Effects Of Goal Framing Research Articles

How to Drive Tourists’ Pro-Environmental Behavior: Interactive Effect of Benefit Appeals and Goal Framing

The drive to foster tourists’ pro-environmental behavior (TPEB) is a current research hotspot amidst the deteriorating ecological environment. However, existing studies have yet to reach definitive conclusions on how tourist destinations influence TPEB through different benefit appeals and goal framing. This paper investigates the interactive effects of these factors on TPEB, reporting on two experiments. Study 1 confirmed significant interactive effects of benefit appeals and goal framing on TPEB, wherein altruistic appeals and gain framing, as well as appeals to self-interest and loss framing, demonstrates matching effects. Furthermore, environmental awareness mediated these interactions. Study 2 established that tourists’ environmental knowledge moderates the interactive effects of goal framing and benefit appeals on TPEB. The moderating effect of high-level environmental knowledge is more pronounced, and tourists with higher environmental knowledge are more inclined to engage in TPEB compared with those with lower levels of environmental knowledge. The conclusions of this study not only enrich the research on influencing factors and mechanisms of TPEB but also offer practical insights for environmental management in tourist destinations.

How Do Reviewers’ Goal Framing and Novice Auditors’ Receptivity to Negative Feedback Affect Follow-Through Performance?

SUMMARY Negative feedback can induce adverse responses. This is problematic in auditing as negative feedback is common during workpaper reviews, and auditors’ follow-through on this feedback is essential to staff development and audit quality. Psychology research suggests supervisors’ framing of feedback can impact subordinates’ feedback reactions and subsequent performance, and this effect might vary depending on their relative receptivity to feedback (i.e., feedback orientation). In a 2 × 2 between-subjects experiment, using a review notes task, I examine the joint influence of these factors and find divergent effects. Results show novice auditors with stronger feedback orientations have more positive reactions to negative feedback when reviewers emphasize learning goals, but framing does not influence performance. However, those with weaker feedback orientations react poorly regardless of framing, but learning goals improve their performance. These results enhance understanding of effects of goal framing on audit quality and help guide reviewers on how to frame negative feedback. JEL Classifications: M40; M42.

How does goal framing effect influence household low-carbon behavior: The roles of environmental self-efficacy and global–local identity

Introduction:Compared to carbon emission reduction from production, reduction from households is more required. This study explores the mechanism and boundary conditions of the effect of goal framing on household low-carbon behavior by drawing on the framing effect and social cognitive theory. The central questions posed in this research are whether, how, and under what circumstances goal framing affects household low-carbon behavior.Methods:We tested the hypotheses in two studies. Study 1 investigated the main effect of whether the framing effect of climate change has a different influence on household low-carbon behavior. Study 2 further confirmed the main effect of this study and verified the mediating role of environmental self-efficacy and the moderating role of global–local identity.Results:Across two experiments, we discovers: 1) Goal framing of climate change messages affects household low-carbon behavior. In particular, loss framing elicits a greater persuasive impact on household low-carbon behavior than gain framing. 2) Environmental self-efficacy plays a mediating role between the framing effect and household low-carbon behavior. Specifically, loss framing of climate change messages is more likely to increase residents' environmental self-efficacy than gain framing, which increases their household low-carbon behavior. 3) Residents' global-local identity moderates the effect of the framing messages on household low-carbon behavior. Among residents with a local identity, loss framing has a more powerful influence on household low-carbon behavior compared to gain framing. Among residents with a global identity, a significant difference between the effects of loss and gain framing on household low-carbon behavior is not found.Discussion:The theoretical and managerial implications of the study are also discussed.

