Attribute Framing Research Articles

TOURISM ADVERTISING ATTRIBUTE FRAMING EFFECTS ON TRAVEL CONSUMERS' VISIT INTENTION

Tourist destination advertising information is the most direct tool to encourage consumers to choose travel destinations. People often describe travel motivations as either profit-driven (seeking relaxation) or avoidance-driven (escape from stress). Attribute framing is a type of framing effect. We can also describe tourism advertising messages as either highlighting the positive outcomes of travel or highlighting the avoidable negative outcomes of travel. This article is based on the relevant theories of SOR, framing effect, and elaboration possibility model, and uses a research method that combines experimental methods and questionnaire surveys to study the impact of tourism advertising attribute frames on consumers' travel intentions. The results show that: 1）Compared with the positive attribute frame, the negative attribute frame can better promote consumers' travel intention; 2）There is a significant interactive effect between consumer adjustment orientation and tourism advertising attribute frame, compared with the mismatch between adjustment orientation (promotion orientation and negative Attribute frame, defensive orientation and positive attribute frame), the matching of promotion orientation and positive attribute frame, prevention orientation and negative attribute frame significantly enhances consumers' travel intention; 3） Processing fluency in the matching of tourism advertising attribute frame and consumer adjustment orientation It plays a mediating role in the effect. When faced with positive attribute frame information, consumers with a promotion adjustment orientation will improve processing fluency and thus affect travel intention; consumers with a defense adjustment orientation will also improve processing fluency when faced with negative attribute frame information.

A Transnational Network Analysis of Refugees in Crisis

Over 3,000 articles from 2012–2022 in Spanish and English across the US, Mexico, Guatemala, Nicaragua, El Salvador, and Honduras were manually coded to better understand how refugees in crisis were framed in both home and destination countries. This study uses a detailed frame analysis and a broad transnational network analysis to highlight each refugee attribute on the media agenda that then informs policy across nations. While there is wide variation in the immigration policies of the countries sampled, there was nearly uniform negative framing and clustering of identical negative attributes across all countries sampled. This negative transnational homogenization of news content problematises the idea of unique journalism norms and may have profound “real world” consequences that can further stigmatize refugees throughout the Americas. This research also found that the valence of content became more negative and emotive over time. This suggests that the debate around immigration will continue and even escalate as a battleground of politics and culture—and that refugees may be portrayed even more negatively across media in the future. Given this increasing negativity and emotionality in coverage, societies may see more nationalistic—and xenophobic—immigration policies throughout the Americas and a less empathetic focus on the human rights of refugees.

Attribution Impacts Implicit (And Explicit) Evaluations

Two studies examined whether the attributional framing of negative events affected explicit evaluations, as measured by differences in liking, and implicit evaluations, as measured by the Implicit Association Test (Greenwald et al., 1998). In Study 1, participants read negative information about a novel target ordered to elicit internal or external attributions. Participants in the internal attribution condition evaluated the target more negatively than did those in the external attribution condition on both implicit and explicit measures. Study 2 replicated these results and tested the effects of attribution on recently formed negative evaluations. Participants who evaluated targets before and after receiving additional negative information about them demonstrated implicit and explicit evaluative change consistent with the attributional framing of that information. This research provides clear evidence that attribution influences the formation and change of implicit evaluations; however, these effects were weaker than those on explicit measures of evaluation.

The effect of attribute framing on consumers’ attitudes and intentions toward food: A Meta-analysis

This paper analyzes the existing literature on the effect of attribute framing on consumers’ attitudes and intentions with regard to food products. Attribute framing includes a broader interpretation of gains and losses when a product attribute is presented in a dichotomous way, such as fat vs. lean or harm vs. benefit. Meta-analysis results for the whole sample indicate that product attributes framed as gains have a higher effect on attitudes and intentions than product attributes framed as losses. Grouping studies by outcome variables, the meta-analysis demonstrates a larger effect size for studies that assess consumer attitude while for studies dealing with consumer intention, the effect size is close to zero and insignificant. We observe from the meta-regression results that the gain frame, the use of interaction terms, a specific product, and a student sample significantly influence consumers’ attitudes and intentions.

The influence of message framing on nocebo headaches: Findings from a randomized laboratory design.

