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Framing Effect

It's not what you say, it's how you say it.

People react differently to a particular choice depending on whether it is presented as a loss or as a gain.

Tversky, A., & Kahneman, D. (1981). 'The Framing of Decisions and the Psychology of Choice'. Science, 211(4481), 453-458. Behavioral Insights โ†’

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