460 Index
inhibition of by emotional appraisals 325; and
person perception 280–1; targeted versus general
search 123–5
information acquisition-related heuristics and biases
231–6
information integration 103, 105, 128–31; aids to
177–82; compensatory versus noncompensatory
choice rules 28, 128, 129–31, 180, 236, 282;
constraints on the use of compensatory rules
130–1; conversion of cardinal numbers into
scale values 129; elimination of irrelevant and
inconsistent information 180–2, 181 ; inhibition
of, by emotional appraisals 325; and person
perception 281–3; stages of 128, 129
information integration-related heuristics and biases
236–40
information overload 177, 178
information-processing approach 105–7, 106
information theory 5
inspirational appeals 326
inspirational speeches 72, 73; examples of 73–4, 329
instruction manuals 123, 150, 153, 154, 163,
170, 171
instructions, examples of 173–4
insufficient-adjustment bias 231–3
insular cortex 275, 323, 332
insurance policies 26, 165
intelligence analysts 170
interest groups 92, 93
intonation, speakers’ 117, 152, 156, 162, 270, 284
introductions 72
intuitive mode: comparison with rational decisions
208–9, 208 ; see also biases; heuristics
investment decisions 74–8, 76–7
investors 8, 11–15, 16, 22, 23, 24, 27, 28, 62, 76–7,
170, 172 , 178, 181 , 214, 220, 226, 232, 233,
315, 330
invoices 58; examples of 167–8; expert’s comments
on 167
irrelevant information, elimination of 180–1, 181
issue selling 9
italic 149, 153
Janis, Irving 211
job advertisements 68, 69
job applicants/job seekers 68, 69, 155, 156, 157, 216,
219, 224, 262, 263, 337, 338; and confirmation bias
235; evaluation of by recruiters and benchmarks
used 264, 267, 268–9; and likeability bias 285;
nonverbal behaviors 262; and parallelism 159;
personality traits of 282; rating of résumés 9;
responses to applications by employers 60–8;
responses to recruiting efforts by 68–9
job descriptions and advertisements 68
job interviews 60–2, 268–9; and confirmation bias
234; nonverbal behaviors in 262, 263, 268, 269,
283, 285; see also job applicants; recruiters
Johnson, Marcia 121
joint attention 277
Joseph, Chief, Surrender Speech 328, 329
judges/magistrates 210, 236
jurors 8, 9, 215, 219, 220, 221, 224, 230, 231, 232,
234, 238, 269, 270, 277, 282, 283, 284, 285, 313,
314, 315, 329, 330, 335, 337
Just, Marcel 115
justified margins 151Kahneman, Daniel 194, 177
Kennedy, John F., presidential debate 261
Kahneman, Daniel 208, 221Langacker, Ronald 166
language effects, vivid 215
layout 154, 171–2
leader schemata 265–8, 286
leaders: and audience goals and values 72–3, 317;
criteria for choosing and evaluating 6, 72–3,
92, 265–8, 286; eliciting emotions from their
audiences 312, 333; identification of, by nonverbal
behaviors 266–7; and imagination bias 233;
influence of, on policy decisions 91; and rallying
decisions 47, 72–3; salience of 220, 278; speeches
of 73–4, 329
leading 150
Leavitt, Harold 220
legends/keys 164
legibility effects 212–13
lending decisions 74, 78–9
letters of engagement 61
letters of recommendation 61
letters to the editor 47
lexical access 107, 109
lexicographic rule 130, 236
Lexile readability formula 158
Lieberman, Matthew 208
likeability bias 285
limited option bias 239–40
Lincoln, Abraham: Gettysburg Address 73–4, 327;
Letter to General McClellan 51-2
linear models: versus expert audiences 27, 28, 29
line of credit applications 78
line of credit proposals 88
linguistic cues, and social status 284
loan agreement forms: story about 145; example
of 146–7
loan application forms 89, 175, 283; example of 90
loan recommendations 78
Loewenstein, George 223
long-term memory 19
lower-case letters 149
lying: verbal and visual cues 227; 269–70;
vocal cues 270majority-of-confirming-dimensions rule 130, 282
majority/plurality rule 22, 29
managers/supervisors 7, 58, 59–60, 61, 75, 84, 85,
86 , 176, 180, 210, 215, 226, 231, 264, 266,
269, 285