Attribute framing presents an ethically sound approach for reducing adverse nocebo effects. In past studies, however, attribute framing has not always decreased nocebo effects. The present study used a sham tDCS procedure to induce nocebo headaches to explore factors that may contribute to the efficacy of attribute framing. Participants (N = 174) were randomized to one of three between-subject conditions: a no-headache instruction (control) condition and two conditions in which headaches were described as either 70% likely (negative framing) to occur or 30% unlikely (positive framing) to occur. Results revealed nocebo headaches in both framing conditions, as compared to the control condition. Attribute framing did not influence headache measures recorded during the sham tDCS task, but framing did have a modest influence on one of two headache items completed after the task. Results suggest that attribute framing could have a stronger influence on delayed nocebo effect measures or retrospective symptom reports; a finding that may explain inconsistencies in the existing framing-nocebo effect literature. Exploratory analyses also revealed that low negative affect was associated with stronger nocebo and attribute framing effects, although these effects were found on only a few headache measures. It is concluded that researchers should further investigate the influence of attribute framing on nocebo headaches as a function of both timing and emotional factors.

From Personal Responsibility to Political Mobilization: Using Attribution Frames to Overcome Policy Feedback Effects

Public policies that promote personal responsibility while minimizing government responsibility are a key feature of modern American political economy. They can decrease Americans’ political participation on a given issue, with detrimental consequences for the wellbeing of economically insecure families. Can this pattern be overcome? I argue that attribution frames highlighting government’s role in and responsibility for policies may increase people’s propensity for political action on an issue, but only if the frame can increase the salience of their preexisting beliefs about government intervention. Drawing on the case of consumer financial protection, I administer an experiment to determine the effect of attribution framing on people’s willingness to act in support of a popular banking reform. I find that helping people draw parallels between an issue they feel responsibility for and one they accept government responsibility for can boost political engagement on behalf of the original policy.

Attribute framing in CSR communication: Doing good and spreading the word – But how?

In two experiments, we investigated the effects of positive and negative attribute framing in corporate social responsibility (CSR) communication on consumer attitudes toward the firm and purchase intentions. Study 1 shows a positive main effect of positively framed CSR communication with consumer perceived corporate hypocrisy and CSR associations as mediators. This effect tends to be stronger for products that consumers can evaluate more (as compared to less) easily. Study 2 replicates the positive main effect of Study 1 and finds the effect to be stronger for CSR communication with concrete (as compared to vague) arguments. In combination, the findings provide new insights into how attribute framing in CSR communication affects consumer reactions, additionally demonstrating product type and message specificity as boundary conditions.

Default sensitivity in attempts at social influence

While past research has demonstrated the power of defaults to nudge decision makers toward desired outcomes, few studies have examined whether people understand how to strategically set defaults to influence others' choices. A recent paper (Zlatev et al. Proceedings of the National Academy of Sciences, 114, 13643-13648, 2017) found that participants exhibited "default neglect," or the failure to set optimal defaults at better than chance levels. However, we show that this poor performance is specific to the complex and potentially confusing paradigms they used, and does not reflect a general lack of understanding regarding defaults. Using simple scenarios, Experiments 1A and 1B provide clear evidence that people can optimally set defaults given their goals. In Experiment 2, we conducted a direct and conceptual replication of one of Zlatev et al.'s original studies, which found that participants selected the optimal default significantly less than chance. While our direct replication found results similar to those in the original study, our conceptual replication, which simplified the task, instead found the opposite. Experiment 3 manipulated the framing of the option attributes, which were confounded with the default in the original study, and found that the original framing led to below-chance performance while the alternate framing led to above-chance performance. Together, our results cast doubt on the prevalence and generalizability of default neglect, and instead suggest that people are capable of setting optimal defaults in attempts at social influence.

Meaning and framing: the semantic implications of psychological framing effects

ABSTRACT I use the psychological phenomenon of ‘attribute framing’ as a case study for exploring philosophical conceptions of semantics and the semantics-pragmatics divide. Attribute frames are pairs of sentences that use contradictory expressions to predicate the same property of an individual or object. Despite their equivalence, pairs of attribute frames have been observed to induce systematic variability in hearers’ responses. One explanation of such framing effects appeals to the distinct ‘reference point information’ conveyed by alternative frames. Although this information is taken to be pragmatic, a live debate in the philosophy of language concerns the extent to which pragmatic information can really be held apart from semantics. Therefore, in this article I examine whether – and how – reference point information might be thought to intrude on the semantics of an attribute frame. I describe two ways in which the information might be considered broadly semantic, due to its being directly communicated or conventional. However, I argue that the framing data in fact support a narrower conception of semantics, and a semantics-pragmatics distinction that separates standing sentence meaning from enriched communicated meaning.

