Research Archive

A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory

D. Hardisty, Eric Johnson, Elke Weber

Publication type: Journal article

Research Archive Topic: Marketing

Abstract

We explored the effect of attribute framing on choice, labeling charges for environmental costs as either an earmarked tax or an offset. Eight hundred ninety-eight Americans chose between otherwise identical products or services, where one option included a surcharge for emitted carbon dioxide.The cost framing changed preferences for self-identified Republicans and Independents, but did not affect Democrats' preferences. We explain this interaction by means of query theory and show that attribute framing can change the order in which internal queries supporting one or another option are posed. The effect of attribute labeling on query order is shown to depend on the representations of either taxes or offsets held by people with different political affiliations.
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Citation

Hardisty, D., Eric Johnson, and Elke Weber. "A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory." Psychological Science 21, no. 1 (2010): 86-92.


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