• Publications
  • Influence
Reflective and Impulsive Determinants of Social Behavior
A 2-systems model that explains social behavior as a joint function of reflective and impulsive processes is described, which extends previous models by integrating motivational components that allow more precise predictions of behavior. Expand
Ease of retrieval as information: Another look at the availability heuristic.
Experienced ease of recall was found to qualify the implications of recalled content. Ss who had to recall 12 examples of assertive (unassertive) behaviors, which was difficult, rated themselves asExpand
Inhibiting and facilitating conditions of the human smile: a nonobtrusive test of the facial feedback hypothesis.
The hypothesis that people's facial activity influences their affective responses was investigated by having subjects hold a pen in their mouth in ways that either inhibited or facilitated the muscles typically associated with smiling without requiring subjects to pose in a smiling face. Expand
Explaining the Enigmatic Anchoring Effect: Mechanisms of Selective Accessibility
Results of 3 studies support the notion that anchoring is a special case of semantic priming; specifically, information that is activated to solve a comparative anchoring task will subsequently beExpand
Impulse and Self-Control From a Dual-Systems Perspective
A dual-systems perspective of impulse and self-control is outlined and a framework for the prediction of self- control outcomes is suggested that combines three elements that may enable a more precise prediction ofSelf-control outcomes than they do when studied in isolation. Expand
Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model.
Results of four studies support the notion that anchoring effects are mediated by mechanisms of hypothesis-consistent testing and semantic priming. According to the suggested Selective AccessibilityExpand
Mood and Persuasion
The impact of happy and sad moods on the processing of persuasive communications is explored. In Experiment 1, sad subjects were influenced by a counter attitudinal message only if the argumentsExpand
Retraining automatic action-tendencies to approach alcohol in hazardous drinkers.
Retraining automatic processes to approach alcohol may help to regain control over addictive impulses, which points to new treatment possibilities. Expand
Attractiveness of the underling: an automatic power --> sex association and its consequences for sexual harassment and aggression.
This work investigated the existence and automaticity of a mental association between the concepts of power and sex, and its consequences for sexual harassment tendencies, using a subliminal priming paradigm. Expand