Travellers make booking decisions under uncertainty. They may book early and get a discount, but then find they cannot travel at the later time. Or they may wait until the last minute, and perhaps ...miss out altogether. Prospect Theory introduced framing (presentation of messages emphasising loss or gain) to investigate decision-making under uncertainty. In other studies a loss (negative) frame has been found to be more effective than a gain (positive) frame when decision-makers were given a choice. Since tourism providers benefit when travellers make early bookings, three studies using framing were performed to see what kind of framing was more effective in persuading travellers to book in advance. Two different kinds of framing were adopted: risky choice and attribute framing. The results of the three studies confirm the predictions of Prospect Theory, and suggest ways of managing tourism campaigns to encourage advance booking.
•This research is among the first to seek to understand better the temporal determinants of tourists' choice decisions.•As suppliers of tourism services benefit from early booking behaviour, such knowledge is of significant value.•Prospect Theory can be applied successfully to the study of tourists' temporal decision-making.•Different approaches to message framing can influence the timing of tourists' choices.•Positively framed messages elicit more early booking decisions than negatively framed messages.
Substantial research examines the cognitive factors underlying proenviron-mental message effectiveness. In contrast, this study investigates the role of emotion, fear and hope specifically, in the ...gain/loss framing of environmental policy initiatives. The 2 (threat vs. no threat) × 2 (gain- vs. loss-framed efficacy) experiment revealed emotion, especially hope, as a key mediator between gain-framed messages and desired climate change policy attitudes and advocacy. Results further supported the value of sequencing emotional experiences to enhance persuasive effect. This research offers an inaugural test of emotional flow theorizing and highlights the need for additional research on emotional processes in environmental communication.
Disembodied conversational agents in the form of chatbots are increasingly becoming a reality on social media and messaging applications, and are a particularly pressing topic for service encounters ...with companies. Adopting an experimental design with actual chatbots powered with current technology, this study explores the extent to which human-like cues such as language style and name, and the framing used to introduce the chatbot to the consumer can influence perceptions about social presence as well as mindful and mindless anthropomorphism. Moreover, this study investigates the relevance of anthropomorphism and social presence to important company-related outcomes, such as attitudes, satisfaction and the emotional connection that consumers feel with the company after interacting with the chatbot.
•Human-like cues increase perceptions of mindless and mindful anthropomorphism.•Social presence higher for human- (vs. machine-like) agent with intelligent frame.•Human-like cues increase company emotional connection levels in service encounters.•Social presence mediates effect of human-like cues on company emotional connection.
How to account for goodwill arising from business combinations has proven to be one the most controversial topics for the standardisation, preparation, and audit of financial reports. Given its ...contested nature, and recent debates about improper goodwill accounting by failing companies, standard setters are currently reconsidering existing recognition, measurement, and disclosure requirements. In this study, we explore the views of a relatively neglected group of stakeholders in the financial reporting policy-making arena – financial statement users. We draw on empirical evidence from interviews with financial analysts and from responses by analysts to IASB and EFRAG consultations. We mobilise framing theory as used in public policy studies to analyse how users make sense of goodwill accounting information as compared to standard setters. Our key finding is the plurality of colliding frames between users and standard setters that remain intractable. Our analysis reveals that users’ interest in management’s accountability on acquisitions cannot fit easily into the financial reporting frame. Not only are claims by standard setters about the value relevance of goodwill impairments found not to be experienced in practice, but also we discover that users question the benefits of standard setters working in this area, while they take recourse to ‘street numbers’ for their analysis. We interpret the intractability we discover as putting into question public policy claims that accounting policies are developed with a commitment to serve the public interest.
