成就动机、概率对内外框架效应的影响

THE EFFECTS OF ACHIEVEMENT MOTIVATION,PROBABILITY ON EXTERNAL-FRAMING EFFECT AND SELF-FRAMING EFFECT

为了探讨成就动机和概率对框架效应的影响，以经典的“亚洲疾病问题”为决策情境，分别从外部框架和自我框架的角度，设计了两个实验。研究结果表明：1）成就动机、概率对外部框架效应没有显著影响，即在不同概率中，高低成就动机者在不同框架中的风险偏好较为一致；2）成就动机、概率对自我框架效应有显著影响，高成就动机者在低概率下表现出自我框架效应。

Previous framing effect studies focused on how exterally framed choice problems affected risk preference and found the strength of framing effect were affected by some factors such as individual difference. Tversky said,“The frame that a decision-maker adopts is controlled partly by the formulation of the problem and partly by the norms,habits,and personal characteristics of the decision-maker.”But until now,little attention was given to how decision makers mentally frame decision problems themselves.Recently,Wang and others have explored self-framing via pie charts and found significant effects of self-framing of choice outcomes on risk preference of the decision maker.Is the individual difference in the external-framing effect the same to in the self-framing effect？How achievement motivation,the important steady individual trait,influences imposition and subsequent processing of ambiguously,negatively or positively framed decision tasks is not clearly.In this study, two experiments were designed to explore how achievement motivation and probability influenced the objective -framing effect and self-framing effect.In study 1 ,a classic Asian disease problem was used as decision problem, and the problem options are described in positive and negative frame.Study 2 used Wang ’s self -framing procedure,and divided in the hedonic valence they self -imposed.The results show that：1 ） There is no significant influence of achievement motivation and probability on external -framing effect.That is to say,in different probability level,the risk preference of high and low achievement motivation subjects in different frame has no significant difference.2 ）There is significant influence of achievement motivation and probability on self-framing effect.In low probability,the subjects of high achievement motivation show self-framing effect.