,

References

Chapter 1

p. 12 “Recent research by Dr. Sue Johnson, distinguished research professor at Alliant University in San Diego, California … has shown that couples that last fulfill one another’s basic needs for attachment including closeness, security, and connection.”: Sue Johnson, Hold Me Tight: Seven Conversations for a Lifetime of Love, New York: Little, Brown and Company, 2008.

p. 17 “I love the dialogue that Michael Port describes in Book Yourself Solid.”: Michael Port, Book Yourself Solid, Hoboken, NJ: Wiley, 2010.

p. 18 “A 2011 Psychology Today article stated that women prefer sitting directly across from people, whereas men prefer to sit at an angle.”: Kaja Perina, “Secrets of Special Agents,” Psychology Today, Jan/Feb 2011, 56–63, 86.

Chapter 2

p. 22 “In 2007, Massachusetts Institute of Technology researchers Timothy J. Buschman and Earl K. Miller trained monkeys to complete attention tasks on computers while their brain activity was monitored.”: Timothy J. Buschman and Earl K. Miller, “Top-Down Versus Bottom-Up Control of Attention in the Prefrontal and Posterior Parietal Cortices,” Science, 30, 2007, 1860–1862.

p. 23 “A 2004 study of 1,363 print advertisement with 3,600 consumers investigated whether a business’s brand, use of pictures, or text best captured attention.”: Rik Pieters and Michel Wedel, “Attention Capture and Transfer in Advertising: Brand, Pictorial, and Text-Size Effects,” Journal of Marketing, 68, No. 2, 2004, 36–50.

p. 24 “A study by Florida State University researchers published as Can’t Take My Eyes off You confirmed that our attention tends to become glued to people who we find attractive.”: Jon K. Maner, Matthew T. Gailliot, D. Aaron Rouby, and Saul L. Miller, “Can’t Take My Eyes off You: Attentional Adhesion to Mates and Rivals,” Journal of Personality and Social Psychology, Psychological Association, 93, No. 3, 2007, 389–401.

p. 24 “Research conducted by Dustin Wood and Claudia Brumbaugh suggests that there tends to be a greater consensus among men than among women about what they view as physically attractive in the opposite sex.”: Justin Wood and Claudia C. Brumbaugh, “Using Revealed Mate Preferences to Evaluate Market Force and Differential Preference Explanations for Mate Selection,” Journal of Personality and Social Psychology, 96, 2009, 1226–1244.

p. 25 “In one study, 200 undergraduate students rated two measures of attraction: how much they would like a stranger and how much they would enjoy working with that person.”: Hilda Mayer Buckley, “Attraction Toward a Stranger as a Linear Function of Similarity in Dress,” Family and Consumer Sciences Research Journal, 12, 1983, 25–34.

p. 28 “One study by professors in Italy showed that varying color, form, and luminance (or brightness) is effective at capturing attention.”: Massimo Turatto and Giovanni Galfano, “Color, Form and Luminance Capture Attention in Visual Search,” Vision Research, 40, No. 13, 2000, 1639–1643.

p. 30 “Across research studies, two factors have emerged as consistently reliable ways to get attention, and a recent study showed that their power remains even when people’s attention is engaged elsewhere: The person’s name, a smiley face icon[.]”: Arien Mack, Zissis Pappas, Michael Silverman, and Robin Gay, “What We See: Inattention and the Capture of Attention by Meaning,” Consciousness and Cognition, 11, No. 4, 2002, 488–506.

p. 35 “In one study, three patients who had strokes (in the right parietal part of their brain) showed a greater ability to remember faces with strong emotional expressions, including happy or angry, than faces with neutral expressions.”: Patrik Vuilleumier and Sophie Schwartz, “Emotional Facial Expressions Capture Attention,” Neurology, 56, No. 2, 2001, 153–158.

