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Despite its significance, research on how attribute framing affects ordering decisions in dual sourcing remains insufficient. Hence, this study investigated the effects of attribute framing in a sourcing task involving certain and uncertain qualities of two suppliers and analysed the role of attention with respect to suppliers' information in framing effects.

The impacts of attribute framing on sourcing decisions were demonstrated in two online between-subject (2 × 2 factorial) experimental studies involving professional samples. Study 2 was an eye-tracking experiment.

In Study 1 (N = 251), participants presented with a “high-quality” rather than a “low-quality” frame made different sourcing decisions, opting for larger percentage of order(s) from a supplier under the “high-quality” frame. This pattern holds true for suppliers who differ in risk. This finding was replicated in Study 2 (N = 129). Attention asymmetry related to the information on supplier quality contributes to this effect. Attention directed towards information regarding the supplier's quality under a positive frame mediated the relationship between attribute framing and sourcing decisions.

Highlighting the positive attributes of a risky supplier is essential when ordering from the risky supplier is an optimal decision. It is advantageous for suppliers to highlight positive rather than negative attributes when describing the quality of their components against others.

This is the first study to examine the effect of attention on the relationship between attribute framing and dual sourcing. This presents a new behavioural perspective wherein managers' attention to information plays a vital role.

This paper applies the theory of loss aversion to public budgeting. It seeks to understand how loss aversion affects recommended budget amounts in two scenarios, one with explicit and one with implied risk levels. It also furthers the understanding of how the personality trait of risk propensity moderates recommended budget amounts in these scenarios.

Utilizing original data gathered from experimental vignettes, 339 US-based participants provided budget recommendations on two separate federal education programs. Participants were current budget professionals and master's-level students. One program utilizes a risky choice frame scenario while the other uses a goal frame scenario.

Participants are more likely to select a risky program option when the options are framed in terms of loss. Additionally, participants recommended larger budgets when they select the riskier program option. When presented with program goals, participants budget more when the goals are framed in terms of loss as opposed to gains. Results on participant risk propensity are mixed.

The discussion section includes multiple recommendations on how managers can approach budgeting with the intent of obtaining the most efficient budget allocation for the programs under their control.

The study is the first to examine framing and risk propensity in budgeting using two different types of framed messaging. Additionally, it is the only study to ask participants to recommend a budget amount after selecting a risky choice option. Therefore, results are more relevant to the entire process of public budgeting. Also, the study includes a mixture of participants with and without finance experience, providing insight into how different public employees allocate funds.

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.

The purpose of this paper is to explore how message framing is commonly used by magazine advertisers.

Following the classification suggested by Levin et al., the frequency and nature of message framing in magazine advertising is explored using a content analysis of 2,864 advertisements in a sample of popular US magazines.

Results suggest a lack of consistency between marketing practice and academic findings. Contrary to academic recommendations, advertisers used positive framing in almost all advertising messages. Further, the use of attribute framing and combined attribute and goal framing was more popular than pure goal framing

Although the findings are limited by a judgement sample of US magazines, they do suggest the need for academics to conduct more research on the effectiveness of combined attribute and goal framing techniques.

Of equal importance is the need for practitioners to explore the potentiality of negative framing in their advertising content.

Adopting the Levin et al.'s typology, this paper highlights the need for advertising researchers to engage with practitioners to try to understand current industry practice with regard to message framing. The inconsistencies revealed in this paper point to either an insufficient understanding of message framing by one or both parties or the need for better communication between the two.

This paper aims to investigate the interactive relationship between learning styles and cognitive biases as two essential factors affecting information processing in online purchases.

This research is applied in nature but extends the knowledge in the area of consumer behavior. By using the correlational research method, the present study uncovers the relationship between various sorts of decision biases and learning styles among online buyers.

According to the results, the most affected learning style among all is reflective observation. Several biases influence people with this learning style, namely, risky framing, attribute framing and aggregated/segregated framing. In the case of active experimentation, online customers can undo its effect. Therefore, online sellers should be aware of their target customers with such a learning style. In addition, online purchasers with the reflective observation learning style are more prone to aggregation and segregation of sales information.

The findings enhance the understanding of consumer buying behavior and the extent to which learning styles impact cognitive biases and framing effects in online shopping.

Consumers frequently have to choose between products that differ in price and quality. This study aims to hypothesize that involvement would moderate the effect of message framing on consumers' perceived monetary gain when considering cheaper products, as well as on product choice.

A total of 238 participants were randomly assigned to either a positively or a negatively framed message, and either a high or low involvement condition.

