Persuasive Communication - How Audiences Decide. 2nd Edition

444 References Trollip, S. R., & Sales, G. (1986). Readability of computer-generated fi ll-justifi ed text. Human Factors, 2 ...

References 445 van Baaren, R. B., Holland, R. W., Kawakami, K., & van Knippenberg, A. (2004). Mimicry and prosocial behavior ...

446 References Velmans, M. (1991). Is human information processing conscious? Behavioral and Brain Sciences, 14 (4), 651–726. Ve ...

References 447 Wallace, J. F., Newman, J. P., & Bachorowski, J. A. (1991). Failures of response modulation: Impulsive behav- ...

448 References Weisbuch, M., Mackie, D. M., & Garcia-Marques, T. (2003). Prior source exposure and persuasion: Further evide ...

References 449 Wildgruber, D., Ethofer, T., Grandjean, D., & Kreifelts, B. (2009). A cerebral network model of speech prosod ...

450 References Witherspoon, D., & Allan, L. G. (1985). The effect of a prior presentation on temporal judgments in a percep- ...

References 451 Wright, P. (1968). Reading to learn. Chemistry in Britain, 4 , 445–450. Wright, P. (1974). The use of phased, non ...

452 References Young, T. J., & French, L. A. (1998). Heights of US presidents: A trend analysis for 1948–1996. Perceptual an ...

Figure Credits 1.1 “Decision makers spontaneously create decision matrices,” © Oxford University Press. Journal of Consumer Rese ...

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3-D effects 164 5Cs credit model 78 abstract language 155, 268 accents 269, 277, 278, 284 acquisition plans 74, 78; expert’s com ...

456 Index 178, 210, 271, 282; boards of directors/board members 17–18, 52, 53–4, 170, 172 , 181, 181 , 210; borrowers 89, 145, 2 ...

Index 457 323, 332; orbital prefrontal cortex 108 , 228; parahippocampal place area 111; perisylvian region 108 , 116; precuneus ...

458 Index debates 234; examples of 217–18, 311, 331; framing of 226, 227, 228; stories of 262, 311–12 de-biasing techniques 335 ...

Index 459 266–8; perception of emotions through 232–3, 233 , 234, 235, 259–60, 274–5, 274 , 276, 277, 318, 322, 323 , 333; and s ...

460 Index inhibition of by emotional appraisals 325; and person perception 280–1; targeted versus general search 123–5 informati ...

Index 461 manufacturers 8 margins, justified and unjustified 151 marketing plans 49, 51; story about 207 Mather, Jane 223 matrix ...

462 Index physical appearance, and evaluation of leaders 266–7 physical proximity, as emotional intensifier 332 physical salienc ...

Index 463 search 113; attribute-based versus alternative-based 125–8, 126 ; constraints on process 128; targeted versus general ...