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Trade-upgrade framing effects: Trades are losses, but upgrades are improvements
Yan Sun1; Barbara Mellers2
第一作者Yan Sun
2016-11
发表期刊JUDGMENT AND DECISION MAKING
通讯作者邮箱suny@psych.ac.cn
文章类型Article
卷号11期号:6页码:582-588
摘要

In two studies, people were reluctant to trade items they own, but glad to accept upgrades with identical end states. The framing of the transaction makes a difference. A mediational analysis suggests that the relationship between the frame of the transaction and measures of value (willingness to accept, WTA) depends on perceived losses. Losses are perceived as greater when the transaction is a trade than as an upgrade. We manipulated perceptions of loss across descriptions of transactions and found that, when the difference in perceptions of losses with trades versus upgrades was large, framing effects were strong. But when the difference was small, framing effects disappeared. These framing effects with identical end states influence WTA because trades are associated with perceived losses, while upgrades are associated with perceived costs.

关键词Framing Effects Trade Aversion Loss Aversion Endowment Effect Upgrades
收录类别SSCI
语种英语
文献类型期刊论文
条目标识符http://ir.psych.ac.cn/handle/311026/26764
专题中国科学院行为科学重点实验室
作者单位1.CAS Key Laboratory of Behavioral Science, Institute of Psychology
2.Department of Psychology and The Wharton School, University of Pennsylvania
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Yan Sun,Barbara Mellers. Trade-upgrade framing effects: Trades are losses, but upgrades are improvements[J]. JUDGMENT AND DECISION MAKING,2016,11(6):582-588.
APA Yan Sun,&Barbara Mellers.(2016).Trade-upgrade framing effects: Trades are losses, but upgrades are improvements.JUDGMENT AND DECISION MAKING,11(6),582-588.
MLA Yan Sun,et al."Trade-upgrade framing effects: Trades are losses, but upgrades are improvements".JUDGMENT AND DECISION MAKING 11.6(2016):582-588.
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