Framing Effects on Individuals' Allocation Behavior

Sunaina Shrivastava; Gaurav Jain; Gary Gaeth; Dhananjay Nayakankuppam

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Framing Effects on Individuals' Allocation Behavior

Conference proceeding

Peer reviewed

Framing Effects on Individuals' Allocation Behavior

Sunaina Shrivastava, Gaurav Jain, Gary Gaeth and Dhananjay Nayakankuppam

Advances in Consumer Research, Vol.43, p.807

01/01/2015

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Abstract

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'.

Consumer Behavior

Allocations

Information processing

Studies

Details

Title: Subtitle: Framing Effects on Individuals' Allocation Behavior
Creators: Sunaina Shrivastava
Gaurav Jain
Gary Gaeth
Dhananjay Nayakankuppam
Resource Type: Conference proceeding
Publication Details: Advances in Consumer Research, Vol.43, p.807
Publisher: Association for Consumer Research
ISSN: 0098-9258
Language: English
Date published: 01/01/2015
Academic Unit: Marketing
Record Identifier: 9984380701902771

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