FM organisations on providing tailored support to internal and external employees during periods of organisational change.

Originality/value

Stewardship and intrapreneurship are combined to provide insights on organisational change in FM. The study demonstrates how intrapreneurial behaviour and stewardship behaviour can be linked to create innovation within and between organisations.

Life and Death Decisions and COVID-19: Investigating and Modeling the Effect of Framing, Experience, and Context on Preference Reversals in the Asian Disease Problem

Prior research in judgment and decision making (JDM) has investigated the effect of problem framing on human preferences. Furthermore, research in JDM documented the absence of such reversal of preferences when making decisions from experience. However, little is known about the effect of context on preferences under the combined influence of problem framing and problem format. Also, little is known about how cognitive models would account for human choices in different problem frames and types (general/specific) in the experience format. One of the primary objectives of this research is to investigate the presence of preference reversals under the influence of problem framing (gain/loss), problem format (experience/description), and problem type (general/specific). Another objective of this research is to develop cognitive models to account for human choices across different problem frames and types in the experience format. A total of 320 participants from India were randomly assigned to one of eight between‐subjects conditions that differed in problem frame, format, and type. Results revealed preference reversals in the description condition; however, they were absent in the experience condition. Moreover, preference reversals were less pronounced in the general problem framing compared to the specific problem framing. Furthermore, specific problems influenced risk‐seeking behavior among participants. We developed cognitive and heuristics models using instance‐based learning theory and natural mean heuristic. Results reveal models’ dependency on recent and frequent observations during information sampling. These experience‐based cognitive models could help build artificial intelligence models with fewer preference reversals.

This paper focuses on investigating the presence of preference reversals under the influence of problem framing (gain/loss), problem format (experience/description), and problem type (general/specific). Furthermore, Uttrani et al. develop cognitive models using instance‐based learning theory and natural mean heuristic to account for human choices across different problem frames and types in the experience format.

Keep your budget together! Investigating determinants on risky decision-making about losses

The present study investigates the influence of framing, different amounts to lose, and probabilities of a risky and sure choice option, time limits, and need on risky decision-making. For a given block of trials, participants were equipped with a personal budget (number of points). On each trial within a block, a specific initial amount is possibly taken from the budget by the outcome of a gamble or the choice of a sure loss option. The goal was to avoid losing points from the budget for not falling below a predefined need threshold. Three different levels of induced need were included. Employing a psychophysical experimental approach, we furthermore tested a sequential component of human risk behavior towards a need threshold inspired by research on animal foraging behavior. Risk-sensitivity models and the Stone-Geary framework serve as generating hypotheses on need thresholds. We found that framing, need, and probabilities influenced risky choices. Time limits and initial amounts moderated the framing effect. No sequential component was observed.

Self‐affirmation reduces uncertainty aversion for potential gains

Decisions about one's health are often accompanied by uncertain outcomes, which may be either positively or negatively valenced. The presence of this uncertainty, which can range along a continuum from risk to ambiguity (i.e., decisions in which the outcome probabilities are known or unknown), can be perceived as threatening, and individuals tend to be averse to uncertain outcomes, and will attempt to avoid uncertainty when possible. We proposed that one way to reduce uncertainty aversion could be to provide opportunities to affirm one's core values, or "self-affirmation." Prior research has suggested that self-affirmation promotes health behaviour by providing a buffer against potential threats to the self. However, the degree to which self-affirmation affects decision-making is still unclear. Across two studies, we tested the effects of a self-affirmation manipulation on risk (Study 1) and ambiguity (Study 2) preferences for both potential gains and losses. In both studies, we found that, compared to the non-affirmed group, affirmed individuals were more accepting of uncertainty when the decision involved potential gains, but not for potential losses. Further, for risky decisions, the increased acceptance of uncertainty came at the expense of making choices consistent with expected value, such that self-affirmed individuals made more disadvantageous choices than non-affirmed individuals. Our results suggest both benefits and costs of self-affirmation in the context of risky choice, an important finding given the many applications of self-affirmation in behavioral decision making contexts.

