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Weber, Elke Bottom, William Paul 2011-05-07T13:24:58Z 2011-05-07T13:24:58Z 10000-01-01 1989 Careful examination of the evidence relating to decision framing revealed a regularity not previously noted. A theory of outcome framing consistent with this finding is developed. An implication of the theory is that the formulation effect will be eroded under the types of experience available in competitive bargaining or in the marketplace. Two experiments were conducted to test hypotheses derived from the theory. Experiment 1 examined risky choice. Experiment 2 examined similar questions in the more complex context of two person bargaining. The results are very consistent. Decision makers or bargainers who are given a negative formulation have higher aspirations than those given a positive formulation. Subsequent experience leads to adaptation of aspirations and the partial erosion of the formulation effect. However adaptation is asymmetric. Lower aspirations rise readily with experience but higher aspirations do not decline with experience. The implications of these findings for the choice and bargaining literatures are discussed. Made available in DSpace on 2011-05-07T13:24:58Z (GMT). No. of bitstreams: 2 license.txt: 4922 bytes, checksum: 910b249b4beec47e7ab768910c8f966f (MD5) 8924775.pdf: 4945486 bytes, checksum: 4ccf04c1c3a8dfcd727aa74c2d87ad92 (MD5) Previous issue date: 1989 Item marked as restricted to the 'UIUC Users [automated]' Group (id=2) by Howard Ding (hding2@illinois.edu) on 2011-05-07T14:54:28Z Item is restricted indefinitely. Restriction data tranferred 2014-07-01T11:25:19-05:00 Original Data Group with Access UIUC Users [automated] Release Date: none Reason: ETDs are only available to UIUC Users without author permission ETDs are only available to UIUC Users without author permission U of I Only AAI8924775 (UMI)AAI8924775 http://hdl.handle.net/2142/21975 eng Copyright 1989 Bottom, William Paul Economics, General Education, Educational Psychology Psychology, Industrial A theory of adaptive reference points in decision-making and negotiation text Psychology Psychology University of Illinois at Urbana-Champaign Dissertation Ph.D.