Effects of gain and loss decision frames on risky purchase negotiations.
Effects of gain and loss decision frames on risky purchase negotiations.
复制标题
收益和损失决策框架对有风险的购买谈判的影响。
DOI：
10.1037/0021-9010.72.3.351
复制
发表时间：
1987
影响因子：
9.9
通讯作者：
P. Schurr
中科院分区：
文献类型：
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作者：
P. Schurr
Tversky和Kahneman（1981）和其他人提出，对风险选择的偏好受到积极和消极决策框架的影响。然而，这种影响还有待研究，其中群体谈判协议从一个连续的风险的替代品。实验1中的26组工商管理硕士（MBA）学生和实验2中的12组专业买家被分配到两个条件之一的讨价还价任务。条件1的团队，与回报表显示获得净利润的机会，被诱导认为潜在的收益（一个积极的框架）。条件2的团队，有可能产生费用，被诱导考虑潜在的减少损失（一个消极的框架）。两种情况下的潜在利润保持不变。假设认为“利益攸关”的谈判团队比认为“减少损失攸关”的对手团队达成的谈判协议风险更小。这一假设得到了支持。结果进一步支持和扩展的因果关系，积极和消极的决策框架和判断的结果。
Tversky and Kahneman (1981) and others have proposed that preference for risky alternatives is influenced by positive and negative decision frames. However, such effects have yet to be examined wherein groups negotiate agreements from a continuum of risky alternatives. A total of 26 teams of Master of Business Administration (MBA) students in Experiment 1, and 12 teams of professional buyers in Experiment 2, were assigned to one of two conditions in a bargaining task. Condition 1 teams, presented with payoff tables showing chances of obtaining net profits, were induced to think of potential gains (a positive frame). Condition 2 teams, presented with chances of incurring expenses, were induced to think of potential reduced losses (a negative frame). The potential profit in both conditions was held constant. Bargaining teams thinking “a gain is at stake” were hypothesized to make less risky bargaining agreements than opposing teams thinking “a loss-reduction is at stake.” This hypothesis was supported. Results further support and extend findings on the causal relation between positive and negative decision frames and judgment.