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Sensitivity to Varying Gains and Losses: The Role of Self-Discrepancies and Event Framing

Brendl, C. Miguel and Higgins, E. Tory and Lemm, Kristi M. . (1995) Sensitivity to Varying Gains and Losses: The Role of Self-Discrepancies and Event Framing. Journal of Personality and Social Psychology, 69 (6). pp. 1028-1051.

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Official URL: https://edoc.unibas.ch/68475/

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Abstract

Three studies psychophysically measured people's discrimination among different sizes of monetary net gains or net losses. Participants imagined either gains or nonlosses (i.e., net gains) or losses or nongains (i.e., net losses). Participants discriminated more when the identical event was framed as the presence (gains and losses) versus the absence (nonlosses and nongains) of an outcome, presumably because the latter is harder to represent. Discrimination was enhanced when the motivational features of the imagined event were either both the same as or both different from a person's self-discrepancy. Discrimination was reduced when only one of the motivational features was different. A model of excitations, inhibitions, and disinhibitions between mental representation is suggested to account for these findings.
Faculties and Departments:06 Faculty of Business and Economics > Departement Wirtschaftswissenschaften > Professuren Wirtschaftswissenschaften > Marketing (Brendl)
UniBasel Contributors:Brendl, C. Miguel
Item Type:Article, refereed
Article Subtype:Research Article
Publisher:American Psychological Association
ISSN:0022-3514
e-ISSN:1939-1315
Note:Publication type according to Uni Basel Research Database: Journal article
Last Modified:17 Jan 2019 15:27
Deposited On:17 Jan 2019 15:18

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