The frame of the game: Loss-framing increases dishonest behavior

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Authors

Occasionally, people trade monetary gains for moral costs and engage in dishonest behavior. Based on research showing that people react more sensitively toward a possible loss compared to a possible gain (i.e., loss aversion), the present contribution examines the idea that people will more likely engage in dishonest behavior to reduce the extent of a loss compared to increasing the extent of a gain. In the two experimental studies, participants could engage in dishonest behavior either to avoid a loss (loss condition) or to approach an equivalent gain (gain condition). To assess dishonest behavior, a die-under-the-cup paradigm (Study 1) and a coin-toss task (Study 2) was applied. Results of both studies demonstrated the predicted effect of framing, supporting the idea that people show more dishonest behavior to avoid a loss compared to approaching an equivalent gain.

Original languageEnglish
JournalJournal of Experimental Social Psychology
Volume69
Pages (from-to)172-177
Number of pages6
ISSN0022-1031
DOIs
Publication statusPublished - 01.03.2017
Externally publishedYes

    Research areas

  • Dishonest behavior, Framing, Gain, Loss aversion
  • Psychology

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