Decision-Making under Risk: Conditions Affecting the Risk Preferences of Politicians in Digitalization

Public officials are constantly facing decisions under risk, particularly in digitalization policies, the consequences of which are hard to predict given their multiple dimensional nature. Since scholarly research has not yet addressed this phenomenon, we do not know what influences the risk preferences of politicians in digitalization policies. Prospect theory—widely used to explain political decisions—can help us describe politicians’ potential risk references and the conditions affecting their decisions. Accordingly, this paper aims to answer the following question: what are the conditions affecting the risk preferences of politicians in digitalization policies? I address this question by employing two important assumptions of prospect theory: the value function and the probability weighting function. Particularly, I discuss the effects of loss/gain frames and probability weighting on the risk preferences of politicians in digitalization with outcomes in multiple dimensions (e.g., data privacy and economy). I argue that whether an outcome is perceived as a gain or as a loss depends on how the situation is framed and how the probabilities are weighted. I conclude with a brief discussion of how prospect theory can leverage our understanding of political decisions in highly complex policy environments.

Effects of Leader-Member Exchange, Organizational Identification and Leadership Communication on Unethical Pro-Organizational Behavior: A Study on Bank Employees in Turkey

Unethical behavior of employees threatens business development and sustainability by damaging the image and reputation of companies. Unethical pro-organizational behavior (UPB) must also be considered in this context, and its antecedents should be analyzed. This study aims to advance what is known about how leader-member exchange (LMX) and organizational identification affect employees’ intentions to perform UPB, by incorporating the effect of leadership communication. Within this context, the mediating role of organizational identification and the moderating role of leader’s message framing (gain or loss) are examined. The research sample consists of 306 employees working for state and private banks operating in Turkey. Participants were divided into two groups and message framing was manipulated with a hypothetical story using vignettes. Research hypotheses were tested by structural equation modeling (SEM) and multi-group analysis. Results confirmed positive effects of LMX and organizational identification on UPB. Organizational identification also mediated the effect of LMX on UPB. Moreover, leader’s communication style moderated the effects of LMX and organizational identification on UPB. When leaders used loss framing instead of gain framing, the effect of LMX on UPB was augmented whilst the effect of organizational identification diminished. Our study contributes to the literature by documenting how a leader’s communication style can trigger a shift towards UPB among highly identified employees. Research and managerial implications of the findings are discussed.

Null results for the steal-framing effect on out-group aggression

Whether intergroup conflict is a necessary condition for the evolution of human prosociality has been a matter of debate. At the center of the debate is the coevolutionary model of parochial altruism—that human cooperation with in-group members has coevolved with aggression toward out-group members. Studies using the intergroup prisoner’s dilemma–maximizing difference game to test the model have repeatedly shown that people do not exhibit out-group aggression, possibly because of an inappropriate operationalization and framing of out-group aggression. The coevolutionary model predicts out-group aggression when the actor understands that it will lead to the in-group’s benefit. However, in the game, such an aspect of out-group aggression that benefits the in-group is typically not well communicated to participants. Thus, this study tested the hypothesis that out-group aggression in the game would be promoted by a framing that emphasizes that attacking out-group members enhances the in-group’s gain. Results of two laboratory experiments with 176 Japanese university students in total showed that such a framing did not promote out-group aggression and individuals invested more money to cooperate with in-group members only, avoiding the strategy of cooperating with in-group members to harm out-group members. These results do not support the coevolutionary model.

The effectiveness of nudging: A meta-analysis of choice architecture interventions across behavioral domains

Changing individuals’ behavior is key to tackling some of today’s most pressing societal challenges such as the COVID-19 pandemic or climate change. Choice architecture interventions aim to nudge people toward personally and socially desirable behavior through the design of choice environments. Although increasingly popular, little is known about the overall effectiveness of choice architecture interventions and the conditions under which they facilitate behavior change. Here we quantitatively review over a decade of research, showing that choice architecture interventions successfully promote behavior change across key behavioral domains, populations, and locations. Our findings offer insights into the effects of choice architecture and provide guidelines for behaviorally informed policy making.

