Heuristics and Biases in Audience Decision Making 253236 Markman, A. B., & Moreau, C. P. (2001). Analogy and analogical comparison in choice. In D. Gentner,
K. J. Holyoak & B. N. Kokinov (Eds.), The analogical mind: Perspectives from cognitive science (pp. 363–399).
Cambridge, MA: The MIT Press.
Sopory, P., & Dillard, J. P. (2002). The persuasive effects of metaphor: A meta-analysis. Human Communica-
tion Research , 28 (3), 382–419.
237 Gregan-Paxton, J., & Roedder, J. D. (1997). Consumer learning by analogy: A model of internal knowl-
edge transfer. Journal of Consumer Research , 24 (3), 266–284.
238 Blanchette, I., & Dunbar, K. (2000). How analogies are generated: The roles of structural and superficial
similarity. Memory & Cognition , 28 (1), 108–124.
239 Holyoak, K. J., & Simon, D. (1999). Bidirectional reasoning in decision making by constraint satisfaction.
Journal of Experimental Psychology: General , 128 (1), 3–31.
Holyoak, K. J., & Thagard, P. (1995). Mental leaps: Analogy in creative thought. Cambridge, MA: The MIT
Press.
240 Gregan-Paxton, J., & Cote, J. (2000). How do investors make predictions? Insights from analogical rea-
soning research. Journal of Behavioral Decision Making , 13 (3), 307–327.
241 Chi, M. T. H., & Ohlsson, S. (2005). Complex declarative learning. In K. J. Holyoak & R. G. Morrison
(Eds.), The Cambridge handbook of thinking and reasoning (pp. 371–399). Cambridge, UK: Cambridge Uni-
versity Press.
Gentner, D., & Forbus, K. D. (1991). MAC/FAC: A model of similarity-based access and mapping. In K. J.
Hammond & D. Gentner (Eds.), Proceedings of the thirteenth annual conference of the cognitive science society
(pp. 504–509). Hillsdale, NJ: Erlbaum.
Holland, J. H., Holyoak, K. J., Nisbett, R. E., & Thagard, P. R. (1993). Deductive reasoning. In A. I. Gold-
man (Ed.), Readings in philosophy and cognitive science (pp. 23–41). Cambridge, MA: The MIT Press.
242 Azar, P. G. (1994). Learning new-to-the-world products (cognitive processing, analogy) (Doctoral dis-
sertation, Northwestern University, 1994). Dissertation Abstracts International , 56 (03A), 1028.
243 Moreau, C. P., Markman, A. B., & Lehmann, D. R. (2001). What is it? Categorization flexibility and
consumers’ responses to really new products. Journal of Consumer Research , 27 (4), 489–498.
244 Gilovich, T. (1981). Seeing the past in the present: The effect of associations to familiar events on judg-
ments and decisions. Journal of Personality and Social Psychology , 40 (5), 797–808.
245 See n238, Blanchette & Dunbar (2000).
Blanchette, I., & Dunbar, K. (2002). Representational change and analogy: How analogical L infer-
ences alter target representations. Journal of Experimental Psychology: Learning, Memory, and Cognition , 28 (4),
672–685.
246 May, E. R. (1973). “Lessons” of the past. New York: Oxford University Press.
247 Khong, Y. F. (1992). Analogies at war. Princeton, NJ: Princeton University Press.
248 Glad, B., & Taber, C. S. (1990). Images, learning, and the decision to use force: The domino theory of the
United States. In B. Glad (Ed.), Psychological dimensions of war (pp. 56–81). Thousand Oaks, CA: Sage.
249 See n247, Khong (1992).
250 Shimko, K. L. (1994). Metaphors and foreign policy decision making. Political Psychology , 15 (4), 655–671.
251 Druckman, J. N. (2001b). Using credible advice to overcome framing effects. Journal of Law, Economics &
Organization , 17 , 62–82.
252 Bizer, G. Y., & Krosnick, J. A. (2001). Exploring the structure of strength-related attitude features: The
relation between attitude importance and attitude accessibility. Journal of Personality and Social Psychology ,
81 (4), 566–586.
Wagenaar, W. A., Keren, G., & Lichtenstein, S. (1988). Islanders and hostages: Deep and surface structures
of decision problems. Acta Psychologica , 67 , 175–189.
253 Messick, D. M., & Sentis, K. P. (1985). Estimating social and nonsocial utility functions from ordinal data.
European Journal of Social Psychology , 15 (4), 389–399.
254 Diekmann, K. A., Samuels, S. M., Ross, L., & Bazerman, M. H. (1997). Self-interest and fairness in prob-
lems of resource allocation: Allocators versus recipients. Journal of Personality and Social Psychology , 72 (5),
1061–1074.
255 Cloyd, C. B., & Spilker, B. (1999). The influence of client preferences on tax professionals’ search for
judicial precedents, subsequent judgments, and recommendations. The Accounting Review , 74 , 299–322.
256 Arkin, R. M., Appelman, A. J., & Burger, J. M. (1980). Social anxiety, self-presentation, and the self-
serving bias in causal attribution. Journal of Personality and Social Psychology , 38 (1), 23–35.
Arkin, R. M., Cooper, H. M., & Kolditz, T. A. (1980). A statistical review of the literature concerning the
self-serving attribution bias in interpersonal influence situations. Journal of Personality , 48 (4), 435–448.