Investigating the impact of offer frame manipulations on responders playing the ultimatum game

Abstract

The present study was designed to test the impact of frame manipulations on the decision-making of responders playing the ultimatum game. Experiment 1 investigated responders' event-related potentials (ERPs) measured in response to the offers as a function of the frame (i.e., negative: "the proposer keeps" versus positive: "the proposer offers"). While no difference in acceptation rate was found as a function of the offer's frame, electrophysiological results suggest that the stronger negative affective response to the offers in the negative frame (N400) was successfully reappraised by the responders (P600), possibly explaining why the offer frame manipulation did not modulate acceptation rates. No framing effect was found when the ultimatum game was played in its one-shot version (Experiment 2), suggesting that repeated measurements did not affect responders' behavior. However, an offer framing effect was found in female (but not in male) responders, when the complexity of the game statement increased, presumably recruiting more cognitive resources and taxing the reappraisal process (Experiment 3). Taken together, these results suggest that framing manipulations are associated with complex affective and cognitive processes, supporting the cognitive-affective tradeoff model.

Keywords: ERPs; Framing effect; Responder; Ultimatum game.