框架與觸發效應在衝突協商中對協商者行為意圖與態度的影響

The Framing and Priming Effects on Bargainers' Intention and Evaluation during the Conflict-Negotiation Process

林家五(Chia-Wu Lin) ； 彭炎祺(Yen-Chi Peng) ； 張書豪(Shu-Hao Chang) ； 胡宛仙(Wan-Hsien Hu)

《人力資源管理學報》 10卷3期 (2010/09) Pp. 25-50

https://doi.org/10.6147/JHRM.2010.1003.02

摘要

依據前景理論與觸發理論做爲解釋的基礎，本研究探究了「框架效應」及「觸發效應」對於衝突中協商者的影響。研究進行了2×2的受試者間設計，「正面—負面」框架、「片段—連續」選擇，是兩個主要的操弄變數，實驗的依變數是協商者接受協議的程度及對協議的評價。212位有工作經驗的在職專班學生被以隨機分派的方式，接受四種不同操弄的衝突協商模擬情境。實驗結果支持「正面—負面」框架，在行爲意圖與態度評價上的主效果；但交互作用中，「片段」觸發的極化效果及「連續」觸發的緩和效果，僅在態度層面上受到支持。文末也針對相關理論與實務貢獻做了討論。

關鍵字

框架效應 ； 觸發效應 ； 實驗設計 ； 衝突協商模擬情境

並列摘要

According to the prospect and priming theory, we explored the mechanism of framing and priming effects on bargainers during the conflict-negotiation process. 2×2 between subjects experimental design was conducted, ”positive-negative” framing and ”discrete-continuous” priming were two main manipulation variables, the acceptance and evaluation of the scenario proposal were dependent variables. 212 on-the-job graduated students were randomly assigned to four simulated conflict-negotiation situations. Results had showed that the main effects of ”positive-negative” frame on behavior tendency and evaluation were supported. But only part of the interaction effects were confirmed, the polarization effect induced by discrete prime and conciliation effect induced by continuous prime were only sustained on agreement evaluation. Related theoretical and practical contributions were also discussed.

並列關鍵字

framing effect ； priming effect ； experimental design ； conflict-negotiated stimulated scenario