An exploratory study of cognitive effort involved in decision under Framing-an application of the eye-tracking technology

Decision Support Systems

Volumn 48, Issue 1, 2009, Pages 81-91

  Kuo, Feng Yang ^a   Hsu, Chiung Wen ^b   Day, Rong Fuh ^c  

^a National Sun Yat sen University   (Taiwan)

^b CHENG SHIU UNIVERSITY   (Taiwan)

^c NATIONAL CHI NAN UNIVERSITY   (Taiwan)

Author keywords

Cognitive effort; Decision making; Eye tracking; Framing effect; Prospect theory

Indexed keywords

COGNITIVE EFFORT; EXPERIMENTAL PROBLEMS; EXPLORATORY STUDIES; EYE TRACKING; FRAMING EFFECT; FRAMING EFFECTS; INFORMATION PRESENTATION; PROSPECT THEORY;

DECISION THEORY; EYE MOVEMENTS;

DECISION MAKING;

EID: 70350574006     PISSN: 01679236     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.dss.2009.06.011     Document Type: Article

References (71)

1. Benbasat I., Dexter A.S., and Todd P. An experimental program investigating color-enhanced and graphical information presentation: an integration of the findings. Communications of the ACM 29 11 (1986) 1094-1105
2. Block L.G., and Keller P.A. When to accentuate the negative: the effects of perceived efficacy and message framing on intentions to perform a health-related behavior. Journal of Marketing Research 32 (1995) 192-203
3. Bodenhausen G.V., Kramer G.P., and Süsser K. Happiness and stereotypical thinking in social judgment. Journal of Personality and Social Psychology 66 4 (1994) 621-632
4. Bottom W.P., and Studt A. Framing effects and the distributive aspect of integrative bargaining. Organizational Behavior and Human Decision Processes 56 (1993) 459-474
5. Carpenter P.A., and Just M.A. Eye fixations and cognitive processes. Cognitive Psychology 8 (1976) 441-480
6. Csikszentmihalyi M., and LeFevre J. Optimal experience in work and leisure. Journal of Personality and Social Psychology 56 5 (1989) 815-822
7. Csikszentmihalyi M. Flow: The Psychology of Optimal Experience (1990), Harper & Row, New York
8. De Martino B., Kumaran D., Seymour B., and Dolan R.J. Frames, biases, and rational decision-making in the human brain. Science 313 5787 (2006) 684-687
9. Delgado M.R., Schotter A., Ozbay E.Y., and Phelps E.A. Understanding overbidding: using the neural circuitry of reward to design economic auctions. Science 321 5897 (2008) 1849-1852
10. Drolet A., and Luce M.F. The rationalizing effects of cognitive load on emotion-based trade-off avoidance. Journal of Consumer Research 31 1 (2004) 63-77
11. Elsbach K.D., and Barr P.S. The effects of mood on individuals' use of structured decision protocols. Organization Science 10 (1999) 181-198
12. Fagley N.S., and Miller P.M. The effects of decision framing on choice of risky vs. certain options. Organizational Behavior and Human Decision Processes 39 2 (1987) 264-277
13. Fagley N.S., and Miller P.M. Framing effects and arenas of choice: your money or your life?. Organizational Behavior and Human Decision Processes 71 3 (1997) 355-373
14. Fischhoff B. Predicting frames. Journal of Experimental Psychology 9 (1983) 103-116
15. Fiske S.T., and Neuberg S.L. A continuum of impression formation, from category-based to individuating processes: influences of information and motivation on attention and interpretation. In: Zanna M.P. (Ed). Advances in Experimental Social Psychology Vol. 23 (1990), Academic Press, New York 1-74
16. George J.F., Duffy K., and Ahuja M. Countering the anchoring and adjustment bias with decision support systems. Decision Support Systems 29 2 (2000) 195-206
17. Gonzalez C., Dana J., Koshino H., and Just M. The framing effect and risky decisions: examining cognitive functions with fMRI. Journal of Economic Psychology 26 1 (2005) 1-20
18. Henderson J.M. Human gaze control during real-world scene perception. Trends in Cognitive Sciences 7 11 (2003) 498-504
19. Holsapple C.W., and Whinston A.B. Decision Support Systems: A Knowledge-based Approach (1996), West Publishing Company, Minneapolis/St. Paul
20. Igou E.R., and Bless H. On undesirable consequences of thinking: framing effects as a function of substantive processing. Journal of Behavioral Decision Making 20 2 (2007) 125-142
