Can Emotions Capture the Elusive Gain-Loss Framing Effect? A Meta-Analysis

2019 ◽  
Vol 47 (8) ◽  
pp. 1107-1130 ◽  
Author(s):  
Robin L. Nabi ◽  
Nathan Walter ◽  
Neekaan Oshidary ◽  
Camille G. Endacott ◽  
Jessica Love-Nichols ◽  
...  
Keyword(s):  
Positive Emotions ◽  
Meta Analysis ◽  
Negative Emotions ◽  
Future Research ◽  
Message Frame ◽  
Potential Impact ◽  
Gain And Loss ◽  
Gain Loss ◽  
Loss Framing ◽  
Gain Loss Framing

Although recent streams of research have suggested that emotions play a key role in generating framing effects, little is known about the affective dimension of gain and loss framing and its potential impact on persuasion. The current study adopted a meta-analytical approach, synthesizing over 30 years of literature ( k = 25, N = 5,772), to investigate this issue. The results indicate that message frame type directs the emotional response elicited in the audience, with gain frames inducing positive emotions ( d = .31, p = .02) and loss frames inducing negative emotions ( d = .22, p = .001). In turn, the experience of positive emotions enhances the influence of gain frames ( b = .18, p = .045), whereas negative emotions augment the effects of loss frames ( b = −.70, p = .01). These findings confirm that emotional responses may offer a pathway through which gain- and loss-framed messages exert persuasive influence. The study integrates the results with the emotions-as-frames perspective and proposes several promising avenues for future research.

scholarly journals Functional connectivity with distinct neural networks tracks fluctuations in gain/loss framing susceptibility

2015 ◽  
Vol 36 (7) ◽  
pp. 2743-2755 ◽  
Author(s):  
David V. Smith ◽  
Kamila E. Sip ◽  
Mauricio R. Delgado
Keyword(s):  
Neural Networks ◽  
Functional Connectivity ◽  
Gain Loss ◽  
Loss Framing ◽  
Gain Loss Framing

scholarly journals Integrative View of Emotion and the Dedication-Constraint Model in the Case of Coffee Chain Retailers

2018 ◽  
Author(s):  
Daekil Kim ◽  
Byoungsoo Kim
Keyword(s):  
Willingness To Pay ◽  
Brand Loyalty ◽  
Positive Emotions ◽  
Negative Emotions ◽  
Emotional Responses ◽  
Future Research ◽  
Price Fairness ◽  
Integrative View ◽  
Constraint Model ◽  
Positive And Negative Emotions

: Following the phenomenal growth of and competition among coffee chain retailers, the coffee chain market has expanded substantially thanks to rising income levels, the increasing young population, and rapidly changing lifestyles. Attracting consumers’ attention and enhancing their loyalty behaviors have become very difficult for coffee chain retailers. This study seeks to understand the mechanisms through which emotions and the dedication-constraint model lead to brand loyalty and willingness to pay more to certain coffee chain retailers. Emotions and the dedication-constraint model are major factors in the research, but few studies have combined them to examine the formation of loyalty behaviors. This study synthesizes emotional responses and the dedication-constraint model to develop a theoretical model. Based on the ambivalent view of emotions, it also examines how positive and negative emotions affect the combination of brand loyalty and willingness to pay more to certain coffee chain retailers. Moreover, it identifies the antecedents of affective and calculative commitments in the context of coffee chain retailers. Our findings indicate that loyalty behaviors (dedication- and constraint-based mechanisms from brand loyalty and willingness to pay more to certain coffee chain retailers), emotional responses, and affective and calculative commitments significantly affect brand loyalty directly and indirectly through both positive and negative emotions. Furthermore, service quality, physical environment quality, and price fairness significantly affect affective commitments, while price fairness significantly affects both affective and calculative commitments. Finally, affective and calculative commitments significantly affect willingness to pay more, both directly and indirectly, through positive emotions and affect it directly through negative emotions. The results’ theoretical and managerial implications and possible future research directions are discussed.

scholarly journals Gain-loss framing enhances mnemonic discrimination in preschoolers

2018 ◽  
Author(s):  
Chi Ngo ◽  
Nora Newcombe ◽  
Ingrid R. Olson
Keyword(s):  
Age Groups ◽  
Memory Task ◽  
Older Children ◽  
Fine Grain ◽  
Age Related ◽  
Gain Loss ◽  
Loss Frame ◽  
Gain Frame ◽  
Loss Framing ◽  
Gain Loss Framing

Episodic memory relies on discriminating among similar elements of episodes. Mnemonic discrimination is relatively poor at age 4, and then improves markedly. We investigated whether motivation to encode items with fine grain resolution would change this picture of development, using an engaging computer-administered memory task in which a bird ate items that made the bird healthier (gain frame), sicker (loss frame), or led to no change (control condition). Using gain-loss framing led to enhanced mnemonic discrimination in 4- and 5-year-olds, but did not affect older children or adults. Despite this differential improvement, age-related differences persisted. An additional finding was that loss framing led to greater mnemonic discrimination than gain framing across age groups. Motivation only partially accounts for development in mnemonic discrimination.

Development and Validation of the Drama Triangle Scale: Are You a Victim, Rescuer, or Persecutor?

2020 ◽  
pp. 088626052095769
Author(s):  
Andrew Lac ◽  
Candice D. Donaldson
Keyword(s):  
Factor Analysis ◽  
Interpersonal Relationships ◽  
Attachment Styles ◽  
Positive Emotions ◽  
Negative Emotions ◽  
Measurement Instrument ◽  
Future Research ◽  
Fit Indices ◽  
Strongly Connected ◽  
Development And Validation

The drama triangle is a theoretical framework to describe and understand the roles (Victim, Rescuer, and Persecutor) that people assume and perpetuate in interpersonal relationships, especially in contexts of “drama” or conflict. The Drama Triangle scale was developed, validated, and psychometrically scrutinized across three independent samples of adults. In Study 1 ( N = 326), the initial pool of items was generated based on reviewing the literature. Exploratory factor analysis supported the three-factor structure of Victim (damsel in distress), Rescuer (hero), and Persecutor (villain) roles. In Study 2 ( N = 342), confirmatory factor analysis (CFA) produced satisfactory fit indices. In Study 3 ( N = 301), another CFA successfully cross-validated the final set of items. Furthermore, tests of convergent, discriminant, and criterion validities evaluated this scale against previously validated external measures of attachment styles, anxiety, stress, depression, positive emotions, and negative emotions. The drama triangle subscales tended to be associated with non-secure attachment styles and higher anxiety, stress, depression, and negative emotions, but results varied depending on the specific drama subscale. The Victim subscale was most strongly connected with undesirable outcomes, supporting the theoretical premise that Victims receive blame from Persecutors and help from Rescuers. This measurement instrument helps to conceptualize, measure, and understand the drama roles of Victim, Rescuer, and Persecutor that people enact in interpersonal relationships. The scale offers theoretical and applied implications for administration in future research on interpersonal conflict, aggression, violence, and other domains.

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