• Publications
  • Influence
How persuasive messages can influence behavior without awareness
A persuasive message that favors one option in a binary choice can enhance the apparent value of its target by biasing the interpretation of subsequent information. The message installs its target asExpand
The impact of procedural priming of selective accessibility on self-generated and experimenter-provided anchors
Abstract Anchoring is often considered to be the product of two distinct processes: (a) the under-adjustment associated with the anchoring-and-adjustment heuristic, when individuals provide their ownExpand
Preference-driven biases in decision makers’ information search and evaluation
While it is well established that the search for information after a decision is biased toward supporting that decision, the case of preference-supporting search before the decision remains open.Expand
The impact of a relational mindset on information distortion
Abstract The preference-supporting bias in information evaluation, known as information distortion, is a ubiquitous phenomenon. The present work demonstrates that priming a relational mindset inducesExpand
A Goal‐Priming Approach to Cognitive Consistency: Applications to Judgment
A fundamental criterion of judgment is consistency among beliefs. To augment traditional methods for studying cognitive consistency, we treat it as a goal and present a priming method for increasingExpand
How Do Stereotypes Influence Choice?
In the study reported here, I tracked one process through which stereotypes affect choice. The Implicit Association Test (IAT) and a measurement of predecisional information distortion were used toExpand
Why, When, and How Personal Control Impacts Information Processing: A Framework
The present research investigates why, when, and how feelings of personal control influence the way consumers process product information. Four studies were conducted. The results show that underExpand
The impact of a limited time perspective on information distortion
Abstract The present research examines how a limited time perspective influences the processing of new information during choice making. Specifically, we examine how perceptions of a limited futureExpand