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Behavioral Sciences
Volume 13
Issue 9
10.3390/bs13090755
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Article

Changing Decisions: The Interaction between Framing and Decoy Effects

by
Adolfo Di Crosta
1,2,*,
Anna Marin
3,
Rocco Palumbo
1,
Irene Ceccato
1,
Pasquale La Malva
1,
Matteo Gatti
1,
Giulia Prete
1,
Riccardo Palumbo
4,
Nicola Mammarella
1 and
Alberto Di Domenico
1
1
Department of Psychological Science, Humanities and Territory, University “G. d’Annunzio” of Chieti-Pescara, 66100 Chieti, Italy
2
Department of Medicine and Aging Sciences, University “G. d’Annunzio” of Chieti-Pescara, 66100 Chieti, Italy
3
Neuroscience Department, Boston University School of Medicine, Boston, MA 02118, USA
4
Department of Neuroscience, Imaging and Clinical Sciences, University d’Annunzio of Chieti-Pescara, 66100 Chieti, Italy
*
Author to whom correspondence should be addressed.
Behav. Sci. 2023, 13(9), 755; https://doi.org/10.3390/bs13090755
Submission received: 27 July 2023 / Revised: 8 September 2023 / Accepted: 10 September 2023 / Published: 12 September 2023
(This article belongs to the Section Behavioral Economics)
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Abstract

Background: Cognitive biases are popular topics in psychology and marketing, as they refer to systematic cognitive tendencies in human thinking that deviate from logical and rational reasoning. The framing effect (FE) and the decoy effect (DE) are examples of cognitive biases that can influence decision making and consumer preferences. The FE involves how options are presented, while the DE involves the addition of a third option that influences the choice between the other two options. Methods: We investigated the interaction between the FE and the DE in the case of both incongruent (ID) and congruent (CD) decoys in a sample of undergraduates (n = 471). The study had a two (positive vs. negative valence) × three (original, congruent decoy, incongruent decoy) within-subject design. Results: The ID option reduces the FE in both positive- and negative-framed conditions compared to the controls, while adding the CD option increases the FE only in the positive-framed condition. Additionally, the inclusion of the CD option enhances the level of decision confidence, whereas no significant differences were found in the ID condition. Conclusions: Our findings gave new insights into the interplay between two of the most frequent cognitive biases.
Keywords: cognitive bias; framing effect; decoy effect; congruent decoy; incongruent decoy; decision making; decision confidence cognitive bias; framing effect; decoy effect; congruent decoy; incongruent decoy; decision making; decision confidence

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MDPI and ACS Style

Di Crosta, A.; Marin, A.; Palumbo, R.; Ceccato, I.; La Malva, P.; Gatti, M.; Prete, G.; Palumbo, R.; Mammarella, N.; Di Domenico, A. Changing Decisions: The Interaction between Framing and Decoy Effects. Behav. Sci. 2023, 13, 755. https://doi.org/10.3390/bs13090755

AMA Style

Di Crosta A, Marin A, Palumbo R, Ceccato I, La Malva P, Gatti M, Prete G, Palumbo R, Mammarella N, Di Domenico A. Changing Decisions: The Interaction between Framing and Decoy Effects. Behavioral Sciences. 2023; 13(9):755. https://doi.org/10.3390/bs13090755

Chicago/Turabian Style

Di Crosta, Adolfo, Anna Marin, Rocco Palumbo, Irene Ceccato, Pasquale La Malva, Matteo Gatti, Giulia Prete, Riccardo Palumbo, Nicola Mammarella, and Alberto Di Domenico. 2023. "Changing Decisions: The Interaction between Framing and Decoy Effects" Behavioral Sciences 13, no. 9: 755. https://doi.org/10.3390/bs13090755

APA Style

Di Crosta, A., Marin, A., Palumbo, R., Ceccato, I., La Malva, P., Gatti, M., Prete, G., Palumbo, R., Mammarella, N., & Di Domenico, A. (2023). Changing Decisions: The Interaction between Framing and Decoy Effects. Behavioral Sciences, 13(9), 755. https://doi.org/10.3390/bs13090755

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