Person Perception in Audience Decision Making 303300 Reingen, P. H., & Kernan, J. B. (1993). Social perception and interpersonal influence: Some consequences
of the physical attractiveness stereotype in a personal selling setting. Journal of Consumer Psychology , 2 (1),
25–38.
301 Gueguen, N., Legoherel, P., & Jacob, C. (2003). Solicitation of participation in an investigation by e-mail:
Effect of the social presence of the physical attraction of the petitioner on the response rate. Canadian
Journal of Behavioural Science , 35 (2), 84–96.
302 Chaiken, S. (1979). Communicator physical attractiveness and persuasion. Journal of Personality and Social
Psychology , 37 (8), 1387.
303 Kassin, S. M. (1983). Deposition testimony and the surrogate witness: Evidence for a “messenger effect”
in persuasion. Personality and Social Psychology Bulletin , 9 (2), 281–288.
304 See n300, Reingen & Kernan (1993).
See also Landry, C. E., Lange, A., List, J. A., Price, M. K., & Rupp, N. G. (2006). Toward an understanding
of the economics of charity: Evidence from a field experiment. Quarterly Journal of Economics , 121 (2),
747–782.
305 Pallak, S. R., Murroni, E., & Koch, J. (1983). Communicator attractiveness and expertise, emotional versus
rational appeals, and persuasion: A heuristic versus systematic processing interpretation. Social Cognition ,
2 (2), 122–141.
306 Bertrand, M., Karlin, D., Mullainathan, S., Shafir, E., & Zinman, J. (2010). What’s advertising content
worth? Evidence from a consumer credit marketing field experiment. Quarterly Journal of Economics, 125 (1),
263–306.
307 Cunningham, M. R. (1986). Measuring the physical in physical attractiveness: Quasi-experiments on the
sociobiology of female facial beauty. Journal of Personality and Social Psychology , 50 (5), 925–935.
See n71, Cunningham et al. (1990).
308 Griffin, A. M., & Langlois, J. H. (2006). Stereotype directionality and attractiveness stereotyping: Is beauty
good or is ugly bad? Social Cognition , 24 (2), 187.
309 Budesheim, T. L., & DePaola, S. J. (1994). Beauty or the beast? The effects of appearance, personality, and
issue information on evaluations of political candidates. Personality and Social Psychology Bulletin , 20 (4),
339–348.
310 Mack, D., & Rainey, D. (1990). Female applicants’ grooming and personnel selection. Journal of Social
Behavior and Personality , 5 (5), 399–407.
311 Sigall, H., & Ostrove, N. (1975). Beautiful but dangerous: Effects of offender attractiveness and nature of
the crime on juridic judgment. Journal of Personality and Social Psychology , 31 (3), 410–414.
312 Mazzella, R., & Feingold, A. (1994). The effects of physical attractiveness, race, socioeconomic status, and
gender of defendants and victims on judgments of mock jurors: A meta-analysis. Journal of Applied Social
Psychology , 24 (5), 1315–1344.
313 Dubois, M., & Pansu, P. (2004). Facial attractiveness, applicants’ qualifications, and judges’ expertise about
decisions in pre-selective recruitment. Psychological Reports , 95 (3f), 1129–1134.
314 Hamermesh, D. S., & Parker, A. (2005). Beauty in the classroom: Instructors’ pulchritude and putative
pedagogical productivity. Economics of Education Review , 24 (4), 369–376.
315 Frieze, I. H., Olson, J. E., & Russell, J. (1991). Attractiveness and income for men and women in manage-
ment. Journal of Applied Social Psychology , 21 (13), 1039–1057.
316 See n287, Nagy (1981).
317 Levine, L. R., Bluni, T. D., & Hochman, S. H. (1998). Attire and charitable behavior. Psychological Reports ,
83 (1), 15–18.
Pascual, A., Guéguen, N., Pujos, S., & Felonneau, M. L. (2013). Foot-in-the-door and problematic requests:
A field experiment. Social Influence , 8 (1), 46–53.
318 Segrin, C. (1993). The effects of nonverbal behavior on outcomes of compliance gaining attempts. Com-
munication Studies , 44 , 169–187.
319 See n102, Blankenship & Holtgraves (2005).
320 Bourhis, R. Y., & Giles, H. (1976). The language of co-operation in Wales: A field study. Language Sciences ,
42 , 13–16.
321 Sparks, J. R., & Areni, C. S. (2002). The effects of sales presentation quality and initial perceptions on
persuasion: A multiple role perspective. Journal of Business Research , 55 (6), 517–528.
322 Fielding, G., & Evered, C. (1978). An exploratory experimental study of the influence of patients’ social
background upon diagnostic process and outcome. Psychiatria Clinica , 11 (2), 61–86.
323 Seggre, I. (1983). Attribution of guilt as a function of ethnic accent and type of crime. Journal of Multi-
lingual and Multicultural Development , 4 , 197–206.