Persuasive Communication - How Audiences Decide. 2nd Edition

(Marvins-Underground-K-12) #1
Audience Decision-Making Expertise 43

215 Rosen, D. L., & Olshavsky, R. W. (1987). A protocol analysis of brand choice strategies involving recom-
mendations. Journal of Consumer Research , 14 (3), 440–444.
216 Yates, J. F., Veinott, E. S., & Patalano, A. L. (2003). Hard decisions, bad decisions: On decision quality
and decision aiding. In S. L. Schneider & J. Shanteau (Eds.), Emerging perspectives on judgment and decision
research (pp. 13–63). Cambridge, UK: Cambridge University Press.
217 See n207, Swaney et al. (1991).
218 Cameron, L. D., & Leventhal, H. (2003). The self-regulation of health and illness behavior. London: Routledge.
219 Whiskey, E., & Taylor, D. (2005). Evaluation of an antipsychotic information sheet for patients. Interna-
tional Journal of Psychiatry in Clinical Practice , 9 (4), 264–270.
220 See n79, Bettman & Sujan (1987).
221 Georgiadis, D. R., Mazzuchi, T. A., & Sarkani, S. (2013). Using multi criteria decision making in analysis
of alternatives for selection of enabling technology. Systems Engineering , 16 (3), 287–303.
222 Dalal, R. S., & Bonaccio, S. (2010). What types of advice do decision-makers prefer? Organizational Behav-
ior and Human Decision Processes , 112 (1), 11–23.
223 Sanbonmatsu, D. M., Kardes, F. R., Houghton, D. C., Ho, E. A., & Posavac, S. S. (2003). Overestimating the
importance of the given information in multiattribute consumer judgment. Journal of Consumer Psychol-
ogy , 13 (3), 289–300.
224 Whittler, T. E. (1994). Eliciting consumer choice heuristics: Sales representatives’ persuasion strategies.
Journal of Personal Selling & Sales Management , 14 (4), 41–53.
225 Cannon-Bowers, J. A., & Salas, E. (2001). Reflections on shared cognition. Journal of Organizational Behav-
ior , 22 (2), 195–202.


Gutwin, C., & Greenberg, S. (2004). The importance of awareness for team cognition in distributed
collaboration. In E. Salas & S. M. Fiore (Eds.), Team cognition: Understanding the factors that drive process and
performance (pp. 177–201). Washington, DC: American Psychological Association.
226 Eccles, D. W., & Tenenbaum, G. (2004). Why an expert team is more than a team of experts: A social-
cognitive conceptualization of team coordination and communication in sport. Journal of Sport & Exercise
Psychology , 26 (4), 542–560.
Espinosa, J. A., & Carley, K. M. (2001). Measuring team mental models. Paper presented at the Academy of
Management Conference Organizational Communication and Information Systems Division, Washing-
ton, DC.
Kraiger, K., & Wenzel, L. H. (1997). Conceptual development and empirical evaluation of measures of
shared mental models as indicators of team effectiveness. In M. T. Brannick, E. Salas & C. Prince (Eds.),
Team performance assessment and measurement: Theory, methods, and applications (pp. 63–84). Mahwah, NJ:
Lawrence Erlbaum.
227 See n4, Levine et al. (1993).
228 Waller, M. J., Gupta, N., & Giambatista, R. C. (2004). Effects of adaptive behaviors and shared mental
models on control crew performance. Management Science , 50 (11), 1534–1544.
229 See n120.
230 Murase, T., Carter, D. R., DeChurch, L. A., & Marks, M. A. (2014). Mind the gap: The role of leadership
in multiteam system collective cognition. The Leadership Quarterly , 25 (5), 972–986.


Marks, M. A., Zaccaro, S. J., & Mathieu, J. E. (2000). Performance implications of leader briefings and
team-interaction training for team adaptation to novel environments. Journal of Applied Psychology , 85 (6),
971–986.
231 Andres, H. P. (2011). Shared mental model development during technology-mediated collaboration.
International Journal of E-Collaboration , 7 (3), 14–30.
232 Jo, I. (2011). Effects of role division, interaction, and shared mental model on team performance in
project-based learning environment. Asia Pacific Education Review , 12 (2), 301–310.
Gross, N., & Kluge, A. (2014). Predictors of knowledge-sharing behavior for teams in extreme environ-
ments: An example from the steel industry. Journal of Cognitive Engineering and Decision Making , 8 (4),
352–373.
233 Crespin, T. R. (1997). Cognitive convergence in developing groups: The role of sociocognitive elabora-
tion. Dissertation Abstracts International: Section B: The Sciences and Engineering , 57 (7-B), 4758.
234 McIntyre, R. M., & Salas, E. (1995). Measuring and managing for team performance: Emerging principles
from complex environments. In R. A. Guzzo & E. Salas (Eds.), Team effectiveness and decision making in
organizations (pp. 9–45). San Francisco: Jossey-Bass.
235 Mohammed, S., & Dumville, B. C. (2001). Team mental models in a team knowledge framework: Expand-
ing theory and measurement across disciplinary boundaries. Journal of Organizational Behavior , 22 (2),
89–106.

Free download pdf