Framing Effects on Individuals' Allocation Behavior

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’.


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 , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 807-807.


Sunaina Shrivastava, University of Iowa, USA
Gaurav Jain, University of Iowa, USA
Gary Gaeth, University of Iowa, USA
Dhananjay Nayakankuppam, University of Iowa, USA


NA - Advances in Consumer Research Volume 43 | 2015

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