‘Numerical trap’. A new look at outcome representation in studies on choice behaviour

European Journal of Social Psychology - Tập 18 Số 2 - Trang 143-159 - 1988
Janusz Grzelak1, Matthijs Poppe2, Zbigniew Czwartosz1, Andrzej Nowak1
1University of Warsaw, Poland
2Tilburg University, the Netherlands

Tóm tắt

AbstractIn almost all experimental studies on choice behaviour the consequences of choices are limited to denumerable goods (usually money) and represented in a numerical way. It is argued that a different way of representing consequences would cause differences in social orientations. In an exploratory study (1) the kind of consequences (money, satisfaction with money and satisfaction with the situation) and (2) the way of representing consequences (numbers, rectangles, and faces) were varied. No differences were found between the three kinds of consequences represented by rectangles. Representation of money by numbers did not differ from representation of money by rectangles. However, subjects in the condition in which satisfaction with money was represented by faces were more cooperative and altruistic and less equality‐oriented than subjects in the corresponding condition in which satisfaction with money was represented by rectangles. Additional correlational analyses showed differences between ways of representing consequences. It was concluded that both for theory and for future research it is important to consider how consequences are represented.

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Thông tin
Thông tin xuất bản

European Journal of Social Psychology

Tập 18 Số 2

143-159

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