Persuasive Communication - How Audiences Decide. 2nd Edition

Heuristics and Biases in Audience Decision Making 243 29 Whyte, G., & Sebenius, J. K. (1997). The effect of multiple anchors ...

244 Understanding Intuitive Decision Making 48 Whittlesea, B. W., Jacoby, L. L., & Girard, K. (1990). Illusions of immediate ...

Heuristics and Biases in Audience Decision Making 245 68 Brennan, S. E., & Williams, M. (1995). The feeling of Another’s Kno ...

246 Understanding Intuitive Decision Making 89 Brown, A. S., & Nix, L. A. (1996). Turning lies into truths: Referential vali ...

Heuristics and Biases in Audience Decision Making 247 109 White, V., Webster, B., & Wakefield, M. (2008). Do graphic health ...

248 Understanding Intuitive Decision Making 130 Cox, A. D., & Summers, J. O. (1987). Heuristics and biases in the intuitive ...

Heuristics and Biases in Audience Decision Making 249 153 Martin, D. S. (1978). Person perception and real-life electoral behavi ...

250 Understanding Intuitive Decision Making 175 Kopfman, J. E., Smith, S. W., Ah Yun, J. K., & Hodges, A. (1998). Affective ...

Heuristics and Biases in Audience Decision Making 251 191 Maule, J., & Villejoubert, G. (2007). What lies beneath: Reframing ...

252 Understanding Intuitive Decision Making 214 Ecker, U. K., Lewandowsky, S., Chang, E. P., & Pillai, R. (2014). The effect ...

Heuristics and Biases in Audience Decision Making 253 236 Markman, A. B., & Moreau, C. P. (2001). Analogy and analogical com ...

254 Understanding Intuitive Decision Making Riess, M., Rosenfeld, P., Melburg, V., & Tedeschi, J. T. (1981). Self-serving at ...

Heuristics and Biases in Audience Decision Making 255 280 See n278, Markus & Zajonc (1985). See n8, Tversky & Kahneman ( ...

256 Understanding Intuitive Decision Making Rozin, P., Fischler, C., & Shields-Argelès, C. (2009). Additivity dominance: Add ...

Heuristics and Biases in Audience Decision Making 257 Epley, N., & Dunning, D. (2004). The mixed blessing of self-knowledge ...

258 Understanding Intuitive Decision Making 341 Kerschreiter, R., Schulz-Hardt, S., Faulmuller, N., Mojzisch, A., & Frey, D. ...

Heuristics and Biases in Audience Decision Making 259 362 Slovic, P. (1975). Choice between equally valued alternatives. Journal ...

260 Understanding Intuitive Decision Making 381 Shafir, E., Simonson, I., & Tversky, A. (1993). Reason-based choice. Cogniti ...

On September 26, 1960, 70 million Americans saw the first televised presidential debate. The debate was between then-vice presid ...

262 Understanding Intuitive Decision Making The two versions of Citibank’s loan agreement form on pp. 146–147 illustrate how aud ...