T64. LINKING SUBCLINICAL PERSECUTORY IDEATION TO INFLEXIBLE SOCIAL INFERENCE UNDER UNCERTAINTY

BackgroundPersecutory delusions (PD) are a prominent symptom in first episode psychosis and psychosis patients. PD have been linked to abnormalities in probabilistic reasoning and social inference (e.g., attribution styles). Predictive Coding theories of delusion formation suggest that rigid delusional beliefs could be formalized as precise (i.e. held with certainty) high-level prior beliefs, which were formed to explain away overly precise low-level prediction errors (PEs). Rigid reliance on high-level prior beliefs would in turn lead to diminished updating of high-level PEs, i.e. decreased learning and updating of high-level beliefs.MethodsWe tested the prediction that subclinical PD ideation is related to altered social inference and beliefs about others’ intentions. To that end, N=1’145 participants from the general population were pre-screened with the Paranoia Checklist (PCL) and assigned to groups of high (“high PD”) or low PD tendencies (“low PD”). Participants with intermediate scores were excluded, participants assigned to either group filled in the PCL again after four weeks, only individuals whose score remained inside the cut-offs for either group were subsequently invited to the study. We invited 162 participants and included 151 participants in the analyses based on exclusion criteria defined in an analysis plan, which was time-stamped before the conclusion of data acquisition. Participants performed a probabilistic advice-taking task with dynamic changes in the advice-outcome mapping (volatility) under one of two experimental frames. These frames differentially emphasised possible reasons behind unhelpful advice: (i) the adviser’s possible intentions (dispositional frame) or (ii) the rules of the game (situational frame). Our design was thus 2-by-2 factorial (high vs. low delusional ideation, dispositional vs. situational frame). Participants were matched regarding age, gender, and education in years. In addition to analyses of variance on participants’ behaviour, we applied computational modeling to test the predictions regarding prior beliefs and belief updating mentioned above.ResultsWe found significant group-by-frame interactions, indicating that in the situational frame high PD participants took advice less into account than low scorers (df = (1,150), F = 5.77, p = 0.018, partial η2= 0.04). This was also reflected in the model parameters of the model explaining participants’ learning under uncertainty best in comparison to other learning models (e.g. tonic evolution rate omega2: df = (1,150), F = 4.75, p = 0.03).DiscussionOur findings suggest that social inference in individuals with subclinical PD tendencies is shaped by rigid negative prior beliefs about the intentions of others. High PD participants were less sensitive to the attributional framing and updated their beliefs less vs. low PD participants thereby preventing them to make adaptive use of social information in “safe” contexts.

An Alternative Explanation for Attribute Framing and Spillover Effects in Multidimensional Supplier Evaluation and Supplier Termination: Focusing on Asymmetries in Attention

ABSTRACTPrior research on attribute framing has focused on a single‐dimensional evaluation. However, supplier performance is usually evaluated against multiple dimensions. This research examines framing effects on multidimensional supplier evaluation and investigates the interplay between framing and attention. Three online experiments involving professional participants were conducted in which a supplier performance dimension was framed either positively or negatively. The results from Studies 1A (N = 113) and 1B (N = 82) demonstrated that framing a performance dimension of supplier negatively (versus positively) lowered evaluation of other nonframed dimensions even when these dimensions were presented identically. Framing a dimension negatively also impacted selection decisions, making participants more likely to discontinue purchasing from the supplier. These findings suggest that supplier evaluation and selection are susceptible to framing effects. Study 2 used a web‐deployed eye‐tracking experiment (N = 62) to elucidate the role of attention in framing effects. I found that performance information, when framed negatively rather than positively, received more attention. Also, attention to the framed performance dimension partially mediated the relationship between attribute framing and the evaluation of the framed dimension. This finding provides a fuller understanding of the cause of framing effect. An important managerial implication is that even when a performance indicator is a quantitative, tangible attribute, it is prudent for supply managers to reframe this indicator and check whether the same evaluation and selection decisions are made. Other managerial implications and directions for future research are also discussed.