The study finds that presented with a negative relative to positive frame, highly involved participants perceived a higher monetary gain when purchasing the cheaper product; no corresponding differences were found for low‐involved participants. Message framing did not affect either highly or low‐involved participants' product choice.

Explanations for the results are offered and future research is suggested in order to determine whether the effect of message framing on the perceived monetary gain of highly involved consumers choosing cheaper products does affect their product choice.

If future research confirms this hypothesis, both retailers and highly involved consumers should consider the possible effect of message framing on the perceived monetary gain and on the choice between products that differ in price and quality.

This study is the first demonstration of the moderating effect of involvement on the effect of message framing on consumers' perceived monetary gain when choosing between products that differ in price and quality.

Phishing attacks are the most common cyber threats targeted at users. Digital nudging in the form of framing and priming may reduce user susceptibility to phishing. This research focuses on two types of digital nudging, framing and priming, and examines the impact of framing and priming on users' behavior (i.e. action) in a cybersecurity setting. It draws on prospect theory, instance-based learning theory and dual-process theory to generate the research hypotheses.

A 3 × 2 experimental study was carried out to test the hypotheses. The experiment consisted of three levels for framing (i.e. no framing, negative framing and positive framing) and two levels for priming (i.e. with and without priming).

The findings suggest that priming users to information security risks reduces their risk-taking behavior, whereas positive and negative framing of information security messages regarding potential consequences of the available choices do not change users' behavior. The results also indicate that risk-averse cybersecurity behavior is associated with greater confidence with the action, greater perceived severity of cybersecurity risks, lower perceived susceptibility to cybersecurity risks resulting from the action and lower trust in the download link.

This research shows that digital nudging in the form of priming is an effective way to reduce users' exposure to cybersecurity risks.

Strategists have always known that how you say something is as important as what you say. We are beginning to understand why. The article discusses the concept of message “framing” and how this affects peoples' attitude towards risk. It argues that this can easily form part of the strategist's communication toolkit.

The study of framing effects is a very active research. Interest ranges from the fundamental psychological underpinning for the effect, impact on small group decision making (the effects need not be eliminated and may in fact be enhanced), human resource strategy, ethical decision‐making and the interaction of framing with broader organizational and environmental factors.

Framing effects on risk decision‐making has been robustly demonstrated in a wide variety of decision settings. Expert decision makers are as prone to framing effects as are naïve decision makers. They are consistent enough to be adopted as a reliable tool in the strategists' communication toolbox.

The strategist is likely to understand message emphasis and may be aware of general message packaging; he or she is less likely to be aware of message framing, its impact and potential value as a part of the strategic communication toolkit. Attitude towards – acceptance of or rejection of – risk is of course critical to the effective implementation of strategic programs.

This article concerns itself with one aspect of strategic communication that has received extensive attention from organizational and cognitive psychology: the issue of decision task framing.

The purpose of this paper is to show whether positive or negative framing of preparation messages leads to higher intentions to prepare for earthquakes, and whether the more important component of the message is the framing of the preparation action or the framing of the outcome of not preparing.

Four message conditions were created by crossing the framing of preparation actions (taking or not taking action) and the framing of outcomes (experiencing harm and avoiding harm in an earthquake). They were presented to citizens (n=240) in Wellington, New Zealand, who judged the general importance of preparation and specific preparation steps.

The study finds that intentions to undertake both general and specific preparation were higher with negatively framed outcomes than positive outcomes. With specific actions, negative outcomes led to higher intentions to prepare when the action frame was positive (i.e. being well prepared).

This research shows that negative framing should apply to outcome preparation and not to the action of preparing

These findings clarify that negative framing of outcomes is likely to increase preventive actions in relation to natural hazards.

This is the first study to show the affects of message framing on preparing for disasters.

The purpose of this paper is to explore the relationship between consumer risk perceptions and behaviour when information about food risks is framed in a positive or negative way.

Using food consumption scenarios in an on-line experiment consumers perceived risk and risk tolerance is examined when messages are framed in three different news-type stories.

As anticipated, message framing emerged as a significant predictor of perceived risk and the higher an individual’s self-reported tolerance of risk, the more risk they were willing to accept.

The use of hypothetical scenarios and relatively small convenience sample size could be improved by further research.

Through simple adjustments to wording, food crises of confidence may be reduced and the implications for communication management strategies are discussed.

Originality stems from being one of the first papers to use Framing and Prospect Theory in a food crisis situation, in which both risk and framing are operationalised in different ways and the risk was not specified by the researcher. Also, unlike previous research identical numerical facts were framed in a positive, negative or neutral light by changing the wording.