Prior research on attribute framing has focused on a single‐dimensional evaluation. However, supplier performance is usually evaluated against multiple dimensions. This research examines framing effects on multidimensional supplier evaluation and investigates the interplay between framing and attention. Three online experiments involving professional participants were conducted in which a supplier performance dimension was framed either positively or negatively. The results from Studies 1A (N = 113) and 1B (N = 82) demonstrated that framing a performance dimension of supplier negatively (versus positively) lowered evaluation of other nonframed dimensions even when these dimensions were presented identically. Framing a dimension negatively also impacted selection decisions, making participants more likely to discontinue purchasing from the supplier. These findings suggest that supplier evaluation and selection are susceptible to framing effects. Study 2 used a web‐deployed eye‐tracking experiment (N = 62) to elucidate the role of attention in framing effects. I found that performance information, when framed negatively rather than positively, received more attention. Also, attention to the framed performance dimension partially mediated the relationship between attribute framing and the evaluation of the framed dimension. This finding provides a fuller understanding of the cause of framing effect. An important managerial implication is that even when a performance indicator is a quantitative, tangible attribute, it is prudent for supply managers to reframe this indicator and check whether the same evaluation and selection decisions are made. Other managerial implications and directions for future research are also discussed.

PurposeDespite its significance, research on how attribute framing affects ordering decisions in dual sourcing remains insufficient. Hence, this study investigated the effects of attribute framing in a sourcing task involving certain and uncertain qualities of two suppliers and analysed the role of attention with respect to suppliers' information in framing effects.Design/methodology/approachThe impacts of attribute framing on sourcing decisions were demonstrated in two online between-subject (2 × 2 factorial) experimental studies involving professional samples. Study 2 was an eye-tracking experiment.FindingsIn Study 1 (N = 251), participants presented with a “high-quality” rather than a “low-quality” frame made different sourcing decisions, opting for larger percentage of order(s) from a supplier under the “high-quality” frame. This pattern holds true for suppliers who differ in risk. This finding was replicated in Study 2 (N = 129). Attention asymmetry related to the information on supplier quality contributes to this effect. Attention directed towards information regarding the supplier's quality under a positive frame mediated the relationship between attribute framing and sourcing decisions.Practical implicationsHighlighting the positive attributes of a risky supplier is essential when ordering from the risky supplier is an optimal decision. It is advantageous for suppliers to highlight positive rather than negative attributes when describing the quality of their components against others.Originality/valueThis is the first study to examine the effect of attention on the relationship between attribute framing and dual sourcing. This presents a new behavioural perspective wherein managers' attention to information plays a vital role.

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The government of Hong Kong Special Administrative Region (HKSAR) launched the Mandatory Provident Fund (MPF) scheme as a major source of retirement protection. Now, over 2.6 million employees and self-employed persons are currently making contribution to this scheme and they are required to decide on allocation of their MPF contributions to different MPF choices. However, we know little about how their decisions are formed. One major contribution of this study is to investigate people's perceptions of MPF and their preferences of MPF choices. And, this study has adopted the predictions of prospect theory, in order to explain why risky choices are more attractive to the public. Findings indicated that more individuals perceived MPF contribution as a loss, than those who perceived it as a gain; those who perceived MPF as a loss generally made higher contributions to the risky fund.

Over 3 million people in Hong Kong and 21 million people in the UK are saving for retirement under the mandatory provident fund and individual savings account schemes, respectively. Yet, we know little about how individual preferences, such as risk attitudes (risk-seeking and risk-averse) that are known to impact highly consequential decisions in a variety of real-world contexts, impact retirement investment choices. In two experimental studies (Study 1-Hong Kong sample and Study 2-United Kingdom sample), we show that personal risk attitudes were a strong predictor of the profile of retirement investment portfolios. Specially, risk-averse people allocated more of their savings to low-risk funds than risk-seeking people. The pattern of findings is consistent in both Hong Kong mandatory and the UK voluntary retirement investment schemes. These findings are considered in light of policy decisions made in Hong Kong retirement and UK pension schemes.