C.K.W. de Dreu
- Effects of gain-loss frames on satisfaction with self-other outcome-differences
- European Journal of Social Psychology
- Pages (from-to)
- Number of pages
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
Examined satisfaction with outcome-differences as a function of the individual's gain or loss frame, other's gain or loss frame, the cooperative or noncooperative nature of the relationship, and their interactions. After reading a scenario, 110 undergraduates rated on a satisfaction-dissatisfaction scale a series of outcome-pairs providing themselves and another party with outcomes. Consistent with Equity Theory, results show that gain-framed individuals found equity more pleasing than advantageous inequity, which in turn was preferred over disadvantageous inequity, but only when the decision making context was cooperative rather than noncooperative. In a noncooperative context, gain-framed individuals were as pleased with equity as with advantageous inequity. Contrary to Equity Theory, but consistent with Prospect Theory, loss-framed individuals were relatively insensitive to outcome-differences and the nature of the relationship."
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