Social norms and framing effects as a polarization function in group decision making.

摘要

The purpose of this thesis was to investigate the effects of normative considerations on group decision making under both gain and loss circumstances. Participants were arranged in groups of three and given choice decisions involving risk posed in terms of either gains or losses. Prior to answering questions, each group was exposed to a normative consideration that was either consistent, inconsistent, or neutral with respect to the gain or loss frame of reference. As hypothesized, when the frame of reference was consistent with the normative consideration, group decisions polarized when compared to those groups receiving no norm. Conversely, when the frame of reference was inconsistent with the normative consideration, group polarization effects were neutralized. Implications of these results for decision making groups in organizational settings are discussed.