Effective Goal Framing for Managers Using Inventory Management Systems

While automated inventory management systems are prevalent, managers are known to use judgmental adjustment when they have access to system recommendations. However, these adjustments might be subject to human decision biases in the form of framing effects contingent on managers’ profit maximizing or cost minimizing goals. We conduct the first investigation of goal framing effects that influence judgmental adjustment of system recommended order quantities. Our laboratory experiment uses a 4 (Goal framing: Positive, Negative, Neutral, Control)×1 design that manipulates the goal frame. Except for the control group, decision makers in other treatments had access to a system recommendation. The participants in all treatments were asked to determine the optimum order quantity in a high margin newsvendor task. We find that the decision makers’ trust in the system recommendation determines the extent to which they make adjustments to the system recommendation. Most importantly our results reveal a significant goal framing effect: participants in the positive/negative frame condition ordered less/more than the system recommendation. This implies when organizations communicate goals and set targets for their decision makers, those goals should align with a cost minimization strategy to improve performance.

Delayed feedback, regulatory fit and goal framing effects on tax compliance: An exploratory study

This research shows the main effects of three variables on tax compliance. Specifically, a) the goal framing message (positive or negative message) about tax compliance importance addressed to taxpayers, b) the prevention and promotion orientation of the taxpayers and, c) the audit delayed feedback. We combine these variables at the laboratory experiment because they have been underestimated in the research of tax compliance decisions. In addition, this research analyzes whether the effect of the message framing on tax compliance changes according to the promotion or prevention orientation of the taxpayers, and the delayed feedback. A total of 186 undergraduate students from engineering and business administration programs took part in an experiment to explore those effects. Results show: a) that the negative frame has a positive significant effect on tax compliance; b) a significant effect of the interaction between negative frame and promotion focus. When there is a low promotion focus, the best option is not to apply a negative frame; c) that, as time goes by, the effect of delayed feedback increases.

Cocreating food experience “delivered” from iconic local restaurants

PurposeThis study aims to explore an emerging phenomenon – gourmet meal kits delivered to out-of-towners from iconic local restaurants. This study explores the interplay of goal framing and basic needs and their effects on customer intentions. This study also examines the underlying mechanism of experience cocreation and the moderating effect of food involvement.Design/methodology/approachThis study develops a framework that combines the self-determination theory (SDT) and customer experience cocreation. Two online experimental studies involving 478 US consumers were conducted to examine the underlying mechanism of customers’ decision-making on purchasing gourmet meal kits (Study 1) and visiting destination restaurants after receiving the meal kit (Study 2).FindingsIntrinsic goal-framing leads to stronger intentions to purchase gourmet meal kits and to visit destination restaurants that sell meal kits. In contrast, extrinsic goal-framing enhances the positive influence of perceived relatedness and competence on behavioral intentions. The effects of goal framing and basic needs on behavioral intentions are moderated by food involvement and mediated by experience cocreation to varying degrees.Originality/valueTo the best of the authors’ knowledge, this study is among the first to empirically examine an emerging business model – delivering restaurants’ food experiences to out-of-towners. The study also expands the application of the SDT by incorporating customer cocreation as the underlying mechanism.

Effects of goal framing in encouraging utterance on recipients’ cognition, affects, and motivation for action

Effects of goal framing in encouraging utterance on recipients’ cognition, affects, and motivation for action

Goal-Framing and Temporal-Framing: Effects on the Acceptance of Childhood Simple Obesity Prevention Messages among Preschool Children's Caregivers in China.

A range of intervention models are available for childhood obesity prevention; however, few studies have examined the effectiveness of intervention messages. This study developed childhood simple obesity prevention messages on the basis of goal-framing and temporal-framing effects to improve message acceptance among the caregivers of preschool children and explored associated factors. A cross-sectional study was conducted among 592 caregivers of preschool children in urban kindergartens in China during March to April 2019. The framing messages were developed based on prospect theory and construal level theory. The majority (48.4%) of caregivers found the gain-framed, present-oriented message most salient for acceptance. We found that gender, education background, theme, and the use of negative words have impacts on goal-framing effects; and previous participation in a health related intervention, career category, and the theme have impacts on temporal-framing effects (p < 0.001). Goal-framing effects and temporal-framing effects can influence each other (p < 0.001). The findings suggest that the gain-framed, present-oriented message could be considered a strategy to improve the acceptance of information by caregivers. When framing a message, subtle differences like using negative words might affect the exertion of framing effects.

The Effects of Goal Framing on Energy Drink Consumption: The Moderating Role of Temporal Framing.

