Figure - uploaded by Traci Freling
Content may be subject to copyright.
Source publication
While the expanding body of attribute framing literature provides keen insights into individual judgments and evaluations, a lack of theoretical perspective inhibits scholars from more fully extending research foci beyond a relatively straightforward examination of message content. The current research applies construal level theory to attribute fr...
Context in source publication
Context 1
... framing effects were observed when there was congruence between construal level and social distance. Table 5 displays the pattern of means for subjects' behavioral intentions and highlights support for our expectations. We analyzed the mean intentions for each frame construal level-social distance pairing in a series of planned contrasts. ...Similar publications
Indicative judgments pertain to what is true. Epistemic modal judgments pertain to what must or might be true relative to a body of information. A standard view is that epistemic modals implicitly quantify over alternative possibilities, or ways things could turn out. On this view, a proposition must be true just in case it is true in all the possi...
Citations
... recruited from Amazon Mechanical Turk were randomly assigned to either the cause or the overhead frame condition. The sample size had a statistical power greater than 80% based on the small to medium effect size presented in the meta-analysis of the attribute frame effects (Freling et al., 2014) First, the participants were presented with a paragraph that described general information on how charities spend money "In charity campaigns, charitable organizations use the donated money to (1) directly help the cause and (2) cover their operating expenses." This information is presented to ensure framing manipulation because the donated money is split into two types of spending, one for the cause and the other for overhead. ...
Charitable organizations spend donated funds for programs and overhead. Donors expect their donated money to be used to help the cause rather than the overhead (i.e. overhead aversion). Donors expect feedback on the use of their donated money for helping the cause and for overhead. However, donors seldom receive proper feedback from charities, which is one of the reasons for not continuing donation. This paper highlights the importance of transparent feedback that presents information on the use of donated funds to help the cause and for overhead. Study 1 shows that attitude toward the charity is more favorable when the feedback is transparent than opaque. Study 2 shows that the transparent (vs. opaque) feedback sequentially affects perceived donation impact, charity attitude, and donation intention. Study 3 tests the framing effect of the feedback message. Donors perceive the impact of donation to be greater when the feedback on overhead presents the amount spent in terms of helping the cause than the amount spent on overhead.
... Levin and Gaelth (1988) found that people evaluated beef under the "% lean" framing more positively than in the "% fat" framing. Such framing effects have received empirical support by many follow-up studies (e.g., Freling et al., 2014;Piñon & Gambara, 2005). Table Question Hypothesis Analysis plan ...
Numeracy is individuals’ capacity to understand and process basic probability and numerical information required to make decisions. We conducted a Replication Registered Report of Peters et al. (2006) examining numeracy as a predictor of positive-negative framing effect (Study 1), frequency-percentage effect (Study 2), ratio effect (Study 3), and bets effect (Study 4). With an online US American Amazon Mechanical Turk sample (N = 860), our replication using the target’s dichotomizing of the numeracy measure found support for the original findings regarding interactions between numeracy and three decision-making effects. Numeracy was associated with weaker framing effect (η2p = 0.01, 90% CI [0.00, 0.02]), weaker ratio bias (Cramer’s V = 0.17, 95% CI [0.10, 0.24]), and stronger bets effect (η2p = 0.02, 90% CI [0.01, 0.04]), yet we found no support for the frequency-percentage effect (η2p = 0.00, 90% CI [0.00, 0.01]). However, we found support for associations with all four studies when treating numeracy as a continuous variable. We extended the replication to examine confidence, yet the results were mixed with support found for only three conditions (Study 1 positive framing condition: r = -0.11, 95% CI [-0.20, -0.02]; Study 3: r = 0.15, 95% CI [0.08, 0.21]; Study 4 no-loss bet condition: r = 0.10, 95% CI [0.01, 0.20]), suggesting a much weaker and more complex relationship than anticipated. Materials, data, and code are available on: https://osf.io/4hjck/.
... The sample in each condition comprised about 80 participants, ensuring sufficient statistical power-over 90% for Cohen's d framing effect size of 0.50, p = .05 (Freling et al., 2014). For the hypothesized interaction, in which the framing effect in the accuracy condition was expected to be moderated but not eliminated, it has been recommended to divide the sample size by four when calculating power-for the above design and interaction, the power is 60%. ...
