Human behaviour through a LENS: How Linguistic content triggers Emotions
  and Norms and determines Strategy choices
Valerio Capraro
Over the last two decades, a growing body of experimental research has
provided 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 transcends the traditional confines of
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 and discusses several
critical research questions that arise from this model, pointing towards
avenues for future inquiry.