With the rapid expansion of the energy drink market, concerns associated with its adverse effects have been raised. This research examines how goal framing moderated by temporal framing affects attitude, subjective norm, and perceived behavioral control related to energy drink consumption. A 2 (goal framing: gain vs. loss) × 2 (temporal framing: present-oriented vs. future-oriented) randomised experiment was employed. The sample consisted of 195 college students who consume energy drinks. Results showed that a future-oriented message was more effective than a present-oriented one when used in gain framing in increasing perceived behavioral control, as predicted. A future-oriented message was also more effective in increasing perceived negative subjective norms, but only when used in loss framing; this was theopposite of the predicted result. The findings extend previous research on goal framing by (1) identifying an important moderator-temporal framing-in processing health promotion messages about energy drink consumption and (2) examining such moderated effects on different psychological factors. The findings of this study are expected to inform the development of more effective message strategies in health domains.

The Effects of Goal Framing on Supports for the Public Policy Aimed at Seismic Retrofitting of Water Supply Facilities

The Effects of Goal Framing on Supports for the Public Policy Aimed at Seismic Retrofitting of Water Supply Facilities

Effects of goal framing and conformity pressure on risky behavior intention

The present study examined effects of goal framing and conformity pressure on risky behavior intention. Risk and responsibility perception were also examined as covariant variables. In Study 1 that used a sailing scenario, risky behavior intention measured as continuous variable was higher in conformity pressure condition than no pressure condition. However, there was no difference in risky behavior intention between gain framing condition and loss framing condition. The effect of conformity pressure remained after control over covariant variables. Study 2, where behavior intention was measured as dichotomous variable, which was the only difference between Study 1 and Study 2, replicated the findings of Study 1. Study 3 that used a construction site scenario, was conducted to supplement former studies and yielded the same findings with former studies. Taken together, we found that conformity pressure can raise risky behavior intention in everyday situation such as ferry sailing and construction work.

A formal model of goal revision in approach and avoidance contexts

We developed a formal model of goal revision based on contemporary accounts of decision making under risk and uncertainty. The model assumes that individuals anchor their goal level to their dynamically updated expectations of performance and make adjustments around the anchor point depending on their risk preference. Risk preference was hypothesized to be a function of goal framing and personality. To assess the model, 60 participants were asked to set and revise goals as they completed an Air Traffic Control simulation task. Fitted model parameters indicated that participants pursuing avoidance goals were more risk averse when setting and revising their goals than participants pursuing approach goals. Individuals with high levels of neuroticism were more sensitive to the effects of goal framing than those with low levels of neuroticism. These findings clarify the role of goal framing, risk preferences, and activated traits in goal revision.

Effects of Goal Framing and Emotions on Perceived Threat and Willingness to Sacrifice for Climate Change

This study explores discrete emotions (guilt, fear, hope) as mediators for effects of goal framing on perceived threat of climate change and willingness to sacrifice. To reconcile conflicting evidence, the study introduces and tests the distinction between gain-positive frames (positive consequences of engaging in climate protection), gain-negative frames (avoiding negative consequences when engaging in climate protection), and loss frames (negative consequences of not engaging in climate protection). Results show that gain-negative frames increase perceived threat and willingness to sacrifice, while loss frames increase them through guilt and fear. Hope is increased by a gain-positive frame but subsequently lowers both outcomes.

Enhanced activation of the left hemisphere promotes normative decision making

Previous studies have reported that enhanced activation of the left cerebral hemisphere reduces risky-choice, attribute, and goal-framing effects relative to enhanced activation of the right cerebral hemisphere. The present study sought to extend these findings and show that enhanced activation of the left hemisphere also reduces violations of other normative principles, besides the invariance principle. Participants completed ratio bias (Experiment 1, N = 296) and base rate neglect problems (Experiment 2, N = 145) under normal (control) viewing or with the right or left hemisphere primarily activated by imposing a unidirectional gaze. In Experiment 1 we found that enhanced left hemispheric activation reduced the ratio bias relative to normal viewing and a group experiencing enhanced right hemispheric activation. In Experiment 2 enhanced left hemispheric activation resulted in using base rates more than normal viewing, but not significantly more than enhanced right hemispheric activation. Results suggest that hemispheric asymmetries can affect higher-order cognitive processes, such as decision-making biases. Possible theoretical accounts are discussed as well as implications for dual-process theories.