Chapter 3

p. 37 “In a study of advertisements on Dutch television over the course of a decade, researchers found that commercials that viewers rated as less likeable produced less effective results.”: Edith G. Smit, Lex van Meurs, and Peter C. Neijens, “Effects of Advertising Likeability: A 10-Year Perspective,” Journal of Advertising Research, 46, No. 1, 2006, 73–83.

p. 38 “Dr. William McGuire of Yale University has extensively researched what makes people believe or disbelieve a message.”: William McGuire, “Inducing Resistance to Persuasion,” in Advances in Experimental Social Psychology, ed. L Berkowitz, New York: Academic, 1964, 1: 191–229.

p. 38 “In Primal Leadership, emotional intelligence researchers Daniel Goleman, Richard E. Boyatzis, and Annie McKee explain how the mood of leaders is contagious.”: Daniel Goleman, Richard E. Boyatzis, and Annie McKee, Primal Leadership, Boston: Harvard Business School Press, 2004.

p. 43 “But there’s another reason: recent research has shown that the sound of a brand can create positive emotions.”: Jennifer J. Argo, Monica Popa, and Malcolm C. Smith, “The Sound of Brands,” Journal of Marketing, 74, No. 4, July 2010, 97–109.

p. 48 “In the book Marketing Metaphoria, Harvard Business School professor Gerald Zaltman and coauthor Lindsay Zaltman discuss the power of deep metaphors.”: Gerald Zaltman and Lindsay Zaltman, Marketing Metaphoria: What Deep Metaphors Reveal about the Minds of Consumers, Cambridge, MA: Harvard Business Press, 2008.

Chapter 4

p. 54 “In the early 1950s, Yale University researchers Carl Hovland, Irving Janis, and Harold Kelley created a model to explain what makes a message be perceived as credible.”: Carl I. Hovland, Irving L. Janis, and Harold H. Kelley, Communication and Persuasion: Psychological Studies of Opinion Change, New Haven, CT: Yale University Press, 1953.

p. 54 “More recently, researcher B.J. Fogg expanded the model to include four key types…”: B. J. Fogg, “Prominence-Interpretation Theory: Explaining How People Assess Credibility,” report from Stanford Persuasive Technology Lab, Stanford University, 2002, http://credibility.stanford.edu/pit.html, accessed February 15, 2011.

p. 55 “In 2007, Maria Mattus of Linköping University, Sweden, set out to determine how Fogg’s four types of credibility came into play as students evaluated the credibility of scientific information on the Web.”: Maria Mattus, “Finding Credible Information: A Challenge to Students Writing Academic Essays,” Human IT, 9, No. 2, 2007, 1–28.

p. 55 “According to research by Gitte Lindgaard and her colleagues at Carleton University in Canada, the length of time is almost impossible to conceive—50 milliseconds.”: Gitte Lindgaard, Gary Fernandes, Cathy Dudek, and J. Brown, “Attention Web Designers: You Have 50 Milliseconds to Make a Good First Impression,” Behaviour & Information Technology, 25, 2006, 115–126.

p. 55 “Stanford University’s Persuasive Technology Lab, in collaboration with Sliced Bread Design LLC and Consumer Reports WebWatch, set out to discover what aspects of Web sites people deem as credible or not.”: B.J. Fogg, Cathy Soohoo, David R. Danielson, Leslie Marable, Julianne Stanford, and Ellen R. Tauber, “How Do Users Evaluate the Credibility of Web Sites? A Study with over 2,500 Participants,” proceedings of DUX2003, Designing for User Experiences Conference, 2003.

p. 58 “Read Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust by Chris Brogan and Julien Smith.”: Chris Brogan and Julien Smith, Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust, Hoboken, NJ: Wiley, 2008.

p. 58 “Stanford Persuasive Technology Lab also ran a study on experts’ perceptions of credibility.”: Ellen R. Tauber, B. J. Fogg, and Leslie Marable, “Experts vs. Online Consumers: A Comparative Credibility Study of Health and Finance Web Sites,” published report, 2002, http://www.consumerwebwatch.org/dynamic/web-credibility-reports-experts-vs-online.cfm, accessed March 2, 2011.

p. 62 “Toby Israel, an environmental psychologist and author of Some Place Like Home: Using Design Psychology to Create Ideal Spaces, gave The Myers-Briggs personality test to clients.”: Toby Israel, Some Place Like Home: Using Design Psychology to Create Ideal Places, Princeton, NJ: Design Psychology Press, 2010.

p. 62 “A 2009 study investigated whether personality features (using the “big five” personality domains: extroversion, agreeableness, conscientiousness, neuroticism, and openness) were related to preference for different types of art (including portraiture, abstract art, geometric art, and impressionism).”: Tomas Chamorro-Premuzic, Charlotte Burke, Anne Hsu, and Viren Swami, “Personality Predictors of Artistic Preferences as a Function of the Emotional Valence and Perceived Complexity of Paintings,” Psychology of Aesthetics, Creativity, and the Arts, 4, No. 4, 2010, 196–204.

