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Loss and gain framing to encourage repeated real-effort provision: An experiment

Author

Listed:
  • Penelope Buckley

    (GAEL - Laboratoire d'Economie Appliquée de Grenoble - CNRS - Centre National de la Recherche Scientifique - INRAE - Institut National de Recherche pour l’Agriculture, l’Alimentation et l’Environnement - UGA - Université Grenoble Alpes - Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology - UGA - Université Grenoble Alpes)

  • Béatrice Roussillon

    (GAEL - Laboratoire d'Economie Appliquée de Grenoble - CNRS - Centre National de la Recherche Scientifique - INRAE - Institut National de Recherche pour l’Agriculture, l’Alimentation et l’Environnement - UGA - Université Grenoble Alpes - Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology - UGA - Université Grenoble Alpes)

  • Sabrina Teyssier

    (GAEL - Laboratoire d'Economie Appliquée de Grenoble - CNRS - Centre National de la Recherche Scientifique - INRAE - Institut National de Recherche pour l’Agriculture, l’Alimentation et l’Environnement - UGA - Université Grenoble Alpes - Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology - UGA - Université Grenoble Alpes)

Abstract

We examine the effects of gain framing and loss framing on small, repetitive efforts with piece-rate payoffs in laboratory experiments. Theoretical predictions, arising from the anticipation of higher reference points under loss framing, suggest an increased effort in that context. However, our results do not support this hypothesis; in fact, a reverse effect is observed among a subset of participants. Our findings also indicate that loss framing tends to increase participants' stress levels.

Suggested Citation

  • Penelope Buckley & Béatrice Roussillon & Sabrina Teyssier, 2025. "Loss and gain framing to encourage repeated real-effort provision: An experiment," Post-Print hal-05016097, HAL.
    • Handle: RePEc:hal:journl:hal-05016097
    DOI: 10.1016/j.rie.2025.101030
    as

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