Pseudo-Set Framing

Kate Barasz

doi:10.1037/xge0000337

Pseudo-Set Framing

2017-10-01

23

PRE

AI

DOI：10.1037/xge0000337

Original

Original request for help

Save

Abstract

En 中文

Pseudo-set framing-arbitrarily grouping items or tasks together as part of an apparent set-motivates people to reach perceived completion points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study 4), and purchase decisions (Study 5). These effects persist in the absence of any reward, when a cost must be incurred, and after participants are explicitly informed of the arbitrariness of the set. Drawing on Gestalt psychology, we develop a conceptual account that predicts what will-and will not-act as a pseudo-set, and defines the psychological process through which these pseudo-sets affect behavior: over and above typical reference points, pseudo-set framing alters perceptions of (in) completeness, making intermediate progress seem less complete. In turn, these feelings of incompleteness motivate people to persist until the pseudo-set has been fulfilled.

Keywords:

framing effects

Gestalt psychology

judgment

decision making

perception

Pseudo-Set Framing

Abstract

Journal

Organization