p. 62 “Another study found that brightly colored spaces such as red rooms created an excited state in the brain, which paradoxically lowered heart rates.”: Rikard Küller, Byron Mikellides, and Jan Janssens, “Color, Arousal, and Performance—A Comparison of Three Experiments,” Color Research & Application, 34, 2009, 141–152.

p. 64 “Dr. Robert B. Cialdini, founder of Influence at Work and author of the groundbreaking books Influence: Science & Practice and Yes! 50 Scientifically Proven Ways to Be Persuasive…”: Robert B. Cialdini, Influence: Science and Practice, 5th ed., Upper Saddle River, NJ: Prentice Hall, 2008, 36.

p. 64 “In 1971, Philip Zimbardo, a professor of psychology at Stanford University, conducted one of the most illuminating social psychology studies in history, the Stanford prison experiment.”: Philip G. Zimbardo, “The Stanford Prison Experiment,” http://www.prisonexp.org/, accessed January 20, 2011.

p. 65 “Neuroscience research shows that people’s brains actually respond differently when the person speaking with them is an expert. In one study, when the communicator was an expert, functional magnetic resonance imaging showed activity in the prefrontal and temporal cortices, which involve active processing and elaboration.”: Vasily Klucharev, Ale Smidts, and Guillén Fernández, “Brain Mechanisms of Persuasion: How ‘Expert Power’ Modulates Memory and Attitudes,” Social, Cognitive, and Affective Neuroscience, 3, 2008, 353–66.

Chapter 5

p. 76: “Australian researchers from the University of Queensland gave people a sentence like the following…”: Graeme S. Halford, Rosemary Baker, Julie E. McCredden, and John D. Bain, “How Many Variables Can Humans Process?” Psychological Science, 16, No. 1, 2005, 70–76.

p. 77 “Dartmouth College researchers recruited 24 participants ages 18 to 30 and set them up with functional magnetic resonance imaging (fMRI) to measure their brain activity.”: W.M. Kelley, C.N. Macrae, C.L. Wyland, S. Caglar, S. Inati, and T.F. Heatherton, “Finding the Self: An Event-Related fMRI Study,” Journal of Cognitive Neuroscience, 14, No. 5, 2002, 785–794.

p. 77 “Studies have shown that this powerful self-referential effect is reduced if the judgments about others are for those we are closely connected to, such as our family members or good friends.”: J. M. Keenan and S. D. Baillet, “Memory for Personally and Socially Significant Events,” Attention and Performance, ed. Raymond S. Nickerson, Hillsdale, NJ: Erlbaum, 1980, 651–669.

p. 79 “Research on ad placements during the 2006 Super Bowl showed that the first ads were remembered best.”: Cong Li, “Primacy Effect or Recency Effect? A Long-Term Memory Test of Super Bowl Commercials,” Journal of Consumer Behaviour, 9, 2010, 32–44; Howard Eichenbaum, A.P. Yonelinas, and C. Ranganath, “The Medial Temporal Lobe and Recognition Memory,” Annual Review of Neuroscience, 30, 2007, 123–152.

Chapter 6

p. 88 “The idea put forth by marketing visionary Seth Godin in Permission Marketing is that you want to be in touch with people by providing value rather than interruption.”: Seth Godin, Permission Marketing: Turning Strangers into Friends and Friends into Customers, New York: Simon & Schuster, 1999.

p. 91 “In a 2006 article in the Harvard Business Review, Fordham University Professor of Management Robert F. Hurley lays out a trust model based on characteristics of both the truster and the situation or trustee…”: Robert F. Hurley, “The Decision to Trust,” Harvard Business Review, 84, No. 9, 2006, 55.

p. 92 “In 2007, researchers F. David Schoorman, Roger C. Mayer, and James H. Davis reevaluated a seminal model of trust they developed in 1995.”: F. David Schoorman, Roger C. Mayer, and James H. Davis, “Editors Forum: An Integrative Model of Organizational Trust: Past, Present, and Future,” The Academy of Management Review, 32, No. 2, 2007, 344–354.

p. 93 “Researchers Dunn and Schweitzer found that someone’s emotional state at the time impacts how much they trust someone, even when that emotional state has nothing to do with the other person or the situation.”: Jennifer R. Dunn and Maurice E. Schweitzer, “Feeling and Believing: The Influence of Emotion on Trust,” Journal of Applied Psychology, 88, 2005, 736–748.

