Persuasive Communication - How Audiences Decide. 2nd Edition

(Marvins-Underground-K-12) #1
References 423

Ow, T. T., & Morris, J. G. (2010). An experimental study of executive decision-making with implications for
decision support. Journal of Organizational Computing and Electronic Commerce, 20 (4), 370–397.
Ozcelik, E., Karakus, T., Kursun, E., & Cagiltay, K. (2009). An eye-tracking study of how color coding affects
multimedia learning. Computers & Education, 53 (2), 445–453.
Pace, K. M., Fediuk, T. A., & Botero, I. C. (2010). The acceptance of responsibility and expressions of regret in
organizational apologies after a transgression. Corporate Communications: An International Journal, 15 (4), 410–427.
Paek, S. N. (1997). A cognitive model for selecting business appraisal methods (Doctoral dissertation, Univer-
sity of Nebraska–Lincoln, 1997). Dissertation Abstracts International, 58 (6A), 2283.
Paese, P. W., Bieser, M., & Tubbs, M. E. (1993). Framing effects and choice shifts in group decision making.
Organizational Behavior and Human Decision Processes, 56 (1), 149–165.
Pallak, S. R. (1983). Salience of a communicator’s physical attractiveness and persuasion: A heuristic versus
systematic processing interpretation. Social Cognition, 2 (2), 158–170.
Pallak, S. R., Murroni, E., & Koch, J. (1983). Communicator attractiveness and expertise, emotional versus rational
appeals, and persuasion: A heuristic versus systematic processing interpretation. Social Cognition, 2 (2), 122–141.
Palmer, J., & Faivre, J. P. (1973). The information processing theory of consumer behavior. European Research,
1 , 231–240.
Palmer, S. E. (1975). The effects of contextual scenes on the identifi cation of objects. Memory & Cognition,
3 (5), 519–526.
Pan, B., Zhang, L., & Law, R. (2013). The complex matter of online hotel choice. Cornell Hospitality Quarterly,
54 (1), 74–83.
Pan, Z., & Kosicki, G. M. (2001). Framing as a strategic action in public deliberation. In S. D. Reese, O. H.
Gandy, & A. E. Grant (Eds.), Framing public life: Perspectives on media and our understanding of the social world
(pp. 35–65). Mahwah, NJ: Lawrence Erlbaum Associates.
Park, C. W., & Lessig, V. P. (1981). Familiarity and its impact on consumer decision biases and heuristics.
Journal of Consumer Research, 8 (2), 223–230.
Park, C. W., & Young, S. M. (1986). Consumer response to television commercials: The impact of involvement
and background music on brand attitude formation. Journal of Marketing Research, 23 (1), 11–24.
Park, S., & Lim, J. (2007). Promoting positive emotion in multimedia learning using visual illustrations. Journal
of Educational Multimedia and Hypermedia, 16 (2), 141–162.
Parker, L. D. (2008). Boardroom operational and fi nancial control: An insider view. British Journal of Manage-
ment, 19 (1), 65–88.
Parks, C. D., & Cowlin, R. A. (1996). Acceptance of uncommon information into group discussion when that
information is or is not demonstrable. Organizational Behavior and Human Decision Processes, 66 (3), 307–315.
Parrill, F. (2008). Subjects in the hands of speakers: An experimental study of syntactic subject and speech-
gesture integration. Cognitive Linguistics, 19 (2), 283–299.
Parsons, C. K., & Liden, R. C. (1984). Interviewer perceptions of applicant qualifi cations: A multivariate fi eld
study of demographic characteristics and nonverbal cues. Journal of Applied Psychology, 69 (4), 557–568.
Parton, S. R., Siltanen, S. A., Hosman, L. A., & Langenderfer, J. (2002). Employment interview outcomes and
speech style effects. Journal of Language and Social Psychology, 21 (2), 144–161.
Pascual, A., Guéguen, N., Pujos, S., & Felonneau, M. L. (2013). Foot-in-the-door and problematic requests: A
fi eld experiment. Social Infl uence, 8 (1), 46–53.
Paterson, D. G., & Tinker, M. A. (1942). Infl uence of line width on eye movements for six-point type. Journal
of Educational Psychology, 33 (7), 552–555.
Patterson, M. L., Churchill, M. E., Burger, G. K., & Powell, J. L. (1992). Verbal and nonverbal modality effects
on impressions of political candidates: Analysis from the 1984 presidential debates. Communication Mono-
graphs, 59 (3), 231–242.
Patterson, M. L., & Ritts, V. (1997). Social and communicative anxiety: A review and meta-analysis. In B. R.
Burleson & A. W. Kunkel (Eds.), Communication yearbook (Vol. 20, pp. 263–303). Thousand Oaks, CA: Sage.
Patterson, P. G., & Spreng, R. A. (1997). Modeling the relationship between perceived value, satisfaction and
repurchase intentions in a business-to-business, services context: An empirical examination. International
Journal of Service Industry Management, 8 (5), 415–432.
Payne, J. W. (1976). Task complexity and contingent processing in decision making: An information search
and protocol analysis. Organizational Behavior & Human Performance, 16 (2), 366–387.
Payne, J. W., & Bettman, J. R. (2004). Walking with the scarecrow: The information-processing approach to
decision research. In D. J. Koehler & N. Harvey (Eds.), Blackwell handbook of judgment and decision making
(pp. 110–132). Oxford, UK: Blackwell Publishing.
Payne, J. W., Bettman, J. R., & Johnson, E. J. (1988). Adaptive strategy selection in decision making. Journal
of Experimental Psychology: Learning, Memory, and Cognition, 14 (3), 534–552.
Payne, J. W., Bettman, J. R., & Johnson, E. J. (1993). The adaptive decision maker. New York: Cambridge
University Press.

Free download pdf