Framing Effects on Individuals' Allocation Behavior

Sunaina Shrivastava, University of Iowa, USA
Gaurav Jain, University of Iowa, USA
Gary Gaeth, University of Iowa, USA
Dhananjay Nayakankuppam, University of Iowa, USA
We investigate how Context and External-focus/Internal-focus framing influences allocation behavior. Individuals allocate more money to others when External-focus framing shifts the focus from themselves to another individual and allocate less when Internal-focus framing reinforces the focus on themselves. These effects are moderated by the ‘asymmetry in this self-other salience’.
[ to cite ]:
Sunaina Shrivastava, Gaurav Jain, Gary Gaeth, and Dhananjay Nayakankuppam (2015) ,"Framing Effects on Individuals' Allocation Behavior", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 807-807.