p. 93 “In one study, 78 teams of 3 to 4 undergraduate students each were tracked over 10 weeks.”: Sheila Simsarian Webber, “Development of Cognitive and Affective Trust in Teams: A Longitudinal Study,” Small Group Research, 39, No. 6, December 2008, 746–769.

p. 93 “Just after World War II, Leon Festinger and his colleagues Stanley Schachter and Kurt Back conducted a classic social psychology experiment.”: Leon Festinger, Stanley Schachter, and Kurt Back, Social Pressures in Informal Groups: A Study of Human Factors in Housing, Palo Alto, CA: Stanford University Press, 1950; Leon Festinger, Stanley Schachter, and Kurt Back, “The Spatial Ecology of Group Formation,” Social Pressure in Informal Groups, eds. Leon Festinger, Stanley Schachter, and Kurt Back, Palo Alto, CA: Stanford University Press, 1983, Chapter 4.

p. 94 “Additionally, recent research has shown that the relationship between familiarity and liking goes both ways—liking can increase our perception of familiarity, and familiarity can increase our perception of liking.”: Michele Williams, “In Whom We Trust: Group Membership as an Affective Context for Trust Development,” Academy of Management Review, 26, 2001, 377–396.

p. 94 “Some research has shown that familiarity with a company from presence in the media was negatively associated with reputation ratings (regardless of whether the media exposure was positive or negative).”: Roger C. Mayer, James H. Davis, and F. David Schoorman, “An Integrative Model of Organizational Trust,” The Academy of Management Review, 20, No. 3, July 1995, 709–734.

p. 94 “Margaret E. Brooks and Scott Highhouse review research that supports the idea that greater familiarity with a company is associated with mixed emotions and ambivalence about a company.”: Scott Highhouse, Margaret E. Brooks, and J. Yugo, “Role of Warm-Glow Heuristic in Corporate Reputations,” paper presented at the Annual Conference of the Society for Judgment and Decision Making, Toronto, 2005.

Chapter 7

p. 99 “There’s a fascinating book called The Five Love Languages by Gary Chapman.”: Gary Chapman, The Five Love Languages, Chicago: Northfield Publishing, 2010.

p. 108 “My favorite resource for generating unique content is a book by Mark Levy, Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content.”: Mark Levy, Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content, San Francisco: Berrett-Koehler Publishers, 2010.

Chapter 8

p. 121 “The authors of Primal Leadership, Daniel Goleman, Richard Boyatzis, and Annie McKee, describe how leaders’ emotions resonate with others.”: Daniel Goleman, Richard E. Boyatzis, and Annie McKee, Primal Leadership, Boston: Harvard Business School Press, 2004.

p. 121 “Emotional contagion can be a subconscious or a conscious process.”: Elaine Hatfield, John T. Cacioppo, and Richard L. Rapson, Emotional Contagion, Cambridge, UK: Cambridge University Press, 2004.

p. 122 “In this type of emotional contagion, greater displays of emotion do not necessarily lead to greater feelings of emotion; rather, people are influenced by their perceptions of the authenticity of the emotion.”: Thorsten Hennig-Thurau, Markus Groth, Michael Paul, and Dwayne D. Gremler, “Are All Smiles Created Equal? How Emotional Contagion and Emotional Labor Affect Service Relationships,” Journal of Marketing, 70, No. 3, 2006, 58–73.

p. 122 “An interesting 2006 study published in the Journal of Marketing investigated just how ‘service with a smile’ works.”: S. Pugh Douglas, “Service with a Smile: Emotional Contagion in the Service Encounter,” Academy of Management Journal, 44, October 2001, 1018–1027.

p. 123 “One of the things that people look for is a genuine smile, also known as the Duchenne smile, after the physician Guillaume Duchenne, who discovered the two different types of smiles.”: Guillaume Duchenne, The Mechanism of Human Facial Expression, New York: Cambridge University Press, 1990, original work published 1862.

p. 123 “Alicia Grandey of The Pennsylvania State University set out to answer this question.”: Alicia A. Grandey, “When ‘The Show Must Go On’: Surface and Deep Acting as Determinants of Emotional Exhaustion and Peer-Rated Service Delivery,” Academy of Management Journal, 46, February 2003, 86–96.

p. 132 “Educational psychologist Richard Mayer conducted an experiment in which he asked two groups of students to perform computer programming problems.”: Richard Mayer, “Elaborate Techniques that Increase the Meaningfulness of Technical Text: An Experimental Test of the Learning Strategy Hypothesis,” Journal of Educational Psychology, 72, 1980, 77–84.

