Explaining Risk Attitude in Framing Tasks by Regulatory Focus: A Verbal Protocol Analysis and a Simulation Using Fuzzy Logic
Published Online:26 Oct 2012https://doi.org/10.1287/deca.1120.0254
References
- . Neuro-Fuzzy-Methoden (1998) (Springer, Berlin) Crossref, Google Scholar
- . A cognitive-emotional account of the shape of the probability weighting function. J. Behav. Decision Making (2002) 15(2):79–100Crossref, Google Scholar
- . Regulatory focus and strategic inclinations: Promotion and prevention in decision making. Organ. Behav. Human Decision Processes (1997) 69(2):117–132Crossref, Google Scholar
- . An assessment of chronic regulatory focus measures. J. Marketing Res. (2010) 47(5):967–982Crossref, Google Scholar
- . Beyond pleasure and pain. Amer. Psychologist (1997) 52(12):1280–1300Crossref, Google Scholar
- . Promotion and prevention: Regulatory focus as a motivational principle. Zanna MP, ed. Advances in Experimental Social Psychology (1998) 30(Elsevier, New York) 1–46Crossref, Google Scholar
- . Making a good decision: Value from fit. Amer. Psychologist (2000) 55(11):1217–1230Crossref, Google Scholar
- , Moscowitz GB, Grant H. Regulatory fit in the goal pursuit process. The Psychology of Goals (2009) (Guilford Press, New York) 505–533Google Scholar
- . Achievement orientations from subjective history of success: Promotion pride versus prevention pride. Eur. J. Soc. Psych. (2001) 31(1):3–23Crossref, Google Scholar
- . Problem domain and prospect frame: Choice under opportunity versus threat. Personality Soc. Psych. Bull. (1996) 22(2):124–132Crossref, Google Scholar
- . Perspectives, perceptions, and risk-taking behavior. Organ. Behav. Human Decision Processes (1996) 65(2):159–167Crossref, Google Scholar
- . The human side of error management: The role of individuals' motivations and decisions in complex environments. (2009) . Working paper, School of Public Health, Columbia University, New YorkGoogle Scholar
- . Fuzzy-Logic und Fuzzy-Control (1993) (Vieweg, Braunschweig, Germany) Crossref, Google Scholar
- . Prospect-theory: An analysis of decision under risk. Econometrica (1979) 47(2):263–291Crossref, Google Scholar
- . Needs, self-regulation, and risk preference. 15th Annual Convention Soc. Indust. Organ. Psych. (2000) New OrleansGoogle Scholar
- . The effect of regulatory focus on the shape of probability-weighting function: Evidence from a cross-modality matching method. Organ. Behav. Human Decision Processes (2004) 95(1):20–39Crossref, Google Scholar
- . The influence of framing on risky decisions: A meta-analysis. Organ. Behav. Human Decision Processes (1998) 75(1):23–55Crossref, Google Scholar
- . Framing effects in theory and in practice. Optimization and Operations Research, in Encyclopedia of Life Support Systems (EOLSS) (2002) (EOLSS Publishers, Oxford, UK) . http://www.eolss.netGoogle Scholar
- . Choice, rating, and ranking: Framing effects with different response modes. J. Behav. Decision Making (2012) . ForthcomingGoogle Scholar
- . Decision making with mission information: A verbal protocol study. Eur. J. Cognitive Psych. (1998) 10(3):269–290Crossref, Google Scholar
- . Risky choice framing: Task versions and a comparison of prospect theory and fuzzy-trace theory. J. Behav. Decision Making (2010) 23(3):314–329Crossref, Google Scholar
- . Bringing the frame into focus: The influence of regulatory fit on processing fluency and persuasion. J. Personality Soc. Psych. (2004) 86(2):205–218Crossref, Google Scholar
- . All frames are not created equal: A typology and critical analysis of framing effects. Organ. Behav. Human Decision Processes (1998) 76(2):149–188Crossref, Google Scholar
- . Primed interference: The cognitive and behavioral costs of incongruity between chronic and primed motivational orientations. J. Personality Soc. Psych. (2012) 102(5):889–909Crossref, Google Scholar