광고의 속성 프레이밍이 브랜드확장 평가에 미치는 영향

광고의 속성 프레이밍이 브랜드확장 평가에 미치는 영향

Inflexible social inference in individuals with subclinical persecutory delusional tendencies

It has been suspected that abnormalities in social inference (e.g., learning others' intentions) play a key role in the formation of persecutory delusions (PD). In this study, we examined the association between subclinical PD and social inference, testing the prediction that proneness to PD is related to altered social inference and beliefs about others' intentions. We included 151 participants scoring on opposite ends of Freeman's Paranoia Checklist (PCL). The participants performed a probabilistic advice-taking task with a dynamically changing social context (volatility) under one of two experimental frames. These frames differentially emphasised possible reasons behind unhelpful advice: (i) the adviser's possible intentions (dispositional frame) or (ii) the rules of the game (situational frame). Our design was thus 2 × 2 factorial (high vs. low delusional tendencies, dispositional vs. situational frame). We found significant group-by-frame interactions, indicating that in the situational frame high PCL scorers took advice less into account than low scorers. Additionally, high PCL scorers believed more frequently that incorrect advice was delivered intentionally and that such misleading behaviour was directed towards them personally. Overall, our results suggest that social inference in individuals with subclinical PD tendencies is shaped by negative prior beliefs about the intentions of others and is thus less sensitive to the attributional framing of adviser-related information. These findings may help future attempts of identifying individuals at risk for developing psychosis and understanding persecutory delusions in psychosis.

The Effect of Attribute Framing and Justification on Capital Budgeting Decisions

This study aims to analyze the effect of the attribute framing and justification on decision making through the capital budgeting process. This study also aims to examine the effect of justification as moderation on the effect of attribute framing on capital budgeting decisions. The capital budgeting decision in this study is a decision toward the proposed capital budgeting project in the form of approving or rejecting the proposed project. This study uses a quasi-experimental research design with the data taken is primary data. The quasi-experimental research was designed 2 x 2 between subjects which was conducted to 83 financial students in the Magister of Management, Diponegoro University. Data analysis techniques used in this study were one-way ANOVA and two-way ANOVA.The results of the study shows that attribute framing and justification can influence decision making through the capital budgeting process. In particular, the information that is positively presented has an impact in the higher approval of a proposed capital budgeting project. This research also concluded that justification could not reduce the effect of the attribute framing on capital budgeting decisions. This shows that belief revision theory- foundation approach cannot explain the phenomenon of this study.

Discussion paper: Integrating explanations for attribute framing

Attribute framing presents information about an object’s characteristic either positively or negatively. People tend to prefer objects described in a positive than a negative frame. Empirical research has demonstrated robust attribute framing effects in many different domains (e.g. consumer behaviour, health, and finance). Explanations have been sought for the effect and how it may be attenuated in certain cases. These explanations include intuitive biases in judgement and pragmatic understandings of framing language. This article gives a brief overview of the theory informing attribute framing and how it can be integrated and leveraged to explain moderating conditions for the framing effect.

Using attribution to foster public support for alternative policies to combat obesity

PurposeAn increasing array of policies have been suggested to combat rising obesity. Regardless of the policy intervention that is selected each comes with a cost in the form of imposition on the public purse, or regulative restrictions on business or individuals. Consequently, potential opposition makes it critical to garner sufficient public support for whichever policy is selected. The purpose of this paper is to explore the ability of attributional framing for the causes of obesity (framed around locus of control and controllability) to increase support for a range of policy interventions designed to reduce obesity.Design/methodology/approachUsing an online panel, the authors manipulate the perceived cause of obesity along the internal/external locus and controllability/uncontrollability dimensions to assess whether attribution of causes of obesity can influence support for policy interventions that either encourage positive behaviour or discourage negative behaviour.FindingsThe authors find that framing the causes of obesity to emphasise internal/external locus and controllability/uncontrollability has significant and predictable effects on policy support for men but not for women. In this American study, they show that men are more open to persuasion because their views on the causes of obesity are less firmly held than women.Practical implicationsHighlighting the external and controllable causes of obesity was the most effective, suggesting that emphasising the role of the food industry in obesity can garner public support amongst males for a broad range of policy types. The limited effectiveness with women suggests that media focus be directed at male-oriented channels and outlets.Originality/valueThe authors show that, at least amongst men, attribution framing can be used as a tool to increase support for policy interventions to prevent obesity.

