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Trade-upgrade framing effects: Trades are losses, but upgrades are improvements
Yan Sun1; Barbara Mellers2
First AuthorYan Sun
2016-11
Source PublicationJUDGMENT AND DECISION MAKING
Correspondent Emailsuny@psych.ac.cn
SubtypeArticle
Volume11Issue:6Pages:582-588
Abstract

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.

KeywordFraming Effects Trade Aversion Loss Aversion Endowment Effect Upgrades
Indexed BySSCI
Language英语
Document Type期刊论文
Identifierhttp://ir.psych.ac.cn/handle/311026/26764
Collection中国科学院行为科学重点实验室
Affiliation1.CAS Key Laboratory of Behavioral Science, Institute of Psychology
2.Department of Psychology and The Wharton School, University of Pennsylvania
Recommended Citation
GB/T 7714
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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