Audience Decision-Making Expertise 41172 See n161, Maheswaran & Sternthal (1990).
173 Bonner, S. E., Walther, B. R., & Young, S. M. (2003). Sophistication-related differences in investors’ models
of the relative accuracy of analysts’ forecast revisions. The Accounting Review , 78 (3), 679–706.
174 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.
175 See n79, Bettman & Sujan ( 1987 ).
176 See n170, Kuusela et al. (1998).
177 Bettman, J. R., & Park, C. W. (1980). Effects of prior knowledge and experience and phase of the choice
process on consumer decision processes: A protocol analysis. Journal of Consumer Research , 7 (3), 234–248.
See n9, Johnson & Russo (1984).
178 See n77, Gunderson (1991).
179 See n78, Lee (1989a).
180 See n40, Graonic (1995).
O’Shaughnessy, J. (1987). Why people buy. Oxford: Oxford University Press.
181 Marks, L. J., & Olson, J. C. (1981). Toward a cognitive structure conceptualization of product familiarity.
Advances in Consumer Research , 8, 145–150.
McKeithen, K. B., Reitman, J. S., Rueter, H. H., & Hirtle, S. C. (1981). Knowledge organization and skill
differences in computer programmers. Cognitive Psychology , 13 (3), 307–325.
182 See n84, Ruck (1980).
183 See n36, Galletta et al. (1993).
184 Strater, L. D., Jones, D. G., & Endsley, M. R. (200l). Analysis of infantry situation awareness training require-
ments. (No. SATech 01–15). Marietta, GA: SA Technologies.
185 Lee, D. H. (1989b). Consumer inferencing behavior in processing product information: The roles of
product class knowledge and information processing goal (Doctoral dissertation, Indiana University,
1989). Dissertation Abstracts International , 51 (03A), 933.
Lee, D. H., & Olshavsky, R. W. (1995). Conditions and consequences of spontaneous inference generation:
A concurrent protocol approach. Organizational Behavior and Human Decision Processes , 61 (2), 177–189.
186 See n14, Serfaty et al. (1997).
187 Alba, J. W., & Hutchinson, J. W. (1987). Dimensions of consumer expertise. Journal of Consumer Research ,
13 (4), 411–454.
See n185, Lee (1989b).
Srull, T. K. (1983). Organizational and retrieval processes in person memory: An examination of pro-
cessing objectives, presentation format, and the possible role of self-generated retrieval cues. Journal of
Personality and Social Psychology, 44( 6), 1157–1170.
188 Shanteau, J. (1988). Psychological characteristics and strategies of expert decision makers. Acta Psycho-
logica , 68 (1–3), 203–215.
189 Gardner, M. P., Mitchell, A. A., & Russo, J. E. (1985). Low involvement strategies for processing advertise-
ments. Journal of Advertising , 14 (2), 4–13.
190 Fredelius, G., Sandell, R., & Lindqvist, C. (2002). Who should receive subsidized psychotherapy? Analysis
of decision makers’ think-aloud protocols. Qualitative Health Research , 12 (5), 640–654.
191 Hollman, W. A. (2005). Buy and sell decisional analysis of financial advisors (Doctoral dissertation,
Walden University, 2005). Dissertation Abstracts International: Section A , 66 , 1103.
192 See n187, Srull (1983).
193 Gomez Borja, M. A. (2000). Effects of expertise and similarity of alternatives on consumer decision strat-
egies and decision quality: A process tracing approach (Doctoral dissertation, Universidad de Castilla–La
Mancha, 2000). Dissertation Abstracts International, 62(10A), 3479.
194 Johnson, E. J. (1981). Expertise in admissions judgment (Doctoral dissertation, Carnegie Mellon Uni-
versity, 1981). Dissertation Abstracts International , 45 (06B), 1941.
195 See n185, Lee (1989b).
196 Roese, N. J., & Sherman, J. W. (2007). Expectancy. In A. W. Kruglanski & E. T. Higgins (Eds.), Social
psychology: Handbook of basic principles (2nd ed., pp. 91–115). New York: The Guilford Press.
197 Karniol, R. (2003). Egocentrism versus protocentrism: The status of self in social prediction. Psychological
Review , 110 (3), 564–580.
198 See n9, Brucks (1985).
Kardash, C. A., Royer, J. M., & Greene, B. A. (1988). Effects of schemata on both encoding and retrieval
of information from prose. Journal of Educational Psychology , 80 (3), 324–329.
199 See n12, Johnson (1988a).
See n9, Johnson & Russo (1984).