Kern Mary C, Chugh Dolly
Department of Management, Box B9-240, Baruch College, New York, NY 10010, USA.
Psychol Sci. 2009 Mar;20(3):378-84. doi: 10.1111/j.1467-9280.2009.02296.x. Epub 2009 Feb 13.
Ethical decision making is vulnerable to the forces of automaticity. People behave differently in the face of a potential loss versus a potential gain, even when the two situations are transparently identical. Across three experiments, decision makers engaged in more unethical behavior if a decision was presented in a loss frame than if the decision was presented in a gain frame. In Experiment 1, participants in the loss-frame condition were more likely to favor gathering "insider information" than were participants in the gain-frame condition. In Experiment 2, negotiators in the loss-frame condition lied more than negotiators in the gain-frame condition. In Experiment 3, the tendency to be less ethical in the loss-frame condition occurred under time pressure and was eliminated through the removal of time pressure.
道德决策容易受到自动性力量的影响。即使两种情况明显相同，人们在面对潜在损失和潜在收益时的行为也会有所不同。在三个实验中，与以收益框架呈现决策相比，如果决策以损失框架呈现，决策者会表现出更多不道德行为。在实验1中，处于损失框架条件下的参与者比处于收益框架条件下的参与者更倾向于支持收集“内部信息”。在实验2中，处于损失框架条件下的谈判者比处于收益框架条件下的谈判者说谎更多。在实验3中，在时间压力下会出现处于损失框架条件下道德性较低的倾向，而通过消除时间压力这种倾向则会消失。
