What in the Word! The Scope for the Effect of Word Choice on Economic Behavior

被引：27

作者：

Farrow, Katherine ^{[1
,2
]}

Grolleau, Gilles ^{[3
,4
]}

Mzoughi, Naoufel ^{[5
]}

机构：

[1] Univ Paris Nanterre, EconomiX UMR 7235, 200 Ave Republ, F-92000 Nanterre, France

[2] Univ Montpellier, CEE M, UMR 1135, Montpellier, France

[3] LAMETA, Supagro, UMR 1135, F-34060 Montpellier, France

[4] Univ Bourgogne Franche Comte, Burgundy Sch Business CEREN, F-21000 Dijon, France

[5] INRA, UR Ecodev 767, F-84914 Avignon, France

来源：

KYKLOS | 2018年 / 71卷 / 04期

关键词：

SELF; IMPACT; NAME; IDENTITY; INVOKING; WOULD;

D O I：

10.1111/kykl.12186

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

We propose that words can be an object of systematic study in the field of economics and outline an approach to the study of word choice in behavioral economics. We consider words as strategic instruments of influence and review how they can impact behaviors in several subtle and distinctive ways, namely through their capacity to elicit affect, support identity and social belonging, evoke linguistic associations, and generate bias arising from variations in fluency. We provide a variety of examples to illustrate the behavioral impacts of words through these mechanisms and provide practical recommendations regarding how words can be harnessed by policymakers to reach socially desirable goals through a consideration of how word-related behavioral anomalies shape incentives.

引用

页码：557 / 580

页数：24

共 82 条

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Akerlof GA, 2010, IDENTITY ECONOMICS: HOW OUR IDENTITIES SHAPE OUR WORK, WAGES, AND WELL-BEING, P1

[2] What is in a word?: No versus Yes differentially engage the lateral orbitofrontal cortex [J].