- . Impact of regulatory focus on ambiguity aversion. J. Behav. Decision Making (2011) 24(4):412–430Crossref, Google Scholar
- . Motivation by positive and negative role models: Regulatory focus determines who will best inspire us. J. Personality Soc. Psych. (2002) 83(4):854–864Crossref, Google Scholar
- . Between hope and fear: The psychology of risk. Adv. Experiment. Soc. Psych. (1987) 20:255–295Crossref, Google Scholar
- . Risk-taking, framing effects, and affect. Organ. Behav. Human Decision Processes (1994) 57(1):38–58Crossref, Google Scholar
- . The interaction of payoff structure and regulatory focus in classification. Psych. Sci. (2005) 16(11):852–855Crossref, Google Scholar
- , Svenson O, Montgomery H. Positive and negative decision frames: A verbal protocol analyses of the Asian disease problem of Tversky and Kahneman. Process Tracing Approaches to Decision Making (1989) (Wiley, Chichester, UK) 163–180Google Scholar
- . Leaders, riverboat gamblers, or purposeful unintended consequences in the management of complex, dangerous technologies. Acad. Management J. (1988) 31(4):924–947Crossref, Google Scholar
- . Fuzzy-trace theory and framing-effects in choice: Gist extraction, truncation and conversion. J. Behav. Decision Making (1991) 4(4):249–262Crossref, Google Scholar
- . Dual processes in decision making and developmental neuroscience: A fuzzy-trace model. Developmental Rev. (2011) 31(2–3):180–206Google Scholar
- , Schneider SL, Shanteau J. Memory, development, and rationality: An integrative theory of judgment and decision making. Emerging Perspectives on Judgment and Decision Research (2003) (Cambridge University Press, New York) 201–245Crossref, Google Scholar
- . Neurobiological and memory models of risky decision making in adolescents versus young adults. J. Experiment. Psych.: Learn., Memory, Cognition (2011) 37(5):1125–1142Crossref, Google Scholar
- . Entscheidungstheorie: Klassische Konzepte und Fuzzy-Erweiterungen (2002) (Springer, Berlin) Crossref, Google Scholar
- . Shaping perceptions to motivate healthy behavior: The role of message framing. Psych. Bull. (1997) 121(1):3–19Crossref, Google Scholar
- . When risk seeking becomes a motivational necessity. J. Personality Soc. Psych. (2010) 99(2):215–231Crossref, Google Scholar
- . Performance incentives and means: How regulatory focus influences goal attainment. J. Personality Soc. Psych. (1998) 74(2):285–293Crossref, Google Scholar
- . Reconceptualizing the determinants of risk behavior. Acad. Management Rev. (1992) 17(1):9–38Crossref, Google Scholar
- . Self-report measures of individual differences in regulatory focus: A cautionary note. J. Res. Personality (2008) 42(1):247–254Crossref, Google Scholar
- . The framing of decisions and the psychology of choice. Science (1981) 211(4481):453–458Crossref, Google Scholar
- . Feedback sign effect on motivation: Is it moderated by regulatory focus? Appl. Psych.: Internat. Rev. (2004) 53(1):113–135Crossref, Google Scholar
- . Framing-effects: Dynamics and task domains. Organ. Behav. Human Decision Processes (1996) 68(2):145–157Crossref, Google Scholar
- . Risk as reproductive variance. Evolution Human Behav. (2002) 23(1):35–57Crossref, Google Scholar
- . Self-framing of risky choice. J. Behav. Decision Making (2004) 17(1):1–16Crossref, Google Scholar
- . Entscheiden unter unsicherheit: Untersuchungen zum framing-effekt. (2006) . Unpublished dissertation, University of Salzburg, Salzburg, AustriaGoogle Scholar
- . Fuzzy sets. Inform. Control (1965) 8(3):338–353Crossref, Google Scholar
- . The impact of regulatory focus on adolescents' response to antismoking advertising campaigns. J. Marketing Res. (2007) 44(4):671–687Crossref, Google Scholar
- . Promotion and prevention across mental accounts: When financial products dictate consumers' investment goals. J. Consumer Res. (2004) 31(1):125–135Crossref, Google Scholar

