Rhetoric matters: A social norms explanation for the anomaly of framing

Daphne Chang, Roy Chen and Erin Krupka

Discussion Papers, Research Unit: Market Behavior from WZB Berlin Social Science Center

Abstract: Ample evidence shows that certain words or ways of phrasing things can cause us to change our preferences. We demonstrate one mechanism for why this happens - "framing" evokes norms which then influence choice. We use a laboratory study to test the impact of describing a series of dictator games with either politically charged tax- or neutrallyframed language. Subjects' political identities interact with these frames, causing changes in both norms and choices. Framing makes Democrats prefer equalized outcomes, and Republicans reluctant to redistribute payments even when it leaves them disadvantaged.

Keywords: framing; norms; social identity; altruism (search for similar items in EconPapers)
JEL-codes: C93 D83 (search for similar items in EconPapers)
Date: 2018
New Economics Papers: this item is included in nep-evo, nep-pol and nep-soc
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:zbw:wzbmbh:spii2018204

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