A theory of adaptive reference points in decision-making and negotiation

Careful examination of the evidence relating to decision framing revealed a regularity not previously noted. A theory of outcome framing consistent with this finding is developed. An implication of the theory is that the formulation effect will be eroded under the types of experience available in competitive bargaining or in the marketplace. Two experiments were conducted to test hypotheses derived from the theory. Experiment 1 examined risky choice. Experiment 2 examined similar questions in the more complex context of two person bargaining. The results are very consistent. Decision makers or bargainers who are given a negative formulation have higher aspirations than those given a positive formulation. Subsequent experience leads to adaptation of aspirations and the partial erosion of the formulation effect. However adaptation is asymmetric. Lower aspirations rise readily with experience but higher aspirations do not decline with experience. The implications of these findings for the choice and bargaining literatures are discussed.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Psychology

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2011

Author dc:creator

• Bottom, William Paul

Contributors dc:contributor

• Weber, Elke

• Economics, General
• Education, Educational Psychology
• Psychology, Industrial

Statement dc:rights

• Copyright 1989 Bottom, William Paul

Language dc:language

eng

Identifier

AAI8924775
(UMI)AAI8924775

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/21975