456 Index
178, 210, 271, 282; boards of directors/board
members 17–18, 52, 53–4, 170, 172 , 181, 181 ,
210; borrowers 89, 145, 240, 262, 283; business
leaders/executives/top management/senior
managers/owners 5, 6, 10, 20, 21, 22, 61, 83,
86–8, 92, 127, 166–7, 172, 177, 263, 267, 333;
CEOs 83, 85, 86 ; CFOs/financial directors 6, 8,
75, 83, 89; CIOs/MIS directors 62, 63 , 84; clients
9, 26, 269, 284; computer users 157; consumers/
customers/shoppers 7, 8, 16, 18, 20, 21 , 23, 24,
25, 26, 80, 83, 105, 106, 113, 118, 127, 128, 129,
131, 148, 153, 154, 157, 163, 164, 171, 174, 175,
176, 178, 179, 181, 213, 214, 216, 219, 224, 225,
227, 228, 230, 232, 233, 236, 237, 239, 261, 263,
283, 284, 285, 313, 314, 315, 317, 326, 333, 336;
cyber security analysts 20; donors 230, 283,
285, 333; employees 4, 69, 70–1, 148, 153, 156,
176, 219, 239, 265, 266, 278–9, 335; financial
analysts/financial advisors/business appraisers 8,
9, 16, 21, 23, 24, 28, 75, 130, 174, 216, 220, 232,
263, 265, 330; followers/subordinates 72, 220,
267, 286, 317; fund managers/trust officers 126,
129, 232; home buyers 24, 127, 177; hospital
administrators/health care agencies 84, 85;
intelligence analysts 170; interest groups 92, 93 ;
investors 8, 11–15, 16, 22, 23, 24, 27, 28, 62,
76–7, 170, 172 , 178, 181 , 214, 220, 226, 232,
233, 315, 330; job applicants/job seekers 68, 69,
155, 156, 157, 216, 219, 224, 262, 263, 337, 338;
judges/magistrates 210, 236; jurors 8, 9, 215, 219,
220, 221, 224, 230, 231, 232, 234, 238, 269, 270,
277, 282, 283, 284, 285, 313, 314, 315, 329, 330,
335, 337; managers/supervisors 7, 58, 59–60,
61, 75, 84, 85, 86 , 176, 180, 210, 215, 226, 231,
264, 266, 269, 285; manufacturers 8; medical
professionals/physicians/residents/surgeons/
nurses/psychologists/clinicians/radiologists/
pharmacists 8, 21, 24, 27, 123, 130, 210, 225, 227,
234, 239, 333; military officers and personnel 4,
6, 20, 24, 58; musicians 216; parole officers 20;
patients, health care 10, 16, 26, 62, 129, 166,
221, 285, 315, 326; plant operators 170; police
detectives 234; political scientists 234; politicians/
cabinet members/policy makers 91, 92 , 228, 229,
326; purchasing agents/retail buyers/sourcing
managers 8, 10, 80, 83, 130, 220, 265; real estate
professionals 6, 232; recruiters/employers/
personnel managers/HR directors/admissions
officers 9, 10, 18, 24, 28, 61, 62, 63, 66–7, 69,
179, 224, 234, 235, 262, 264, 265, 267, 268, 269,
273, 280, 281, 282, 283, 285, 286, 338; renters/
apartment seekers 10, 18, 125; school principals
and administrators 8, 61; sports teams, club
owners, and scouts 72, 220, 228, 333; students qua
students 4, 16, 28, 114, 119, 121, 156, 163, 166,
169, 171, 170, 234, 271, 273; teachers/faculty
members 27, 122, 154, 213, 238; technical
experts 8, 24, 335; traders 315, 334; venture
capitalists/angel investors/private equity partners
6, 8, 75, 76–7, 130, 172 , 215, 216, 208; voters/citizens/society/the public 5, 21, 69, 221, 225,
226, 230, 233, 234, 240, 262, 266, 267, 270,
280, 281, 283, 285, 312, 313, 316, 317, 325, 326,
327, 331, 333, 335, 336, 337, 338; see also expert
audiences; groups/teams; novice audiences
auditors/accountants 16, 127, 210, 223, 229, 232, 333
auditory attention, constraints on 113–14
availability heuristic 231
averaging rules 282background designs/templates 230
bankers/lenders/loan officers 7, 27, 49, 78, 79, 178,
210, 271, 282
bar charts 180
base-rate information 221–3, 225
base-rate neglect 221–3
Bayes’ theorem 222
behavioral information: acquisition of 280–1;
integration of 281–3; see also person perception
believability, as an emotional intensifier 332
benchmarks 15; audience expectations about 16–18;
audience-provided 18–19; in decisions about
financial resources 75, 78, 79, 80, 84, 85, 87, 89; in
decisions of principals and their agents 52, 54, 58,
62, 64, 69, 70, 73; of expert audiences 15–19; of
novice audiences 23; in role schemata 264–5
biases 209–11; attractiveness bias 283; causality bias
223–4; cognitive centrality 286–7; confidence bias
284–5; confirmation bias 234–5; dilution effect
180, 181; discounting the future 220; groupthink
211; home bias effect 214; in emotional decision
making 334–8; imagination bias 233–4;
likeability bias 285; limited option bias 239–40;
mere exposure effect 214; negativity bias 219;
numeracy effect 214; omission neglect 233; in
person perception 283–7; pluralistic ignorance
210; polarization 211; recall bias 233; salience
bias 286; self-serving bias 229; similarity bias
285–6; status bias 283–4; status quo bias 240; sunk
cost bias 210; weapon-focus effect 320; see also
heuristics
boards of directors/board members 17–18, 52, 53–4,
170, 172 , 181, 181 , 210
body movements/postures 275, 285, 286, 333
boldface 153
bond issuance proposals 88
bootstrapped models 27
borrowers 89, 145, 240, 262, 283
borrowing decisions 74, 88–90
“bottom line up front” (BLUF) 166
Brader, Ted 327
brain regions activated: amygdala 108 , 208, 228,
271, 275, 323, 325; anterior cingulate cortex
(ACC) 108 , 212, 228, 323, 332; Broca’s area 108,
108 , 110, 115, 116; dorsolateral prefrontal cortex
(dlPFC) 108 , 119, 129; fusiform face area 111,
275; fusiform gyrus 108, 108 , 116; hippocampus
19, 108 , 119; inferior frontal junction 108 , 113,
122, 323; insular cortex 275, 323, 332; medial
prefrontal cortex (mPFC) 19, 108 , 119, 280,