... About 80 participants were randomly assigned to each of the 12 experimental conditions, ensuring sufficient statistical power (over 90% for Cohen's d framing effect size of 0.50, p = .05; Freling et al., 2014; for the hypothesized interaction, as detailed in Experiment 1, the power was 60%). ...
... of the framing valence comparable to the effect size in the accuracy conditions in the current study, which hovered around 0.5 SD (Freling et al., 2014;Piñon & Gambara, 2005). This comparison suggests that the accuracy condition did not reduce AFB but rather that the speed condition increased AFB. ...
Attribute-framing bias reflects people's tendency to evaluate objects framed positively more favorably than the same objects framed negatively. Although biased by the framing valence, evaluations are nevertheless calibrated to the magnitude of the target attribute. In three experiments that manipulated magnitudes in different ways, we examined to what extent encouraging speeded or accurate responses affected the bias of evaluations and their calibration. Results revealed a dissociation between the biasing effect of framing valence and the calibrated effect of magnitude. The bias was increased in the speeded conditions relative to the accurate conditions. However, the calibration was affected by the speed-accuracy manipulation only in negative and not in positive framing conditions. We discuss the advantage of fuzzy-trace theory in explaining these results, suggesting that gist representations elicit the bias, whereas verbatim representations allow calibration. However, the relative contributions of these representations to evaluation vary with task demands such as speed-accuracy requirements. (PsycInfo Database Record (c) 2023 APA, all rights reserved).
... Levin and Gaelth (1988) found that people evaluated beef under the "% lean" framing more positively than in the "% fat" framing. Such framing effects have received empirical support by many follow-up studies (e.g., Freling et al., 2014;Piñon & Gambara, 2005). Table Question Hypothesis Analysis plan ...
Numeracy is individuals’ capacity to understand and process basic probability and numerical information required to make decisions. We conducted a Replication Registered Report of Peters et al. (2006) examining numeracy as a predictor of positive-negative framing effect (Study 1), frequency-percentage effect (Study 2), ratio effect (Study 3), and bets effect (Study 4). With an online US American Amazon Mechanical Turk sample (N = 860), our replication using the target’s dichotomizing of the numeracy measure found support for the original findings regarding interactions between numeracy and three decision-making effects. Numeracy was associated with weaker framing effect (η2p = 0.01, 90% CI [0.00, 0.02]), weaker ratio bias (Cramer’s V = 0.17, 95% CI [0.10, 0.24]), and stronger bets effect (η2p = 0.02, 90% CI [0.01, 0.04]), yet we found no support for the frequency-percentage effect (η2p = 0.00, 90% CI [0.00, 0.01]). However, we found support for associations with all four studies when treating numeracy as a continuous variable. We extended the replication to examine confidence, yet the results were mixed with support found for only three conditions (Study 1 positive framing condition: r = -0.11, 95% CI [-0.20, -0.02]; Study 3: r = 0.15, 95% CI [0.08, 0.21]; Study 4 no-loss bet condition: r = 0.10, 95% CI [0.01, 0.20]), suggesting a much weaker and more complex relationship than anticipated. Materials, data, and code are available on: https://osf.io/4hjck/.
... This effect was especially pronounced when positive framing was applied to side effects associated with an unfamiliar vaccine. This is consistent with theoretical research suggesting that as psychological distance from the framed issue decreases so does the efficacy of positive framing [29], as well as empirical research demonstrating that vaccine relevance or familiarity moderates the effect of framing [16,17]. ...
Objective:
To evaluate the effect of presenting positively attribute-framed side effect information on COVID-19 booster vaccine intention relative to standard negatively-framed wording and a no-intervention control.
Design and participants:
A representative sample of Australian adults (N = 1204) were randomised to one of six conditions within a factorial design: Framing (Positive; Negative; Control) × Vaccine (Familiar (Pfizer); Unfamiliar (Moderna)).
Intervention:
Negative Framing involved presenting the likelihood of experiencing side effects (e.g., heart inflammation is very rare, 1 in every 80,000 will be affected), whereas Positive Framing involved presenting the same information but as the likelihood of not experiencing side effects (e.g., 79,999 in every 80,000 will not be affected).
