Persuasive Communication - How Audiences Decide. 2nd Edition

(Marvins-Underground-K-12) #1

242 Understanding Intuitive Decision Making


Tversky, A., & Kahneman, D. (1988). Rational choice and the framing of decisions. In D. E. Bell, H.
Raiffa & A. Tversky (Eds.), Decision making: Descriptive, normative, and prescriptive interactions (pp. 167–192).
New York: Cambridge University Press.
12 See n7.
13 Camerer, C. F., & Johnson, E. J. (1991). The process-performance paradox in expert judgment: How can
experts know so much and predict so badly? In K. A. Ericsson & J. Smith (Eds.), Toward a general theory
of expertise: Prospects and limits (pp. 195–217). New York: Cambridge University Press.
Frederick, S. (2002). Automated choice heuristics. In T. Gilovich, D. Griffin & D. Kahneman (Eds.), Heuristics
and biases: The psychology of intuitive judgment (pp. 548–558). New York: Cambridge University Press.
14 Cohen, M. S. (1993). The naturalistic basis of decision biases. In G. A. Klein, J. Orasanu, R. Calderwood &
C. E. Zsambok (Eds.), Decision making in action: Models and methods (pp. 51–99). Norwood, NJ: Ablex.
Keren, G. (1987). Facing uncertainty in the game of bridge: A calibration study. Organizational Behavior
and Human Decision Processes , 39 (1), 98–114.
Shanteau, J. (1989). Cognitive heuristics and biases in behavioral auditing: Review, comments, and obser-
vations. Accounting, Organizations and Society , 14 (1–2), 165–177.
15 Bornstein, B. H., Emler, A. C., & Chapman, G. B. (1999). Rationality in medical treatment decisions: Is
there a sunk-cost effect? Social Sciences & Medicine, 49 (2), 215–222.
16 Smith, J. F., & Kida, T. (1991). Heuristics and biases: Expertise and task realism in auditing. Psychological
Bulletin , 109 (3), 472–489.
17 Khatri, N., & Ng, H. A. (2000). The role of intuition in strategic decision making. Human Relations , 53 (1), 57–86.
Trönnberg, C. C., & Hemlin, S. (2014). Lending decision making in banks: A critical incident study of
loan officers. European Management Journal , 32 (2), 362–372.
18 Guthrie, C., Rachlinski, J. J., & Wistrich, A. J. (2001). Inside the judicial mind. Cornell Law Review , 86 ,
777–830.
Rachlinski, J. J., Guthrie, C., & Wistrich, A. J. (2006). Inside the bankruptcy Judge’s mind. Boston Uni-
versity Law Review , 86 , 1227–1265.
19 Castellan, N. J. (Ed.). (1993). Individual and group decision making: Current issues. Hillsdale, NJ: Lawrence
Erlbaum.
Kerr, N. L., MacCoun, R. J., & Kramer, G. P. (1996). “When are N heads better (or worse) than one?”:
Biased judgment in individuals versus groups. In E. H. Witte & J. H. Davis (Eds.), Understanding group
behavior, vol. 1: Consensual action by small groups (pp. 105–136). Hillsdale, NJ: Lawrence Erlbaum.
20 Hinsz, V. B., Tindale, R. S., & Nagao, D. H. (2008). Accentuation of information processes and biases in
group judgments integrating base-rate and case-specific information. Journal of Experimental Social Psy-
chology , 44 (1), 116–126.
21 Buehler, R., Messervey, D., & Griffin, D. (2005). Collaborative planning and prediction: Does group dis-
cussion affect optimistic biases in time estimation? Organizational Behavior and Human Decision Processes ,
97 (1), 47–63.
Buehler, R., Griffin, D., & Peetz, J. (2010). The planning fallacy: Cognitive, motivational, and social ori-
gins. Advances in Experimental Social Psychology , 43 , 1–62.
22 Sniezek, J. A., & Henry, R. A. (1989). Accuracy and confidence in group judgment. Organizational Behav-
ior and Human Decision Processes , 43 (1), 1–28.
23 Smith, C. M., Tindale, R. S., & Steiner, L. (1998). Investment decisions by individuals and groups in “sunk
cost” situations: The potential impact of shared representations. Group Processes & Intergroup Relations , 1 (2),
175–189.
24 Cheng, P. Y., & Chiou, W. B. (2008). Framing effects in group investment decision making: The role of
group polarization. Psychological Reports , 102 (1), 283–292.
Paese, P. W., Bieser, M., & Tubbs, M. E. (1993). Framing effects and choice shifts in group decision mak-
ing. Organizational Behavior and Human Decision Processes , 56 (1), 149–165.
25 See n11, Tversky & Kahneman (1981).
26 Tindale, R. S., Sheffey, S., & Scott, L. A. (1993). Framing and group decision-making: Do cognitive
changes parallel preference changes? Organizational Behavior and Human Decision Processes , 55 (3), 470–485.
27 Stasser, G., & Dietz-Uhler, B. (2002). Collective choice, judgment, and problem solving. In M. A. Hogg &
S. Tindale (Eds.), Blackwell handbook of social psychology: Group processes , (Vol. 3, pp. 31–55). Hoboken, NJ:
Wiley-Blackwell.
28 Friedkin, N. E. (1999). Choice shift and group polarization. American Sociological Review , 64 (6), 856–875.
Zuber, J. A., Crott, H. W., & Werner, J. (1992). Choice shift and group polarization: An analysis of the
status of arguments and social decision schemes. Journal of Personality and Social Psychology , 62 (1), 50–61.
Free download pdf