Persuasive Communication - How Audiences Decide. 2nd Edition

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144 Understanding Rational Decision Making


241 See n232.
242 See n98, Payne et al. (1993).


Tversky, A. (1972). Elimination by aspects: A theory of choice. Psychological Review , 79 (4), 281–299.
See n224, Wallsten (1980).
243 See n242, Tversky (1972).


Tversky, A., & Sattath, S. (1979). Preference trees. Psychological Review , 86 (6), 542–573.
244 Olsen, R. A. (2002). Professional investors as naturalistic decision makers: Evidence and market implica-
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245 Johnson, E. J. (1979). Deciding how to decide: The effort of making a decision. Unpublished manuscript, Uni-
versity of Chicago, Chicago, IL.
246 Russo, J. E., & Dosher, B. A. (1980). Cognitive effort and strategy selection in binary choice. Chicago, IL: Center
for Decision Research, Graduate School of Business, University of Chicago.
247 See n203, Payne (1976).
248 Chinburapa, V. (1991). Physician prescribing decisions: The effects of situational involvement and task
complexity on information acquisition and decision making (Doctoral dissertation, The University of
Arizona, 1991). Dissertation Abstracts International , 52 (04B), 1975.
249 Johnson, E. J., Meyer, R. J., & Ghose, S. (1989). When choice models fail: Compensatory models in
negatively correlated environments. Journal of Marketing Research , 26 (3), 255–270.
Klayman, J. (1985). Children’s decision strategies and their adaptation to task characteristics. Organiza-
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Onken, J., Hastie, R., & Revelle, W. (1985). Individual differences in the use of simplification strategies
in a complex decision-making task. Journal of Experimental Psychology: Human Perception and Performance ,
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250 Pfeffer, M. G. (1987). Venture capital investment and protocol analysis (Doctoral dissertation, University
of North Texas, 1987). Dissertation Abstracts International , 49 (01A), 112.
251 Kercsmar, J. (1985). Individual investors’ information choice, information processing, and judgment
behavior: A process-tracing study of the verbal protocols associated with stock selection (Doctoral dis-
sertation, University of Houston, University Park, 1985). Dissertation Abstracts International , 46 (09A), 2740.
252 LeBlanc, R. P. (1981). Organizational purchase decision making: Information-processing strategies and
evoked sets of qualified suppliers (Doctoral dissertation, The University of Arizona, 1981). Dissertation
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253 Biehal, G., & Chakravarti, D. (1986). Consumers’ use of memory and external information in choice:
Macro and micro perspectives. Journal of Consumer Research , 12 (4), 382–405.
254 Lussier, D. A., & Olshavsky, R. W. (1979). Task complexity and contingent processing in brand choice.
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See n217, Svenson (1974).
255 See n254, Lussier & Olshavsky (1979).
256 Bettman, J. R., & Park, C. W. (1980). Effects of prior knowledge and experience and phase of the choice
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257 Peterson, K. (1984). An investigation of consumer patronage/shopping decision-making behavior using
an information processing approach (Doctoral dissertation, The University of Wisconsin, Madison, 1984).
Dissertation Abstracts International , 45.
258 Biggs, S. F., Bedard, J. C., Gaber, B. G., & Linsmeier, T. J. ( 1985 ). The effects of task size and similarity on
the decision behavior of bank loan officers. Management Science , 31 (8), 970–987.
Sundström, G.A. (1987). Information search and decision making: The effects of information displays.
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259 See n254, Lussier & Olshavsky (1979).


van Raaij, W. F. (1976). Direct monitoring of consumer information processing by eye movement recorder. Unpub-
lished paper, Tilburg University, Tilburg, Netherlands.
260 Wright, P. (1974). The use of phased, noncompensatory strategies in decisions between multi-attribute products
(Research Paper 223). Stanford, CA: Graduate School of Business, Stanford University.

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