Primary outcome:
Booster vaccine intention measured pre- and post-intervention.
Results:
Participants were more familiar with the Pfizer vaccine (t(1203) = 28.63, p <.001, Cohen's dz = 0.83). Positive Framing (M = 75.7, SE = 0.9, 95% CI = [73.9, 77.4]) increased vaccine intention relative to Negative Framing (M = 70.7, SE = 0.9, 95% CI = [68.9, 72.4]) overall (F(1, 1192) = 4.68, p =.031, ηp2 = 0.004). Framing interacted with Vaccine and Baseline Intention (F(2, 1192) = 6.18, p =.002, ηp2 = 0.01). Positive Framing was superior, or at least equal, to Negative Framing and Control at increasing Booster Intention, irrespective of participants' pre-intervention level of intent and vaccine type. Side effect worry and perceived severity mediated the effect of Positive vs. Negative Framing across vaccines.
Conclusion:
Positive framing of side effect information appears superior for increasing vaccine intent relative to the standard negative wording currently used.
Pre-registration:
See: aspredicted.org/LDX_2ZL.
... They pointed out that these three types of framing effects are not supposed to be treated equally; otherwise, research will lead to unwarranted comparisons that probably create unnecessary confusion. Scholars have studied the relationship between risky choice framing and attribute framing and proenvironmental behavior (Spence and Pidgeon, 2010;Freling et al., 2014;Mir et al., 2016;Brazil et al., 2019;Lagomarsino et al., 2020). Nevertheless, research on the effect of goal framing on household low-carbon behavior remains limited. ...
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.
... Consistent with congruence theory (Heckler and Childers 1992), a higher fit between advertising elements and customers' perception of a product can strengthen attitudes and behavior towards the product due to the greater ease of information processing (De Cicco, Iacobucci, and Pagliaro 2021). Previous research suggests that congruent pairings between attributes in a marketing communication will have a more significant impact on consumers than incongruent pairings because matches in meaning lead to higher fluency, better understanding, and stronger responses from the receivers (Freling, Vincent, and Henard 2014). As both illustrations and novel products such as clean meat are associated with more abstractness, they are considered as having a higher level of congruence, while illustrations and familiar products (e.g. ...
... According to CLT, whereas conventional products are often construed as more concrete due to their familiarity, novel products are considered more innovative, psychologically distant and abstract, thereby making them more congruent with artistic illustrations, which are also associated with more abstractness (Septianto, Kemper, and Paramita 2019). Based on congruence theory, we suggest that the high level of congruity between artistic illustrations and novel products can result in a significant impact of art infusion on customers' cognitive processing and behavioral intentions (Freling, Vincent, and Henard 2014) whereas this effect will not be significant for familiar products due to the incongruent pairing between a product linked to concreteness and illustrations associated with abstractness. Furthermore, the art infusion effect is more prominent for novel products such as clean meat since exposure to art can increase cognitive flexibility, which is the capability to process information in an innovative way, resulting in more acceptance of novel ideas (Quach et al. 2022a). ...
Underpinned by art infusion theory and construal level theory, this research examines the role of illustrations and photographs in advertising a novel product (i.e. clean meat) and explores the underlying psychological mechanism of luxuriousness. We conducted three experiments to examine the differential effects of illustrations and photographs on customers’ willingness to try a meat product and ascertain whether this relationship was mediated by perceived luxuriousness. Participants reported a greater willingness to try a novel product, such as clean meat, when the advertisement featured an illustration (vs. a photograph), demonstrating the art infusion effect. However, there were non-significant differences among participants in terms of their willingness to try a familiar product, such as conventional meat. The indirect effect of illustration on willingness to try clean mean via perceived luxuriousness was stronger compared to the conventional meat condition. This mediation effect of luxuriousness was also validated using the moderation-of-process approach. The findings provide meaningful guidelines to marketing practitioners and highlight the pertinence of art infusion to clean meat consumption, a relatively unexplored research area.
