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  • Influence
Goals as Reference Points
We argue that goals serve as reference points and alter outcomes in a manner consistent with the value function of Prospect Theory (Kahneman & Tversky, 1979; Tversky & Kahneman, 1992). We present newExpand
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Beyond nudges: Tools of a choice architecture
The way a choice is presented influences what a decision-maker chooses. Expand
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Conflict Management Style: Accounting for Cross-National Differences
A problem in joint ventures between U.S. and Asian firms is that cultural differences impede the smooth resolution of conflicts between managers. In a survey of young managers in the U.S., China,Expand
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Strategies for revising judgment: how (and how well) people use others' opinions.
A basic issue in social influence is how best to change one's judgment in response to learning the opinions of others. This article examines the strategies that people use to revise theirExpand
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Skilled or unskilled, but still unaware of it: how perceptions of difficulty drive miscalibration in relative comparisons.
People are inaccurate judges of how their abilities compare to others'. J. Kruger and D. Dunning (1999, 2002) argued that unskilled performers in particular lack metacognitive insight about theirExpand
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Intuitions About Combining Opinions: Misappreciation of the Averaging Principle
We hypothesized that people often hold incorrect beliefs about averaging, falsely concluding that the average of two judges estimates would be no more accurate than the average judge for convex loss functions, such as mean absolute deviation. Expand
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Social network schemas and the learning of incomplete networks.
Social networks that are missing relations among some of their members--termed incomplete networks--have been of critical theoretical and empirical interest in sociological research on weak ties andExpand
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Protecting the self from the negative consequences of risky decisions.
Three experiments tested the idea that a motive to protect self-esteem (SE) from the threat of regret can influence decision making. Threat to SE was manipulated by varying whether people expected toExpand
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Motivational factors in decision theories : the role of self-protection
This article reviews the standard economic and cognitive models of decision making under risk and describes the psychological assumptions that underlie these models. It then reviews importantExpand
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