Chapter 9

p. 138 “In 1954, social psychologist Leon Festinger came up with social comparison theory, which states that we evaluate ourselves by comparing ourselves to people who have similar characteristics to our own.”: Leon Festinger, “A Theory of Social Comparison Processes,” Human Relations, 7, No. 2, 1954, 117–140.

p. 139 “Noted researcher on influence Robert Cialdini and his colleagues Noah Goldstein and Vladas Griskevicius set out to discover exactly how social proof and similarity work.”: Noah J. Goldstein, Robert B. Cialdini, and Vladas Griskevicius, “A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels,” Journal of Consumer Research, 35, No. 3, 2008, 472–482.

p. 153 “To test the impact of the park’s signage, Robert Cialdini conducted an experiment similar to the hotel room study he cocreated, but with the goal of decreasing rather than increasing an environmentally friendly behavior.”: Robert B. Cialdini, Linda J. Demaine, Brad J. Sagarin, Daniel W. Barrett, Kelton Rhoads, and Patricia L. Winter, “Managing Social Norms for Persuasive Impact,” Social Influence, 1, 2006, 3–15.

Chapter 10

p. 157 “If you’re like the people in a classic experiment by Dennis Regan, you would return the favor.”: Dennis T. Regan, “Effects of a Favor and Liking on Compliance,” Journal of Experimental Social Psychology, 7, 1971, 627–639.

p. 158 “Learn more about this principle of spiritual marketing with The Attractor Factor and the other great works of Dr. Joe Vitale.”: Joe Vitale, The Attractor Factor, Hoboken, NJ: Wiley, 2008.

p. 159 “That said, a few things have been found to influence customer tipping behavior.”: John S. Seiter and Harry Weger, Jr., “The Effect of Generalized Compliments, Sex of Server, and Size of Dining Party on Tipping Behavior in Restaurants,” Journal of Applied Social Psychology, 40, No. 1, 2010, 1–12.

p. 160 “When servers gave each of their customers a small piece of candy with the check, they earned 3.3 percent more in tips.”: David B. Strometz, Bruce Rind, Reed Fisher, and Michael Lynn, “Sweetening the Till—The Use of Candy to Increase Restaurant Tipping,” Journal of Applied Social Psychology, 10, 2002, 348–361.

p. 162 “As I discuss in more detail in The Confident Leader, there are three essential types of motivation: (1) achievement, (2) power and leadership, and (3) affiliation or social motivation.”: Larina Kase, The Confident Leader, New York: McGraw-Hill, 2008.

p. 163 “In an interesting article called “Dialogue Involvement as a Social Influence Technique,” Polish researchers Dariusz Dolinski, Magdalena Nawrat, and Izabela Rudak describe how people are more likely to take desired action when a request is preceded by a casual dialogue rather than by a monologue.”: Dariusz Dolinski, Magdalena Nawrat, and Izabela Rudak, “Dialogue Involvement as a Social Influence Technique,” Personality and Social Psychology Bulletin, 27, No. 11, November 2001, 1395–1406.

p. 163 “In 1995, a group of researchers discovered that the reciprocity effect did not hold true if the person who bought you the soda was a friend.”: Franklin J. Boster, Jose I. Rodriquez, Michael G. Cruz, and Linda Marshall, “The Relative Effectiveness of a Direct Request Message and a Pregiving Message on Friends and Strangers,” Communication Research, 22, No. 4, August 1995, 475–484.

p. 164 “The lead or the most important part typically comes first. For example, on Yahoo! right now there is a story with the headline ‘8 Reasons Carbs Help You Lose Weight.’”: Shine on Yahoo! Healthy Living, “8 Reasons Carbs Help You Lose Weight,” http://shine.yahoo.com/channel/health/8–reasons–carbs–help–you–lose–weight–2442968/, accessed on January 27, 2011.

p. 167 “In his bestselling book Book Yourself Solid, Michael Port discusses how to create a funnel of giveaways and paid products and services to move people through a process beginning with free and moving up to your premium product or service.”: Michael Port, Book Yourself Solid, Hoboken, NJ: Wiley, 2010.

