Pseudo-set framing

Kate Barasz, Leslie K. John, Elizabeth A. Keenan, Michael I. Norton

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Resum

Pseudo-set framing-arbitrarily grouping items or tasks together as part of an apparent "set"-motivates people to reach perceived completion points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study 4), and purchase decisions (Study 5). These effects persist in the absence of any reward, when a cost must be incurred, and after participants are explicitly informed of the arbitrariness of the set. Drawing on Gestalt psychology, we develop a conceptual account that predicts what will-and will not-act as a pseudo-set, and defines the psychological process through which these pseudo-sets affect behavior: over and above typical reference points, pseudo-set framing alters perceptions of (in)completeness, making intermediate progress seem less complete. In turn, these feelings of incompleteness motivate people to persist until the pseudo-set has been fulfilled.

Idioma originalAnglès
Pàgines (de-a)1460-1477
Nombre de pàgines18
RevistaJournal of Experimental Psychology: General
Volum146
Número10
DOIs
Estat de la publicacióPublicada - d’oct. 2017
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