21. Isen A.M., and Reeve J. The influence of positive affect on intrinsic and extrinsic motivation: facilitating enjoyment of play, responsible work behavior, and self-control. Motivation and Emotion 29 4 (2005) 295-323
22. Janiszewski C., Silk T., and Cooke A.D.J. Different scales for different frames: the role of subjective scales and experience in explaining attribute-framing effects. Journal of Consumer Research 30 3 (2003) 311-325
23. Johnson E.J., and Payne J.W. Effort and accuracy in choice. Management Science 31 44 (1984) 395-414
24. Jones D.R., Wheeler P., Appan R., and Saleem N. Understanding and attenuating decision bias in the use of model advice and other relevant information. Decision Support Systems 42 3 (2006) 1917-1930
25. Kahneman D. Attention and Effort (1973), Prentice-Hall, New Jersey
26. Kahneman D. A perspective on judgment and choice: mapping bounded rationality. American Psychologist 58 9 (2003) 697-720
27. Kahneman D., and Tversky A. Prospect theory: an analysis of decision making under risk. Econometrica 47 2 (1979) 263-291
28. Krishnamurthy P., Carter P., and Blair E. Attribute framing and goal framing effects in health decisions. Organizational Behavior and Human Decision Processes 85 2 (2001) 382-399
29. Kuhberger A. The framing of decisions: a new look at old problems. Organizational Behavior and Human Decision Processes 62 2 (1995) 230-240
30. Kuhberger A. The influence of framing on risky decisions: a meta-analysis. Organizational Behavior and Human Decision Processes 75 1 (1998) 23-55
31. Kuvaas B., and Selart M. Effects of attribute framing on cognitive processing and evaluation. Organizational Behavior and Human Decision Processes 95 2 (2004) 198-207
32. LeBoeuf R.A., and Shafir E. Deep thoughts and shallow frames: on the susceptibility to framing effects. Journal of Behavioral Decision Making 16 2 (2003) 77-92
33. LeDoux J. The emotional brain: The mysterious underpinnings of emotional life (1998), Simon & Schuster, New York
34. Levin I.P., and Gaeth G.J. How consumers are affected by the framing of attribute information before and after consuming the product. Journal of Consumer Research 15 3 (1988) 374-378
35. Levin I.P., and Chapman D.P. Risk taking, frame of reference, and characterization of victim groups in AIDS treatment decisions. Journal of Experimental Social Psychology 26 5 (1990) 421-434
36. Levinthal D.A., and March J.G. The myopia of learning. Strategic Management Journal 14 (1993) 95-112
37. Lewicka M., Czapinski J., and Peeters G. Positive-negative asymmetry or when the heart needs a reason. European Journal of Social Psychology 22 5 (1992) 425-434
38. Louis M.R., and Sutton R.I. Switching cognitive gears: from habits of mind to active thinking. Human Relations 44 1 (1991) 55-76
39. Luce M.F., Bettman J.R., and Payne J.W. Choice processing in emotionally difficult decisions. Journal of Experimental Psychology. Learning, Memory, and Cognition 23 2 (1997) 384-405
40. Luce M.F., Payne J.W., and Bettman J.R. Emotional trade-off difficulty and choice. Journal of Marketing Research 36 2 (1999) 143-159
41. Mackie D.M., and Worth L.T. Processing deficits and the mediation of positive affect in persuasion. Journal of personality and social psychology 57 1 (1989) 27-40
42. Maheswaran D., and Meyers-Levy J. The influence of message framing and issue involvement. Journal of Marketing Research 27 3 (1990) 361-367
43. Maule A.J. Positive and negative decision frames: a verbal protocol analysis of the Asian disease problem of Tversky and Kahneman. In: Montgomery H., and Svenson O. (Eds). Process and Structure in Human Decision Making (1989), Wiley, Chichester
44. Meyerowitz B.E., and Chaiken S. The effect of message framing on breast self-examination attitudes, intentions, and behavior. Journal of Personality and Social Psychology 52 3 (1987) 500-510
45. Navon D., and Gopher D. On the economy of the human-processing system. Psychological Review 86 3 (1979) 214-255
46. Neale M.A., and Bazerman M.H. The effects of framing and negotiator overconfidence on bargaining behaviors and outcomes. Academy of Management Journal 28 1 (1985) 34-49