Competing Frames for a Public Health Issue and Their Effects on Public Opinion

This study examines the effects of goal framing on opinion about a public health issue. A content analysis of newspaper coverage regarding a New York City trans fat ban identified four frames, each of which invoked a policy goal (promoting public health or protecting business). An experiment tested the effects of goal framing on support for banning trans fat, as well as the effects of competition between frames invoking the same goal and competition between frames invoking different goals. The findings suggest that goal framing can shape opinion about public health issues but that competitive framing can undermine these effects.

The effect of goal framing on the automatic processing of affective information

The effect of goal framing on the automatic processing of affective information

目標フレーミングが感情表象の活性に与える影響

Guided by regulatory focus theory, this study examined the effects of goal framing on the subjective experience of affect and the accessibility of affective representations. Study I examined lay persons' beliefs concerning the relationship between goal framing and certain kinds of affective experiences. The results indicated that a promotion focus was associated with happiness and disappointment, whereas a prevention focus was associated with relaxation and tension. Study 2 examined the effect of goal framing on the activation of affective representations, and found that a promotion focus activated both gain-related representations (happy and disappointment) and loss-related representations (relaxation and tension), whereas a prevention focus activated only loss-related representations. These results suggest that goal framing activates particular affective representations, and the activated affective representations may influence the interpretation of positive or negative experiences. The discussion considered the function of the activation of affective representations as a mediator between goal framing and its cognitive and behavioral consequences.

New Directions in Goal-Setting Theory

Goal-setting theory is summarized regarding the effectiveness of specific, difficult goals; the relationship of goals to affect; the mediators of goal effects; the relation of goals to self-efficacy; the moderators of goal effects; and the generality of goal effects across people, tasks, countries, time spans, experimental designs, goal sources (i.e., self-set, set jointly with others, or assigned), and dependent variables. Recent studies concerned with goal choice and the factors that influence it, the function of learning goals, the effect of goal framing, goals and affect (well-being), group goal setting, goals and traits, macro-level goal setting, and conscious versus subconscious goals are described. Suggestions are given for future research.

Effects of Goal Framing in Job Advertisements on Organizational Attractiveness1

Two experiments were conducted to investigate the effects of goal framing in job advertisements on organizational attractiveness. Job ads were created that emphasized the potential costs or losses of not applying (i.e., loss frame) or the potential gains or benefits of applying (i.e., gain frame). The first experiment (N= 70) found that participants were more attracted to the company in the gain‐framed ad than in the loss‐framed ad. The second experiment (N= 100) attempted to determine the reason for the greater attractiveness of the gain‐framed ad compared to the loss‐framed ad. Two possible explanations— valence‐based encoding and regulatory focus—were examined. Results suggest that both valence‐based encoding and regulatory focus mediated the relationship between framing and organizational attractiveness.

Framing, gender and tax compliance

In the context of extensive social science research on framing, we discuss how framing objectively equivalent information can (but does not always) differentially affect individuals’ attitudes and behaviors. Many of these framing effects have been found in the health communications and marketing literatures. Using a typology of framing developed by Levin et al. [Organ. Behav. Hum. Dec. Proc. 76 (1998) 149], we are able to classify prior tax compliance research, much of it reported in the Journal of Economic Psychology, that suggests decision frames influence tax reporting behavior. This prior research is now known as risky choice framing. Our study differs from this prior literature as, using goal framing, we manipulate two objectively equivalent messages (one positively framed, one negatively framed) that are communicated to adult taxpayers. We find no evidence of a main effect for framing objectively equivalent information. However, in line with prior research, a significant frame by gender interaction effect was documented. We discuss our results in the light of prior framing and tax compliance research and suggest policy implications. A further contribution of this study is that goal framing effects are demonstrated to extend beyond health and consumer behavior settings.