Recent discoveries in behavioral economics have led to important new insights concerning what can happen in markets. Such gains in knowledge have come primarily via laboratory experiments-a missing ...piece of the puzzle in many cases is parallel evidence drawn from naturally occurring field counterparts. We provide a small movement in this direction by taking advantage of a unique opportunity to work with a Chinese high-tech manufacturing facility. Our study revolves around using insights gained from one of the most influential lines of behavioral research-framing manipulations-in an attempt to increase worker productivity in the facility. Using a natural field experiment, we report several insights. For example, conditional incentives framed as both "losses" and "gains" increase productivity for both individuals and teams. In addition, teams more acutely respond to bonuses posed as losses than as comparable bonuses posed as gains. The magnitude of this framing effect is roughly 1%: that is, total team productivity is enhanced by 1% purely due to the framing manipulation. Importantly, we find that neither the framing nor the incentive effect lose their significance over time; rather, the effects are observed over the entire sample period. Moreover, we learn that repeated interaction with workers and conditionality of the bonus contract are substitutes for sustenance of incentive effects in the long run.
This paper was accepted by Gérard P. Cachon, decision analysis.
In support of theory, this study demonstrates that entrepreneurial experts frame decisions using an “effectual” logic (identify more potential markets, focus more on building the venture as a whole, ...pay less attention to predictive information, worry more about making do with resources on hand to invest only what they could afford to lose, and emphasize stitching together networks of partnerships); while novices use a “predictive frame” and tend to “go by the textbook.” We asked 27 expert entrepreneurs and 37 MBA students to think aloud continuously as they solved typical decision-making problems in creating a new venture. Transcriptions were analyzed using methods from cognitive science. Results showed that expert entrepreneurs framed problems in a dramatically different way than MBA students.
From Policy “Frames” to “Framing” van Hulst, Merlijn; Yanow, Dvora
American review of public administration,
01/2016, Volume:
46, Issue:
1
Journal Article
Peer reviewed
The concept of frames or framing, especially cast as “frame analysis,” has an established history in public policy. Taking off from the work of Donald Schön and Martin Rein, we develop the idea of ...policy analytic framing, the more dynamic of the two terms, in ways that strengthen what we see as its promise for a more process-oriented and politically sensitive understanding of the activities it is used to characterize. We argue that such an approach needs to engage the following aspects of the work that framing does: sense-making; selecting, naming, and categorizing; and storytelling. In addition, frame theorizing needs to engage not only the way issues are framed but also the intertwining of framing and frame-makers’ identities, and the meta-communicative framing of policy processes.
Personally Relevant Climate Change Scannell, Leila; Gifford, Robert
Environment and behavior,
01/2013, Volume:
45, Issue:
1
Journal Article
Peer reviewed
To help mitigate the negative effects of climate change, citizens’ attitudes and behaviors must be better understood. However, little is known about which factors predict engagement with climate ...change, and which messaging strategies are most effective. A community sample of 324 residents from three regions in British Columbia read information either about a climate change impact relevant to their local area, a more global one, or, in a control condition, no message. Participants indicated the extent of their climate change engagement, the strength of their attachment to their local area, and demographic information. Three significant unique predictors of climate change engagement emerged: place attachment, receiving the local message, and gender (female). These results provide empirical support for some previously proposed barriers to climate action and suggest guidelines for effective climate change communication.
•A microchannel plate (MCP) gated x-ray framing camera with three-strip is reported.•The temporal resolution is measured by using a fiber bunch, and it is about 68 ps.•The gain uniformity of the ...cathode is measured by using a laser pulse with width of 6.5 ns, and 3.2 ns flat-top.•There is a 3.6× drop in gain along the pulse propagation direction.•The variations in the gain transverse to the pulse propagation direction are within 10%.
A microchannel plate (MCP) gated x-ray framing camera with three-strip is reported. The diameter of the MCP is 56 mm and the width of each microstrip line cathode deposited on the MCP is 8 mm. While the microstrip line cathode is driven by a gating electrical pulse with width of 200 ps and amplitude of −1.9 kV overlapped with a −200 V DC bias, the measured temporal resolution is about 68 ps. Furthermore, the gain uniformity of the microstrip line cathode is measured showing that there is a 3.6× drop in gain along the pulse propagation direction, whereas the variations in the gain transverse to the pulse propagation direction are within 10%.
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