Outcome valence and externality valence framing in public good dilemmas |
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| Affiliation: | 1. School of Business and Economics, University of Marburg, Am Plan 2, 35032 Marburg, Germany;2. University Innsbruck, Department of Public Finance, Universitätsstraße 15, 6020 Innsbruck, Austria;3. Paris School of Economics, J-PAL and Center for Evaluation and Development (C4ED), 1 Parvis de Notre-Dame, 75004 Paris, France;4. China Institute of Innovation and Development, School of Economics and Resource Management, Beijing Normal University, No. 19, Xinjiekouwai Street, Beijing 100875, China;5. Dean of Emerging Markets Institute, Beijing Normal University, No. 19, Xinjiekouwai Street, Beijing 100875, China;6. Max Weber Centre for Advanced Cultural and Social Studies, Erfurt University, Germany |
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| Abstract: | The aim of this paper is to examine how framing influences people’ s cooperation behavior in social dilemmas. In Experiment 1 we investigated the influence of outcome valence (positive vs. negative outcome) and externality valence (positive vs. negative externality) framing on players’ willingness to cooperate in a repeated public good game. We found a significant interaction effect on first-round cooperation, indicating larger cooperation rates when there is a negative outcome valence and a positive externality on others. Furthermore, this effect remained largely stable when comparing cooperation over all rounds, resulting in 45–63% increased cooperation compared to the other conditions. In Experiment 2 we replicated the effect in an applied vignette study, lending support for the generalizability of this framing effect. Taken together, these findings suggest that public goods provisions may be increased substantially by framing the situation’s outcome valence as negative rather than positive. |
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| Keywords: | Cooperation Social dilemma Framing effects |
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