Does Attribute Framing Exist in Audit Decision Aid?

This study aims to test the framing effect in audit decision aid. The research employs a between-subject experimental design involving 56 undergraduate students as the sample. The dependent variable is the tendency to follow the aid recommendation which is measured using Gomaa, Hunton, Vaassen, and Carree's (2011) scenario. Framing effect is manipulated as follows: (1) positive framing, (2) negative framing. The result shows that framing effect exists in audit decision aid, especially, in how the aid reliability presented (positive or negative) influences the final participant's decision. This research seeks to contribute to the development of framing theory, particularly to test the framing phenomena in audit decision aid. Previous studies on this realm focus on health, politic, finance, business, and marketing areas and only a few studies are found discussing this issue in the auditing area. The result would also be useful in the practical field where it should now be obvious that an auditor should never be over-reliant on decision aid. Decision aid can indeed make decision bias if the auditor thinks using only the aid is enough to make a decision and forgets to use professional judgment. The result of the study gives a warning to auditors that the way information on the reliability of a decision aid is presented can make a decision bias.

The Role of Attention in Attribute Framing

AbstractThe attribute‐framing bias refers to message recipients' tendency to evaluate objects framed positively (75% success) more favorably than they do objects framed negatively (25% failure), although one description is implied as the complementary of the other, and they are logically equivalent. According to the association‐valence account, positive or negative framing activates corresponding positive or negative associations that bias evaluations. By contrast, the attention account contends that focusing attention on one frame while neglecting the complementary frame leads to evaluation biases. The present study focused on the contribution of attention mechanisms to the attribute‐framing bias. In two experiments, participants rated objects presented in framing scenarios, following a manipulation question that shifted their attention to the complementary frame. Experiment 1 used an explicit attention shift, obtained by presenting questions directly related to the target scenario. Experiment 2 used an implicit attention shift, obtained by presenting questions unrelated to the target scenarios. Whereas explicit attention shift eliminated the bias, implicit attention shift only moderately diminished it. Jointly, these results provide empirical support for the contribution of attention mechanism to the attribute‐framing bias but do not rule out the possible contribution of other mechanisms, such as the association‐valence account. While previous studies discussed the role of attention in attribute‐framing bias, mainly as a post hoc theoretical account, the innovation of the current study is that it demonstrates empirically the contribution of attention. Moreover, in highlighting the joint contribution of association valence and attention mechanisms, this study advances the theoretical understanding of the cognitive processes underlying attribute‐framing bias. Copyright © 2017 John Wiley & Sons, Ltd.

The Role of Inference in Attribute Framing Effects

AbstractPrevious research has shown that a speaker's choice between logically equivalent frames is influenced by reference point information, and that listeners draw accurate inferences based on the frame. Less clear, however, is whether these inferences play a causal role in generating attribute framing effects. Two experiments are reported, which suggest that frame‐dependent inferences are sufficient to generate attribute framing effects, and that blocking such inferences may block framing effects. Experiment 1 decomposed the typical framing design into two parts: One group of participants saw a target described in one of two attribute frames and reported their estimates (inferences) of the typical attribute value. These estimates were then given to a second group of yoked participants, who evaluated the target. Although this latter group was not exposed to different attribute frames, they nevertheless exhibited a “framing effect” as a result of receiving systematically different inferences. In contrast, Experiment 2 shows that experts—who are familiar with an attribute's distribution and are therefore less likely to draw strong frame‐based inferences—exhibit a diminished framing effect. Together, these findings underscore the role of inferences in the generation and attenuation of attribute framing effects. Copyright © 2017 John Wiley & Sons, Ltd.

Beyond Globalizing POEs and SOEs: Multiple-level Framing of Core Illegitimacy Attributes

This paper addresses an important but under-theorized topic by developing a socio-cognitive model to explain illegitimacy concerns associated with politically-connected firms when undertaking overs...