Human behaviour through a LENS: How linguistic content triggers emotions and norms and determines strategy choices

Abstract

A growing body of experimental research provides evidence that linguistic frames influence human behaviour in economic games, beyond the economic consequences of the available actions. This article proposes a novel framework that moves beyond traditional outcome-based preference models. According to the LENS model, the Linguistic description of the decision problem triggers Emotional responses and suggests potential Norms of behaviour, which then interact to shape an individual's Strategic choice. The article reviews experimental evidence that supports each path of the LENS model. Furthermore, it identifies several critical research questions that arise from this model, pointing towards avenues for future inquiry.