47. Payne J.W., Johnson E.J., Bettman J.R., and Coupey E. Understanding contingent choice: a computer simulation approach, systems, man and cybernetics, IEEE transactions on systems. Man and Cybernetics 20 2 (1990) 296-309
48. Payne J.W., Bettman J.R., and Johnson E.J. The Adaptive Decision Maker (1993), Cambridge University Press, New York
49. Peeters G., and Czapinski J. Positive-negative asymmetry in evaluations: The distinction between affective and informational negativity effects. European Review of Social Psychology 1 1 (1990) 33-60
50. Pieters R., and Warlop L. Visual attention during brand choice: the impact of time pressure and task motivation. International Journal of Research in Marketing 16 1 (1999) 1-16
51. Pinon A., and Garling T. Effects of mood on adoption of loss frame in risky choice. Goteborg Psychological Reports 34 5 (2004) 1-11
52. Rayner K. Eye movements in reading and information processing: 20 years of research. Psychological Bulletin 124 (1998) 372-422
53. Richardson D.C., and Dale R. Looking to understand: the coupling between speakers' and listeners' eye movements and Its relationship to discourse comprehension. Cognitive Science 29 6 (2005) 1045-1060
54. Rothman A.J., Salovey P., Antone C., Keough K., and Drake Martin C. The influence of message framing on intentions to perform health behaviors. Journal of Experimental Social Psychology 29 5 (1993) 408-433
55. Russo J.E., and Leclerc F. An eye-fixation analysis of choice processes for consumer nondurables. Journal of Consumer Research 21 2 (1994) 274-290
56. Schwarz N., Bless H., and Bohner G. Mood and persuasion: affective states influence the processing of persuasive communications. Advances in Experimental Social Psychology 24 (1991) 161-199
57. Schwarz N. Feelings as information: moods influence judgments and processing strategies. Heuristics and Biases: The Psychology of Intuitive Judgment (2002) 534-547
58. Simon H.A. The Sciences of the Artificial (1996), MIT Press, Cambridge, MA
59. Smith S.M., and Levin I.P. Need for cognition and choice framing effects. Journal of Behavioral Decision Making 9 4 (1996) 283-290
60. Sprague R.H., and Carlson E.D. Building effective decision support systems (1982), Prentice Hall Professional Technical Reference, New York
61. Stanovich K.E., and West R.F. Individual differences in framing and conjunction effects. Thinking and Reasoning 4 4 (1998) 289-317
62. Starbuck W.H., and Milliken F.J. Executives' perceptual filters: what they notice and how they make sense. In: Hambrick D.C. (Ed). The Executive Effect: Concepts and Methods for Studying Top Managers (1988), JAI Press, London
63. Svenson O. Eliciting and analysing verbal protocols in process studies of judgement and decision making. In: Montgomery H., and Svenson O. (Eds). Process and Structure in Human Decision Making (1989), Wiley, Chichester
64. Trepel C., Fox C.R., and Poldrack R.A. Prospect theory on the brain? Toward a cognitive neuroscience of decision under risk. Cognitive Brain Research 23 1 (2005) 34-50
65. Tversky A., and Kahneman D. The framing of decisions and the psychology of choice. Science 211 4481 (1981) 453-458
66. Vessey I. Cognitive fit: a theory-based analysis of the graphs versus tables literature. Decision Sciences 22 2 (1991) 219-240
67. Wang X.T. Framing effects: dynamics and task domains. Organizational Behavior and Human Decision Processes 68 2 (1996) 145-157
68. Wang X.T. Domain-specific rationality in human choices: violations of utility axioms and social contexts. Cognition 60 1 (1996) 31-63
69. Wang X.T., Simons F., and Bredart S. Social cues and verbal framing in risky choice. Journal of Behavioral Decision Making 14 1 (2001) 1-15
70. Wilson D.K., Kaplan R.M., and Schneiderman L.J. Framing of decisions and selections of alternatives in health care. Social Behavior 2 (1987) 51-59
71. Zhang Y., and Buda R. Moderating effects of need for cognition on responses to positively versus negatively framed advertising messages. Journal of Advertising 28 2 (1999) 1-2