p. 168 “In a 2010 study, researchers went into four restaurants (two were major franchises) and observed 360 dining parties ranging from 1 to 17 people.”: John S. Seiter and Harry Weger, Jr., “The Effect of Generalized Compliments, Sex of Server, and Size of Dining Party on Tipping Behavior in Restaurants,” Journal of Applied Social Psychology, 40, No. 1, 2010, 1–12.

p. 169 “In his groundbreaking book Influence, Robert Cialdini tells a funny and poignant story: Walking down a street one night, he was approached by a Boy Scout who asked if he’d like to buy a ticket to their circus that Saturday evening.”: Robert B. Cialdini, Influence: Science and Practice, 5th ed., Upper Saddle River, NJ: Prentice Hall, 2008, 36.

p. 171 “Adam Smith once wrote, ‘The sentiment which most immediately and directly prompts us to reward, is gratitude.’”: Adam Smith, The Theory of Moral Sentiments, 6th ed., Oxford: Clarendon, 1976, 68; original work published 1790.

p. 171 “Michael McCullough and colleagues at the University of Miami propose that gratitude helps us determine benefits in situations, increases the likelihood that we’ll behave in helpful ways in the future, and motivates us to help others.”: Michael E. McCullough, Marcia B. Kimeldorf, and Adam D. Cohen, “An Adaptation for Altruism? The Social Causes, Social Effects, and Social Evolution of Gratitude,” Current Directions in Psychological Science, 17, 2008, 281–284.

p. 171 “Researchers Monica Y. Bartlett and David DeSteno published a study in 2006 that showed that when people felt grateful toward someone, they helped that person more, even on a dry and boring task.”: Monica Y. Bartlett and David DeSteno, “Gratitude and Prosocial Behavior: Helping When It Costs You,” Psychological Science, 17, 2006, 319–325.

p. 172 “Jennifer R. Dunn and Maurice E. Schweitzer from the University of Pennsylvania conducted a study that found that gratitude created a higher level of trust toward a third party (who was not involved in the feeling of gratitude) than when people thought about a time in which they were angry, guilty, or proud.”: Jennifer R. Dunn and Maurice E. Schweitzer, “Feeling and Believing: The Influence of Emotion on Trust,” Journal of Personality and Social Psychology 88, No. 5, 736–748.

p. 172 “Ryan Goei and his colleagues conducted two experiments to see what really influences people to take action: favors, apologies, gratitude, or liking.”: Ryan Goei, Anthony Roberto, Gary Meyer, and Kellie Carlyle, “The Effects of Favor and Apology on Compliance,” Communication Research, 34, No. 6, December 2007, 575–595.

p. 176 “In the book Marketing Lessons from the Grateful Dead (a great read, especially if you’re a Grateful Dead fan like I am), authors David Meerman Scott and Brian Halligan explain how the Grateful Dead gave back through benefit concerts for 20 years and then established the Rex Foundation as a nonprofit organization, which has granted $8.5 million to charities.”: David Meerman Scott and Brian Halligan, Marketing Lessons from the Grateful Dead, Hoboken, NJ: Wiley, 2010.

Chapter 11

p. 178 “Sheena S. Iyengar of Columbia University and Mark R. Lepper of Stanford University conducted a study of jam shopping at an upscale grocery store in California.”: Sheena S. Iyengar and Mark R. Lepper, “When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?” Journal of Personality and Social Psychology, 79, No. 6, 2000, 995–1006.

p. 182 “There is an economic theory called loss aversion put forth by Amos Tversky and Daniel Kahneman that shows that people strongly prefer to avoid losing money over the potential of gaining money.”: Daniel Kahneman and Amos Tversky, “Prospect Theory: An Analysis of Decision under Risk,” Econometrica, 47, 1979, 263–291.

p. 185 “A study cited in Twitter Power 2.0 by Joel Comm found that the best way to influence people to take action to follow you on Twitter is with the statement…”: Joel Comm, Twitter Power 2.0: How to Dominate Your Market One Tweet at a Time, Hoboken, NJ: Wiley, 2010.

p. 190 “Too many choices has also been shown to prevent people from taking out a loan and enrolling in a 401(k) plan.”: Sheena S. Iyengar, Gur Huberman, and Wei Jiang, “How Much Choice Is Too Much: Determinants of Individual Contributions in 401(k) Retirement Plans,” Pension Design and Structure: New Lessons from Behavioral Finance, eds. O.S. Mitchell and S. Utkus, Oxford: Oxford University Press, 2004, 83–95.

