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How positive and negative frames influence the decisions of persons in the United States and Australia

Irwin P. Levin (Department of Psychology, The University of Iowa, Iowa City)
Gary J. Gaeth (University of Iowa)
Felicitas Evangelista (University of Western Sydney)
Gerald Albaum (University of New Mexico)
Judy Schreiber (University of Iowa)

Asia Pacific Journal of Marketing and Logistics

ISSN: 1355-5855

Article publication date: 1 June 2001

Abstract

Cites the existence of information framing effects as an interesting phenomenon in the area of human judgements and decision‐making. Uses three distinct types of framing effect and the hypothesis identified by Leven et al (1998). Studies the reliability of these effects across samples of subjects in the USA and Australia. Shows that, for two of the three types, attribute framing and risky choice framing, the effects were strong and almost identical in the two samples. Highlights a significant effect for the US sample, but not the Australian sample, for the third type, goal framing. Discusses results in terms of the reliability of the effects and their potential for revealing cross‐cultural differences in values.

Keywords

Citation

Levin, I.P., Gaeth, G.J., Evangelista, F., Albaum, G. and Schreiber, J. (2001), "How positive and negative frames influence the decisions of persons in the United States and Australia", Asia Pacific Journal of Marketing and Logistics, Vol. 13 No. 2, pp. 64-71. https://doi.org/10.1108/13555850110764766

Publisher

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MCB UP Ltd

Copyright © 2001, MCB UP Limited