Title: INFORMATION SEQUENCE, FRAMING EFFECT AND CUSTOMER DECISIONS: AN EXPERIMENTAL STUDY

Authors: HIMMATUL ULYAH

Affiliations: Masters Program in Accounting, Faculty of Economics and Business, Universitas Airlangga , Surabaya, Indonesia

Publisher: Universitas Airlangga

Abstract

This study aims to determine the influence of information sequence and framing effect on customer decisions in investing in deposits. This study used an experimental research method with a 2 x 2 factorial between-subjects research design. Participants who were given manipulation of the information sequence from good news to bad news tended to revise their beliefs for the decisions they would make compared to participants who were given manipulation of the information sequence from bad news to good news. Similarly, for the framing effect, participants tended to revise their beliefs for the decisions they would make under conditions of positive framing effects rather than under negative framing effects. The interaction between information sequence and framing effect was proven to produce different decision results for customers who received information from good news to bad news with positive framing and customers who received information from bad news to good news with negative framing.

Keywords: customer decisions, information sequence, framing effect

Sources: http://repository.unair.ac.id/87341/