Designing Effective Contracts: Exploring the Influence of Framing and Expectations
研究合同框架（促进型与预防型）如何通过影响情绪、行为和期望，进而决定交换结果与关系，为合同设计提供新视角。
How a contract influences the exchange and ongoing relationship between parties is an unresolved issue. While some suggest contracts negatively or positively influence the exchange and relationship, we argue that the contract frame determines its impact. Using regulatory focus and expectancy violation theories, we argue that promotion- and prevention-framed contracts induce different emotions, behaviors, and expectations, leading to different exchange outcomes and relationships, depending on the context. By considering contract framing, we provide new research opportunities in areas that use contracts to achieve desired outcomes.