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Naïve theories about persuasion : implications for information processing and consumer attitude change

Briñol, Pablo; Rucker, Derek D.; Petty, Richard E. - In: International journal of advertising : the quarterly … 34 (2015) 1, pp. 85-106

Persistent link: https://www.econbiz.de/10011298745

Bringing (contingent) loss aversion down to earth : a comment on Gal & Rucker's rejection of "losses loom larger than gains"

Simonson, Itamar; Kivetz, Ran - In: Journal of consumer psychology : JCP : the official … 28 (2018) 3, pp. 517-522

Persistent link: https://www.econbiz.de/10011917328

The effect of regulatory depletion on attitude certainty

Wan, Echo Wen; Rucker, Derek D.; Tormala, Zakary L.; … - In: Journal of marketing research : JMR 47 (2010) 3, pp. 531-541

Persistent link: https://www.econbiz.de/10003983876

Power and action orientation : power as a catalyst for consumer switching behavior

Jiang, Yuwei; Zhan, Lingjing; Rucker, Derek D. - In: Journal of consumer research : JCR ; an … 41 (2014/15) 1, pp. 183-196

Persistent link: https://www.econbiz.de/10010380993

Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma : how a choice of first offers increases economic and relational outcomes

Leonardelli, Geoffrey J.; Gu, Jun; McRuer, Geordie; … - In: Organizational behavior and human decision processes : … 152 (2019), pp. 64-83

Persistent link: https://www.econbiz.de/10012103191

Power and overconfident decision-making

Fast, Nathanael J.; Sivanathan, Niro; Mayer, Nicole D.; … - In: Organizational behavior and human decision processes : … 117 (2012) 2, pp. 249-260

Persistent link: https://www.econbiz.de/10009507159

The strategic samaritan : how effectiveness and proximity affect corporate responses to external crises

Jordan, Jennifer; Diermeier, Daniel A.; Galinsky, Adam D. - In: Business ethics quarterly : the journal of the Society … 22 (2012) 4, pp. 621-648

Persistent link: https://www.econbiz.de/10009659922

When the economics of a decision matters more than the psychology of the decision : understanding the economic significance of auction fever

McCarter, Matthew W.; Winn, Abel M.; Galinsky, Adam D. - 2013

Persistent link: https://www.econbiz.de/10009783192

Power and Overconfidence

Sivanathan, Niro; Galinsky, Adam D. - 2008

A large body of research suggests that many high-stakes decisions made by powerful organizational actors are plagued by overconfidence (Hayward & Hanbrick, 1997; Zajac & Bazerman, 1991). Extant research on power has demonstrated that the sense of power has wide-ranging psychological consequences...

Persistent link: https://www.econbiz.de/10014219832