Journal ArticleDOI
The additive nature of chronic and temporary sources of construct accessibility.
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This article is published in Journal of Personality and Social Psychology.The article was published on 1986-05-01. It has received 548 citations till now. The article focuses on the topics: Subliminal stimuli & Impression formation.read more
Citations
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Journal ArticleDOI
Does it pay to beat around the bush? The case of the obfuscating salesperson
TL;DR: In this paper, the authors investigate how often salespeople obfuscate in response to a customer's question and when and why obfuscating helps or hurts the prospects of a sale, and they find that when consumers' prior expectations of a dishonest response are heightened, either because the construct of honesty is chronically salient to the individual or because of the presence of a monetary motive for the salesperson, obfuscation undermines purchase intentions relative to a straightforward “don't know” response.
Book ChapterDOI
Heuristics and Biases: Resistance of Personal Risk Perceptions to Debiasing Interventions
Journal ArticleDOI
Category and stereotype activation revisited.
TL;DR: It is shown that people's explicit prejudice did not affect their automatic stereotyping and implicit prejudice, neither in the category nor stereotype priming condition, and that participants' implicit prejudice was not moderated by their explicit prejudice.
Journal ArticleDOI
Interpersonal sensitivity and self-knowledge: Those chronic for trustworthiness are more accurate at detecting it in others☆
TL;DR: The authors found that individuals for whom trustworthiness was a chronic trait were better able to distinguish cheaters from cooperators in a real-life prisoner's dilemma game, and that self-knowledge affects the accuracy of social perceptions.
References
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Book
The psychology of personal constructs
TL;DR: In this paper, a reissue of George Kelly's classic work Personal Construct Psychology (PCP) is presented. And the implications of PCP for clinical practice are discussed. But the authors do not discuss the authorship of the book.
Journal Article
Controlled and Automatic Human Information Processing: 1. Detection, Search, and Attention.
TL;DR: A series of studies using both reaction time and accuracy measures is presented, which traces these concepts in the form of automatic detection and controlled, search through the areas of detection, search, and attention and resolves a number of apparent conflicts in the literature.
Journal ArticleDOI
Self-schemata and processing information about the self.
TL;DR: In this article, the role of schemata in processing information about the self is examined by linking self-schemata to a number of specific empirical referents, and the relationship of self-schemeata to cross-situational consistency in behavior is discussed.
Journal of Experimental Psychology: Human Learning and Memory
TL;DR: The authors investigated the possibility that assessment of confidence is biased by attempts to justify one's chosen answer and disregarding evidence contradicting it, and found that only the listing of contradicting reasons improved the appropriateness of confidence.