Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness
A distinction is proposed between recommending for preferred choice options and recommending against non-preferred choice options. In binary choice, both recommendation modes are logically, though not psychologically, equivalent. We report empirical evidence showing that speakers recommending for pr...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
Cambridge University Press
2009-02-01
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| Series: | Judgment and Decision Making |
| Subjects: | |
| Online Access: | https://www.cambridge.org/core/product/identifier/S193029750000070X/type/journal_article |
| _version_ | 1797696317861920768 |
|---|---|
| author | Marc van Buiten Gideon Keren |
| author_facet | Marc van Buiten Gideon Keren |
| author_sort | Marc van Buiten |
| collection | DOAJ |
| description | A distinction is proposed between recommending for preferred choice options and recommending against non-preferred choice options. In binary choice, both recommendation modes are logically, though not psychologically, equivalent. We report empirical evidence showing that speakers recommending for preferred options predominantly select positive frames, which are less common when speakers recommend against non-preferred options. In addition, option attractiveness is shown to affect speakers’ choice of frame, and adoption of recommendation mode. The results are interpreted in terms of three compatibility effects, (i) recommendation mode—valence framing compatibility: speakers’ preference for positive framing is enhanced under recommending for and diminished under recommending against instructions, (ii) option attractiveness—valence framing compatibility: speakers’ preference for positive framing is more pronounced for attractive than for unattractive options, and (iii) recommendation mode—option attractiveness compatibility: speakers are more likely to adopt a recommending for approach for attractive than for unattractive binary choice pairs. |
| first_indexed | 2024-03-12T03:24:38Z |
| format | Article |
| id | doaj.art-080cffa35284436d922ba5e0b4a6c915 |
| institution | Directory Open Access Journal |
| issn | 1930-2975 |
| language | English |
| last_indexed | 2024-03-12T03:24:38Z |
| publishDate | 2009-02-01 |
| publisher | Cambridge University Press |
| record_format | Article |
| series | Judgment and Decision Making |
| spelling | doaj.art-080cffa35284436d922ba5e0b4a6c9152023-09-03T13:42:56ZengCambridge University PressJudgment and Decision Making1930-29752009-02-014516310.1017/S193029750000070XSpeakers' choice of frame in binary choice: Effects of recommendation mode and option attractivenessMarc van Buiten0Gideon Keren1Eindhoven University of TechnologyTilburg UniversityA distinction is proposed between recommending for preferred choice options and recommending against non-preferred choice options. In binary choice, both recommendation modes are logically, though not psychologically, equivalent. We report empirical evidence showing that speakers recommending for preferred options predominantly select positive frames, which are less common when speakers recommend against non-preferred options. In addition, option attractiveness is shown to affect speakers’ choice of frame, and adoption of recommendation mode. The results are interpreted in terms of three compatibility effects, (i) recommendation mode—valence framing compatibility: speakers’ preference for positive framing is enhanced under recommending for and diminished under recommending against instructions, (ii) option attractiveness—valence framing compatibility: speakers’ preference for positive framing is more pronounced for attractive than for unattractive options, and (iii) recommendation mode—option attractiveness compatibility: speakers are more likely to adopt a recommending for approach for attractive than for unattractive binary choice pairs.https://www.cambridge.org/core/product/identifier/S193029750000070X/type/journal_articleframingpositivity biasrecommendation modevalence |
| spellingShingle | Marc van Buiten Gideon Keren Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness Judgment and Decision Making framing positivity bias recommendation mode valence |
| title | Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness |
| title_full | Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness |
| title_fullStr | Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness |
| title_full_unstemmed | Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness |
| title_short | Speakers' choice of frame in binary choice: Effects of recommendation mode and option attractiveness |
| title_sort | speakers choice of frame in binary choice effects of recommendation mode and option attractiveness |
| topic | framing positivity bias recommendation mode valence |
| url | https://www.cambridge.org/core/product/identifier/S193029750000070X/type/journal_article |
| work_keys_str_mv | AT marcvanbuiten speakerschoiceofframeinbinarychoiceeffectsofrecommendationmodeandoptionattractiveness AT gideonkeren speakerschoiceofframeinbinarychoiceeffectsofrecommendationmodeandoptionattractiveness |