Over the past decade, choice architecture interventions or so-called nudges have received widespread attention from both researchers and policy makers. Built on insights from the behavioral sciences, this class of behavioral interventions focuses on the design of choice environments that facilitate personally and socially desirable decisions without restricting people in their freedom of choice. Drawing on more than 200 studies reporting over 450 effect sizes (n = 2,149,683), we present a comprehensive analysis of the effectiveness of choice architecture interventions across techniques, behavioral domains, and contextual study characteristics. Our results show that choice architecture interventions overall promote behavior change with a small to medium effect size of Cohen’s d = 0.45 (95% CI [0.39, 0.52]). In addition, we find that the effectiveness of choice architecture interventions varies significantly as a function of technique and domain. Across behavioral domains, interventions that target the organization and structure of choice alternatives (decision structure) consistently outperform interventions that focus on the description of alternatives (decision information) or the reinforcement of behavioral intentions (decision assistance). Food choices are particularly responsive to choice architecture interventions, with effect sizes up to 2.5 times larger than those in other behavioral domains. Overall, choice architecture interventions affect behavior relatively independently of contextual study characteristics such as the geographical location or the target population of the intervention. Our analysis further reveals a moderate publication bias toward positive results in the literature. We end with a discussion of the implications of our findings for theory and behaviorally informed policy making.

Reframing rationality: Exogenous constraints on controlled information search

Bermúdez argues that framing effects are rational because particular frames provide goal-consistent reasons for choice and that people exert some control over the framing of a decision-problem. We propose instead that these observations raise the question of whether frame selection itself is a rational process and highlight how constraints in the choice environment severely limit the rational selection of frames.

Mobile Text Messaging for Tobacco Risk Communication Among Young Adult Community College Students: Randomized Trial of Project Debunk

BACKGROUND

The use of new and emerging tobacco products (NETPs) and conventional tobacco products (CTPs) has been linked to several alarming medical conditions among young adults (YAs). Considering that 96% of YAs own mobile phones, SMS text messaging may be an effective strategy for tobacco risk communication.

OBJECTIVE

Project Debunk is a community-based randomized trial aiming to identify specific types of messages that effectively improve perceived NETP and CTP risk among YAs in community colleges.

METHODS

With YAs recruited offline from 3 campuses at the Houston Community College (September 2016 to July 2017), we conducted a 6-month randomized trial with 8 arms based on the combination of 3 message categories: framing (gain-framed vs loss-framed), depth (simple vs complex), and appeal (emotional vs rational). Participants received fully automated web-based SMS text messages in two 30-day campaigns (2 messages per day). We conducted repeated-measures mixed-effect models stratified by message type received, predicting perceived CTP and NETP risks. Owing to multiple testing with 7 models, an association was deemed significant for P<.007 (.05 divided by 7).

RESULTS

A total of 636 participants completed the baseline survey, were randomized to 1 of 8 conditions (between 73 and 86 participants per condition), and received messages from both campaigns. By the 2-month post campaign 2 assessment point, 70.1% (446/636) completed all outcome measures. By the end of both campaigns, participants had a significant increase in perceived NETP risk over time (P<.001); however, participants had a marginal increase in perceived CTP risk (P=.008). Separately for each group, there was a significant increase in perceived NETP risk among participants who received rational messages (P=.005), those who received emotional messages (P=.006), those who received simple messages (P=.003), and those who received gain-framed messages (P=.003).

CONCLUSIONS

In this trial, YAs had an increase in perceived NETP risk. However, with stratification, we observed a significant increase in perceived NETP risk upon exposure to rational, emotional, simple, and gain-framed messages. In addition, YAs generally had an increase in perceived CTP risk and presented nonsignificant but observable improvement upon exposure to emotional, complex, and loss-framed messages. With the results of this study, researchers and practitioners implementing mobile health programs may take advantage of our tailored messages through larger technology-based programs such as smartphone apps and social media campaigns.

TRIAL REGISTRATION

ClinicalTrials.gov NCT03457480; https://clinicaltrials.gov/ct2/show/NCT03457480.

INTERNATIONAL REGISTERED REPORT IDENTIFIER (IRRID)

RR2-10.2196/10977.