p. 190 “Sheena S. Iyengar of Columbia University’s Graduate School of Business and Emir Kamenica of the University of Chicago’s Graduate School of Business set out to further explore this concept.”: Sheena S. Iyengar and Emir Kamenica, “Choice Overload and Simplicity Seeking,” New York, manuscript, Columbia University, 2007; Gavan J. Fitzsimons and Baba Shiv, “Nonconscious and Contaminative Effects of Hypothetical Questions on Decision Making,” Journal of Consumer Research, 28, No. 2, 2001, 224–238.

p. 191 “Alexander Chernev gave people an option of chocolates from either a set of 4 or a set of 16.”: Alexander Chernev, “When More Is Less and Less Is More: The Role of Ideal Point Availability and Assortment in Consumer Choice,” Journal of Consumer Research, 30, 2003, 170–183.

p. 192 “Research scientists William Hedgcock and Akshay R. Rao used functional magnetic resonance image (fMRI) scanning to study people’s brain activity as they were engaged in a task in which they needed to choose between trade-offs.”: William Hedgcock and Akshay R. Rao, “Trade-Off Aversion as an Explanation for the Attraction Effect: A Functional Magnetic Imaging Study,” Journal of Marketing Research, 46, No. 1, February 2009, 1–13.

p. 194 “One interesting study found that the way that information is given impacts behavior, even if the information is presented in the form of a hypothetical question.”: Emir Kamenica, “Contextual Inference in Markets: On the Informational Content of Product Lines,” American Economic Review, 98, No. 5, 2008, 2127–2149.

Chapter 12

p. 199 “Benjamin Franklin said of his process for making decisions…”: Nathan Goodman, A Benjamin Franklin Reader, New York: Crowell, 1971.

p. 200 “Researchers Timothy D. Wilson and Jonathan W. Schooler were curious if over-analysis was linked with unhappiness.”: Timothy D. Wilson and Jonathan W. Schooler, “Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions,” Journal of Personality and Social Psychology, 60, No. 2, 1991, 181–192.

p. 201 “Timothy Wilson from the University of Virginia and Jonathan Schooler from the University of Pittsburgh and their team purchased five brands of strawberry jam ranked 1, 11, 24, 32, and 44 by Consumer Reports.”: Timothy D. Wilson and Jonathan W. Schooler, “Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions,” Journal of Personality and Social Psychology, 60, No. 2, 1991, 181–192.

p. 203 “An interesting finding in psychology research is that people make decisions differently if the decision is a simple one versus a complex one.”: Danielle Timmermans, “The Impact of Task Complexity on Information Use in Multi-Attribute Decision Making,” Journal of Behavioral Decision Making, 6, 1993, 95–111.

p. 203 “A psychologist at The University of Amsterdam named Dijksterhuis observed people shopping for furniture at IKEA.”: Ap Dijksterhuis and Zeger van Olden, “On the Benefits of Thinking Unconsciously: Unconscious Thought Increases Post-Choice Satisfaction,” Journal of Experimental Social Psychology, 42, 2006, 627–631.

p. 203 “Dijksterhuis ran another study in which he observed people who had to make a decision about a less complex purchase: cooking accessories, such as can openers and vegetable peelers.”: Ap Dijksterhuis, Maarten W. Bos, Loran F. Nordgren, and Rick B. van Baaren, “Complex Choices Better Made Unconsciously?” Science, 313, 2006, 760–761.

p. 204 “Research by Rebecca Hamilton and Debora Viana Thompson suggests that when evaluating a single product, helping people to focus on the process facilitates their choosing the more viable alternative.”: Rebecca W. Hamilton and Debora Viana Thompson, “Is There a Substitute for Direct Experience? Comparing Consumers’ Preferences after Direct and Indirect Product Experiences,” Journal of Consumer Research, 34, 2007, 546–555.

p. 204 “In one study, students were given two scenarios about different apartments from which to choose.”: Debora V. Thompson, Rebecca W. Hamilton, and Petia Petrova, “When Mental Simulation Hinders Behavior: The Effects of Process-Oriented Thinking on Decision Difficulty and Performance,” Journal of Consumer Research, 36, No. 4, 2009, 562–575.

p. 208 “People decide differently when they have other things on their minds. Consider this study: Baba Shiv and Alexander Fedorikhin gave people numbers to memorize as they made their way to another room where they would repeat the numbers.”: Baba Shiv and Alexander Fedorikhin, “Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making,” Journal of Consumer Research, 26, 1999, 278–292.