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Cognitive Style and Frame Susceptibility in Decision-Making

The susceptibility of decision-makers’ choices to variations in option framing has been attributed to individual differences in cognitive style. According to this view, individuals who are prone to a more deliberate, or less intuitive, thinking style are less susceptible to framing manipulations. Re...

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Autores principales: Mandel, David R., Kapler, Irina V.
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Frontiers Media S.A. 2018
Materias:
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC6095985/
https://www.ncbi.nlm.nih.gov/pubmed/30147670
http://dx.doi.org/10.3389/fpsyg.2018.01461
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author Mandel, David R.
Kapler, Irina V.
author_facet Mandel, David R.
Kapler, Irina V.
author_sort Mandel, David R.
collection PubMed
description The susceptibility of decision-makers’ choices to variations in option framing has been attributed to individual differences in cognitive style. According to this view, individuals who are prone to a more deliberate, or less intuitive, thinking style are less susceptible to framing manipulations. Research findings on the topic, however, have tended to yield small effects, with several studies also being limited in inferential value by methodological drawbacks. We report two experiments that examined the value of several cognitive-style variables, including measures of cognitive reflection, subjective numeracy, actively open-minded thinking, need for cognition, and hemispheric dominance, in predicting participants’ frame-consistent choices. Our experiments used an isomorph of the Asian Disease Problem and we manipulated frames between participants. We controlled for participants’ sex and age, and we manipulated the order in which choice options were presented to participants. In Experiment 1 (N = 190) using an undergraduate sample and in Experiment 2 (N = 316) using a sample of Amazon Mechanical Turk workers, we found no significant effect of any of the cognitive-style measures taken on predicting frame-consistent choice, regardless of whether we analyzed participants’ binary choices or their choices weighted by the extent to which participants preferred their chosen option over the non-chosen option. The sole factor that significantly predicted frame-consistent choice was framing: in both experiments, participants were more likely to make frame-consistent choices when the frame was positive than when it was negative, consistent with the tendency toward risk aversion in the task. The present findings do not support the view that individual differences in people’s susceptibility to framing manipulations can be substantially accounted for by individual differences in cognitive style.
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spelling pubmed-60959852018-08-24 Cognitive Style and Frame Susceptibility in Decision-Making Mandel, David R. Kapler, Irina V. Front Psychol Psychology The susceptibility of decision-makers’ choices to variations in option framing has been attributed to individual differences in cognitive style. According to this view, individuals who are prone to a more deliberate, or less intuitive, thinking style are less susceptible to framing manipulations. Research findings on the topic, however, have tended to yield small effects, with several studies also being limited in inferential value by methodological drawbacks. We report two experiments that examined the value of several cognitive-style variables, including measures of cognitive reflection, subjective numeracy, actively open-minded thinking, need for cognition, and hemispheric dominance, in predicting participants’ frame-consistent choices. Our experiments used an isomorph of the Asian Disease Problem and we manipulated frames between participants. We controlled for participants’ sex and age, and we manipulated the order in which choice options were presented to participants. In Experiment 1 (N = 190) using an undergraduate sample and in Experiment 2 (N = 316) using a sample of Amazon Mechanical Turk workers, we found no significant effect of any of the cognitive-style measures taken on predicting frame-consistent choice, regardless of whether we analyzed participants’ binary choices or their choices weighted by the extent to which participants preferred their chosen option over the non-chosen option. The sole factor that significantly predicted frame-consistent choice was framing: in both experiments, participants were more likely to make frame-consistent choices when the frame was positive than when it was negative, consistent with the tendency toward risk aversion in the task. The present findings do not support the view that individual differences in people’s susceptibility to framing manipulations can be substantially accounted for by individual differences in cognitive style. Frontiers Media S.A. 2018-08-10 /pmc/articles/PMC6095985/ /pubmed/30147670 http://dx.doi.org/10.3389/fpsyg.2018.01461 Text en Copyright © 2018 Her Majesty the Queen in Right of Canada, as represented by Defence Research and Development Canada. http://creativecommons.org/licenses/by/4.0/ This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution or reproduction in other forums is permitted, provided the original author(s) and the copyright owner(s) are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms.
spellingShingle Psychology
Mandel, David R.
Kapler, Irina V.
Cognitive Style and Frame Susceptibility in Decision-Making
title Cognitive Style and Frame Susceptibility in Decision-Making
title_full Cognitive Style and Frame Susceptibility in Decision-Making
title_fullStr Cognitive Style and Frame Susceptibility in Decision-Making
title_full_unstemmed Cognitive Style and Frame Susceptibility in Decision-Making
title_short Cognitive Style and Frame Susceptibility in Decision-Making
title_sort cognitive style and frame susceptibility in decision-making
topic Psychology
url https://www.ncbi.nlm.nih.gov/pmc/articles/PMC6095985/
https://www.ncbi.nlm.nih.gov/pubmed/30147670
http://dx.doi.org/10.3389/fpsyg.2018.01461
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