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The Impact Of General Attitude On Decisions

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  • Sebastian Bamberg
  • Steffen M. Kühnel
  • Peter Schmidt

Abstract

In this paper, a two-step model of human decisions is formulated and tested. In the first step, a frame becomes active that determines both the feasible set of alternatives and the criteria that are used to choose an alternative. In the second step, these criteria are applied to select a specific alternative. Our model enables the integration of psychological attitude research within the rational-choice approach. General attitudes affect frame setting, but they have no direct effect on the choice of an alternative. The two-step model is supported by empirical data. In a panel study it could be demonstrated that two different frames are active within a sample of students that determine their travel decisions of their ways from home to university. The general attitude toward travel policies influence the frames. Environmental aspects are salient within one frame but not within the other one.

Suggested Citation

  • Sebastian Bamberg & Steffen M. Kühnel & Peter Schmidt, 1999. "The Impact Of General Attitude On Decisions," Rationality and Society, , vol. 11(1), pages 5-25, February.
    • Handle: RePEc:sae:ratsoc:v:11:y:1999:i:1:p:5-25
    DOI: 10.1177/104346399011001001
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    References listed on IDEAS

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    1. McFadden, Daniel L., 1984. "Econometric analysis of qualitative response models," Handbook of Econometrics, in: Z. Griliches† & M. D. Intriligator (ed.), Handbook of Econometrics, edition 1, volume 2, chapter 24, pages 1395-1457, Elsevier.
    2. Herbert A. Simon, 1955. "A Behavioral Model of Rational Choice," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 69(1), pages 99-118.
    3. Siegwart Lindenberg, 1989. "Social Production Functions, Deficits, and Social Revolutions," Rationality and Society, , vol. 1(1), pages 51-77, July.
    4. Schoemaker, Paul J H, 1982. "The Expected Utility Model: Its Variants, Purposes, Evidence and Limitations," Journal of Economic Literature, American Economic Association, vol. 20(2), pages 529-563, June.
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