Persuasive Communication - How Audiences Decide. 2nd Edition

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260 Understanding Intuitive Decision Making


381 Shafir, E., Simonson, I., & Tversky, A. (1993). Reason-based choice. Cognition Special Issue: Reasoning and
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382 Huberman, G., Iyengar, S. S., & Jiang, W. (2007). Defined contribution pension plans: Determinants of
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383 Redelmeier, D. A., & Shafir, E. (1995). Medical decision making in situations that offer multiple alterna-
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384 Boatwright, P., & Nunes, J. C. (2001). Reducing assortment: An attribute-based approach. Journal of
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385 Ibid.
386 Bertrand, M., & Morse, A. (2011). Information disclosure, cognitive biases, and payday borrowing. The
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387 Iyengar, S. S., Huberman, G., & Jiang, W. (2004). How much choice is too much? Contributions to 401
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388 Tversky, A., & Shafir, E. (1992). Choice under conflict: The dynamics of deferred decision. Psychological
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389 See n351, Iyengar & Lepper (2000).
390 Bertrand, M., Karlan, D., Mullainathan, S., Shafir, E., & Zinman, J. (2005). What’s psychology worth? A field
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391 Carlson, K. A., Meloy, M. G., & Russo, J. E. (2006). Leader-driven primacy: Using attribute order to affect
consumer choice. Journal of Consumer Research , 32 (4), 513–518.
392 Krosnick, J. A., Miller, J. M., & Tichy, M. P. (2004). An unrecognized need for ballot reform: The effects
of candidate name order on election outcomes. In A. N. Crigler, M. R. Just & E. J. McCaffery (Eds.),
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393 Samuelson, W., & Zeckhauser, R. (1988). Status quo bias in decision making. Journal of Risk and Uncer-
tainty , 1 , 7–59.
394 Fader, P. S., & Lattin, J. M. (1993). Accounting for heterogeneity and nonstationarity in a cross-sectional
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395 Guidagni, P. M., & Little, J. D. C. (1983). A logit model of brand choice calibrated on scanner data.
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396 Betsch, T., Haberstroh, S., Glöckner, A., Haar, T., & Fiedler, K. (2001). The effects of routine strength
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397 Betsch, T., Haberstroh, S., Molter, B., & Glöckner, A. (2004). Oops, I did it again—Relapse errors in
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398 Luce, M. F. (1998). Choosing to avoid: Coping with negatively emotion-laden consumer decisions. Jour-
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Nowlis, S. M., Kahn, B. E., & Dhar, R. (2002). Coping with ambivalence: The effect of removing a neutral
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