Differences in cooperation between social dilemmas of gain and loss

In social interactions, people frequently encounter gain (i.e., all outcomes are gains from the status-quo) or loss (all outcomes are losses from the status-quo) social dilemmas, where their personal interests conflict with social interests. We ask whether there are any behavioral differences in social interactions when it comes to gains and losses. Using the Prisoner’s Dilemma games, in three studies we observed that participants were less cooperative in the loss domain than in the gain domain. This effect was robust, not moderated by payoff amount (Study 1), cooperation index (Study 1), domain comparison (Studies 1 and 2), and personal loss aversion (Study 3). Social motive and belief explained this effect: compared to the gain domain, participants in the loss domain aroused more pro-self motive and less prosocial motive, and showed stronger beliefs that their partner would defect, which led them to cooperate less. These findings suggest that gain and loss domains affect individual motivation and belief, subsequently affecting strategic choices in social dilemmas.

Lay, professional, and artificial intelligence perspectives on risky medical decisions and COVID-19: How does the number of lives matter in clinical trials framed as gains versus losses?

Outcomes of clinical trials need to be communicated effectively to make decisions that save lives. We investigated whether framing can bias these decisions and if risk preferences shift depending on the number of patients. Hypothetical information about two medicines used in clinical trials having a sure or a risky outcome was presented in either a gain frame (people would be saved) or a loss frame (people would die). The number of patients who signed up for the clinical trials was manipulated in both frames in all the experiments. Using an unnamed disease, lay participants (experiment 1) and would-be medical professionals (experiment 2) were asked to choose which medicine they would have administered. For COVID-19, lay participants were asked which medicine should medical professionals (experiment 3), artificially intelligent software (experiment 4), and they themselves (experiment 5) favour to be administered. Broadly consistent with prospect theory, people were more risk-seeking in the loss frames than the gain frames. However, risk-aversion in gain frames was sensitive to the number of lives with risk-neutrality at low magnitudes and risk-aversion at high magnitudes. In the loss frame, participants were mostly risk-seeking. This pattern was consistent across laypersons and medical professionals, further extended to preferences for choices that medical professionals and artificial intelligence programmes should make in the context of COVID-19. These results underscore how medical decisions can be impacted by the number of lives at stake while revealing inconsistent risk preferences for clinical trials during a real pandemic.

Adult age differences in remembering gain- and loss-related intentions

Motivational and emotional changes across adulthood have a profound impact on cognition. In this registered report, we conducted an experimental investigation of motivational influence on remembering intentions after a delay (prospective memory; PM) in younger, middle-aged, and older adults, using gain- and loss-framing manipulations. The present study examined for the first time whether motivational framing in a PM task has different effects on younger and older adults' PM performance (N = 180; age range: 18-85 years) in a controlled laboratory setting. Based on lifespan theories of motivation, we assumed that the prevention of losses becomes more relevant with increasing age: We expected that older adults show relatively higher PM performance in a task with loss-related consequences following PM failure than in a task in which successful PM leads to gains. The opposite pattern of performance was expected for younger adults. The findings suggest that the relevance of reward and positive gain-related consequences for successful remembering appears to decrease with age. As hypothesised, a motivational framing × age interaction indicated that age differences in memory performance were smaller with loss-related than gain-related consequences, supporting a loss-prevention view on motivated cognition.

Retrospective median power, false positive meta-analysis and large-scale replication

Recent, high-profile, large-scale, preregistered failures to replicate uncover that many highly-regarded experiments are "false positives"; that is, statistically significant results of underlying null effects. Large surveys of research reveal that statistical power is often low and inadequate. When the research record includes selective reporting, publication bias and/or questionable research practices, conventional meta-analyses are also likely to be falsely positive. At the core of research credibility lies the relation of statistical power to the rate of false positives. This study finds that high (>50%-60%) median retrospective power (MRP) is associated with credible meta-analysis and large-scale, preregistered, multi-lab "successful" replications; that is, with replications that corroborate the effect in question. When median retrospective power is low (<50%), positive meta-analysis findings should be interpreted with great caution or discounted altogether.