Index 461manufacturers 8
margins, justified and unjustified 151
marketing plans 49, 51; story about 207
Mather, Jane 223
matrix format 175, 238
media interviews 69
medial prefrontal cortex (mPFC) 19, 108 , 119, 280,
323, 332
medical professionals (including physicians,
residents, surgeons, nurses, psychologists,
clinicians, radiologists, pharmacists) 8, 21, 24, 27,
123, 130, 210, 225, 227, 234, 239, 333
meetings: common knowledge effect in 235–6;
policy 91; salience of individuals in 220–1; see also
groups
mental models 19; shared 22, 26–7, 211; see also
schemata; shared schemata
mere exposure effect 214
mere quantity effect 237–8
metacognition 212
metaphors, as emotional intensifiers 331
military officers and personnel 4, 6, 20, 24, 58
mimicking 278, 286, 333
mirror system 278
missing information 18, 19, 177, 179, 233
Mitchell, Andrew 105
moods 312; triggering of by unrelated events 334–5
multi-attribute decision making 119, 125, 129
multi-attribute utility model/theory (MAUT) 10,
27, 176
multiple regression analysis 27
musicians 216
narratives: appeal of 223–4; as emotional
intensifiers 331
negative information, impact of 219, 282
negative words 161
negativity bias 219
New Dale-Chall readability formula 158
Newell, Allen 105
newspaper readers 23, 25, 109, 110 , 113, 149, 154,
171, 227, 337
Nixon, Richard: presidential debate 261
noncompensatory 28, 128, 129–31, 179, 236, 237,
282, 325
nonverbal behaviors: aiding of listeners’
comprehension by 162–3; consistency across
situations of 273; and emotional responses to
leaders 333; evaluation of speakers by 227; 263,
269, 270; evaluation of job applicants by 262,
263, 268, 269; expressive 156–7; identification
of leaders by 267, 268; and lending decisions
78; and likeability bias 285; and lying 269, 270;
and perception of emotions 274, 275, 276; and
perception of personality traits 271, 273, 274; and
similarity bias 286; and “thin slices” 273, 274
normative rules of decision making 27–8
norm violation, appraisal of 321, 322
nouns, animate/inanimate 151
novice audiences: and benchmarks 23; consequences
of less-well developed decision schemata 24–5;
Consumer Reports as source of instant expertise
25, 26; decision criteria 23, 24; decision schemata
of 23–6; differences between expert audiences
and 23; and emotional forms of decision making
24; and schema activation 165; searching for
information 24, 25
numeracy effect 214
numeric form, and information integration 179occupation schemata 265
Ohlsson, Stellan 119
omission neglect 233
operating reviews 51; transcript of 17–18
orbital prefrontal cortex 108 , 228
organizational policy decisions 91–4
organizational politics 84, 91
orienting response 319, 321, 323
outlier effects 219
oversight decisions 50, 50–7, 53–4paragraphs 238; repetition of concepts within 162;
topic sentences at the beginning of 165
parahippocampal place area 111
parallelism, and sentence-level comprehension
159–60, 159
parole officers 20
passive voice sentences 161
past decisions, appeal of 240
patients, health care 10, 16, 26, 62, 129, 166, 221,
285, 315, 326
pep talks 72; story about 46–7
perception 103, 107–12; aids to 148–52; of emotions
274–7, 274 ; of images and graphs 111–12, 111 ,
112 , 152; person (see person perception); of speech
110–11, 151; of text 107–9, 110
perception-related heuristics and biases 211–14
perceptual fluency heuristic 211–12, 212
performance appraisals/performance reviews 61,
180, 222, 285
perisylvian region 108 , 116
personality traits 261, 262, 264, 265, 266, 268, 271,
273, 274, 279–80
personally relevant information 154–5
person perception 261–87; activation of role schemata
280; and attention 277–9; biases in 283–7; cognitive
processes in 270–81, 272 ; impact of, on decision
making 262–3; role schemata of expert audiences
263–5; types of role schemata 265–70
persuasive documents: successful examples of 14–15,
60, 65–6, 67–8, 82, 168; unsuccessful examples of
11–13, 59, 64–5, 66–7, 71–2, 81, 87–8, 167
persuasive slide presentations: successful examples of
55–7, 218; unsuccessful examples of 217
persuasive speeches and presentations, stories of
3–4, 207
phonemes 110, 151, 152
photographs, aiding of sentence comprehension 163