... The reduced efficacy of positive framing with increased vaccine familiarity could be explained by a current theory of attribute framing that posits an interaction between familiarity (a manifestation of psychological distance) and the valence of the message surrounding a given attribute or event (e.g., the experience of vaccine side effects). At closer psychological distances (e.g., for vaccines that are more familiar and more likely to be received), negatively framed information has been shown to be more persuasive [44]. Further experimental research is needed to test this theory, while considering alternative explanations, such as the role of potential backfire effects in persuasive or corrective messaging, which participants with low intent may have considered positive framing to be, particularly when the vaccine was familiar or more likely to be received. ...
Positive framing has been proposed as an intervention to increase COVID-19 vaccination intentions. However, available research has examined fictitious or unfamiliar treatments. This pre-registered study (aspredicted#78369) compared the effect of standard negatively framed EU patient information leaflets (PILs), with new positively framed PILs, on booster intentions (measured pre- and post-intervention) for AstraZeneca, Pfizer, and Moderna COVID-19 vaccines. A representative sample of 1222 UK-based adults was randomised to one of six groups in a factorial design with framing (Positive vs. Negative) and vaccine familiarity (same (as previous), familiar, unfamiliar) as factors. The benefit of positive framing was hypothesised to be strongest for the least familiar vaccine (Moderna). Framing was moderated by familiarity, where only the unfamiliar vaccine showed a benefit of positive relative to negative Framing. Framing and familiarity also interacted with baseline Intention with the effect of framing on the unfamiliar vaccine especially pronounced at low baseline Intent. Conversely, standard negative framing appeared to increase intentions for familiar vaccines at low baseline intent. Findings provide important evidence that positive framing could improve vaccine uptake globally when switches or new developments require individuals to receive less familiar vaccines. Positive framing of familiar vaccines, however, should be treated with caution until better understood.
... Yet, surprisingly, there has been relatively little research on this subject. The literature on framing suggests that even minor differences in the wording of the same information can strongly influence preferences and decision-making (e. g., [5,28,43,44,49,59]). The specific wording (i.e., the frame chosen) can influence how positively or negatively an object is perceived. ...
... In other words, prior research has established that small differences in how things are said can have a big impact on people's preferences and decision-making, even when the factual information given, what is said, is equivalent [59,43,44]. This type of framing effect is quite robust and has been confirmed across a variety of contexts (e.g., [5,28,43,44,49,59]). A specific form of framing involving minor changes in wording is attribute framing. ...
... A specific form of framing involving minor changes in wording is attribute framing. This refers to describing specific attributes or characteristics of objects using either positive or negative terms (e.g., using adjectives with positive or negative connotations) [28,44]. Attribute framing can influence how positively or negatively people evaluate the object in question [44,60]. ...
Many information systems (IS) projects encounter significant problems. The literature suggests that decision-makers can be misled by overoptimistic estimates. We argue that such overoptimism may also be present in the choice of language in business cases. In this study, we analyzed the usage of such framing in 20 business cases for large IS projects of the Dutch government. Our findings show that newly proposed systems are systematically framed using positive adjectives, whereas the existing systems are framed using negative adjectives. This pattern of framing may subconsciously bias the decision-makers toward investing in new IS projects.
... Nuestros resultados muestran un mayor esfuerzo cognitivo para procesar el texto negativo. De acuerdo con Freling et al. (2014) congruencia entre la apelación del mensaje y el destinatario del mensaje y no es simplemente una cuestión de la valencia del estímulo/mensaje utilizado. Según los resultados, la visualización de anuncios con texto negativo activa más rápidamente el sistema emocional, provocando una mayor excitación fisiológica (De Martino et al., 2008) y una respuesta conductual, en línea con Vining y Ebreo (2002). ...
El presente estudio analiza la efectividad publicitaria utilizando una metodología de seguimiento ocular. La investigación analiza las diferencias en la atención según el tipo de apelación del mensaje (agradable, neutral y desagradable), evalúa el papel moderador de la preocupación por el problema medioambiental y el enfoque regulatorio. Los resultados muestran que, los estímulos textuales negativos son los que mayor atención reciben, además en participantes con baja preocupación medioambiental, los estímulos de baja elaboración captan antes la atención. En general, los participantes más preocupados por el medioambiente, se fijan más rápidamente en términos de tiempo y frecuencia en estímulos que requieren mayor grado de elaboración. El trabajo también presenta recomendaciones en materia de elaboración de campañas de difusión de energías renovables (EERR) a través de medios que utilicen publicidad digital.
