Framing the problem and making decisions: the facts are not enough
Duchon, D.
Dunegan, K.J.
Barton, S.L.
Texas Univ., San Antonio, TX;
This paper appears in: Engineering Management, IEEE Transactions on
Publication Date: Feb 1989
Volume: 36,
Issue: 1
On page(s): 25-27
ISSN: 0018-9391
References Cited: 7
CODEN: IEEMA4
INSPEC Accession Number: 3375754
Digital Object Identifier: 10.1109/17.19979
Current Version Published: 2002-08-06
Abstract
Results of an experiment in which a sample of experienced
engineers, scientists, and managers-people who would be expected to be
objective decision-makers and who report themselves to be rational
decision makers-are influenced by very subtle informational cues are
presented. These subtle cues did not alter the object facts in research
and development financial allocation decisions, but they did apparently
alter the decision-maker's reference point. The cues also altered the
degree of risk perceived in the decision scenario. As a result, the
decision-makers exposed to different frames made different decisions and
reported perceiving different levels of risk in the decision episode
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