Loss and gain framing to encourage repeated real-effort provision: An experiment

We examine the effects of gain framing and loss framing on small, repetitive efforts with piece-rate payoffs in laboratory experiments. Theoretical predictions, arising from the anticipation of higher reference points under loss framing, suggest an increased effort in that context. However, our results do not support this hypothesis; in fact, a reverse effect is observed among a subset of participants. Our findings also indicate that loss framing tends to increase participants’ stress levels.