Peter Neijens

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Innovative approaches such as the use of technology in negotiations raise questions of how technology interacts with the manifold contextual factors that play a role in negotiations. In this article, we introduce a theoretical framework that seeks to inform the design of Negotiation Support Systems (NSS) by focusing on two antecedents of negotiation(More)
Both affective and cognitive evaluations of behaviours have been allocated various positions in theoretical models of decision making. Most often, they have been studied as direct determinants of either intention or overall evaluation, but these two possible positions have never been compared. The aim of this study was to determine whether affective and(More)
New research techniques have recently been developed to gather measures of public opinion that is better informed or more deliberative than that recorded in typical mass opinion surveys. These techniques include deliberative polls, educational surveys, and citizen planning cells. In view of what they set out to accomplish, what can we say from a scientific(More)
Although "evidence" is often used as an important argument in persuasive health campaigns, it remains unclear what type of evidence has the strongest impact on particular outcome variables. We conducted a meta-analysis in which the effects of statistical and narrative evidence on beliefs, attitude, and intention were separately compared. Statistical(More)
BACKGROUND Traditionally most health education materials are written in an expository non-narrative format. Scholars have argued that the effectiveness of materials may increase when these texts are replaced by narrative texts, and that the non-narrative texts should be replaced by narrative texts. However, no previous studies have tested these claims in(More)
Recent research has revealed individual differences in the extent to which people base their intentions on affect and cognition. Two studies are presented that assess whether such differences predict the strength of individuals' intention-behaviour relationships. Participants completed measures of affect, cognition, intention, and behaviour regarding a(More)
This study investigated whether the efficacy of affective vs. cognitive persuasive messages was moderated by (1) individuals' subjective assessments of whether their attitudes were based on affect or cognition (i.e. meta-bases) and (2) the degree individuals' attitudes were correlated with affect and cognition (i.e. structural bases). Participants (N = 97)(More)
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