Persuasive Communication - How Audiences Decide. 2nd Edition

344 Understanding Emotional Decision Making Sheldon, K. M., & Elliot, A. J. (1999). Goal striving, need satisfaction, and lo ...

Emotions in Audience Decision Making 345 106 Hansen, C. H., & Hansen, R. D. (1988). Finding the face in the crowd: An anger ...

346 Understanding Emotional Decision Making 130 Roseman, I. J. (1984). Cognitive determinants of emotion: A structural theory. R ...

Emotions in Audience Decision Making 347 148 Ellsworth, P. C., & Smith, C. A. (1988). From appraisal to emotion: Differences ...

348 Understanding Emotional Decision Making Nolen-Hoeksema, S., & Morrow, J. (1993). Effects of rumination and distraction o ...

Emotions in Audience Decision Making 349 190 Roozen, I. (2013). The impact of emotional appeal and the media context on the effe ...

350 Understanding Emotional Decision Making 209 See n129, Lazarus (1991). 210 Jussim, L., Nelson, T. E., Manis, M., & Soffin ...

Emotions in Audience Decision Making 351 236 Lazarus, R. S., & Alfert, E. (1964). Short-circuiting of threat by experimental ...

352 Understanding Emotional Decision Making 254 Cherulnik, P. D., Donley, D. A., Wiewel, T. S. R., & Miller, S. R. (2001). C ...

Emotions in Audience Decision Making 353 Schwarz, N., & Clore, G. L. (2003). Mood as information: 20 years later. Psychologi ...

354 Understanding Emotional Decision Making Martin, L. L., Abend, T., Sedikides, C., & Green, J. D. (1997). How would it fee ...

Emotions in Audience Decision Making 355 307 McGuire, W. J. (1985). Attitudes and attitude change. In G. Lindsey & E. Aronso ...

356 Understanding Emotional Decision Making 326 See n311, Bohner et al. (1992). See n298, Forgas (1998). See n271, Schwarz & ...

This book paints a different picture of audiences than the one many of us hold in our imagina- tions, and by doing so redefi nes ...

358 Conclusion In the fi nal section of the book, we come to understand that our audiences’ emotions need not be viewed as antit ...

Aaker, J. L. (1997). Dimensions of brand personality. Journal of Marketing Research, 34 (3), 347–356. Aaker, J. L., & Willia ...

360 References Alberdi, E., Becher, J. C., Gilhooly, K., Hunter, J., Logie, R., Lyon, A.,... & Reiss, J. (2001). Expertise a ...

References 361 Anderson, A. K., & Phelps, E. A. (2001). Lesions of the human amygdala impair enhanced perception of emotiona ...

362 References Arnold, M. B. (1960). Emotion and personality. New York: Columbia University Press. Arora, A., & Alam, P. (20 ...

References 363 Barber, A. E., & Roehling, M. V. (1993). Job postings and the decision to interview: A verbal protocol analys ...