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8. Small, D.A., Loewenstein, G., & Slovic, P. (2007). Sympathy and callousness
:The impact of deliberative thought on donations to identifiable and statistical vtims. Organizational Behavior and Human Decision Processes, 102(2), 143–153.
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9. McKinsey & Company Internal Communications Team (2014) McKinsey News Update. Internal report, May.
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10. This is a great academic overview of various types of processing fluency: Alte A.L., & Oppenheimer, D.M. (2009). Uniting the tribes of fluency to form a metcognitive nation. Personality and Social Psychology Review, 13(3), 219–235.
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11. Alter, A.L., & Oppenheimer, D.M. (2006). Predicting short-term stock fluctutions by using processing fluency.Proceedings of the National Academy of Sciences USA, 103(24), 9369–9372.
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12. McGlone, M.S., & Tofighbakhsh, J. (2000). Birds of a feather flock conjointly (?)Rhyme as reason in aphorisms. Psychological Science, 11(5), 424–428.
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13. Begg, I.M., Anas, A., & Farinacci, S. (1992). Dissociation of processes in belief
:Source recollection, statement familiarity, and the illusion of truth. Journal of Experimental Psychology: General, 121, 446–458.
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14. For effects of easier visual layout: Reber, R., Winkielman, P., & Schwarz, N (1998). Effects of perceptual fluency on affective judgmentPsychological Science, 9(1), 45–48. For effects of simpler language: Oppenheimer, D.M. (2006). Consquences of erudite vernacular utilized irrespective of necessity: Problems with using long words needlessly. Applied Cognitive Psychology, 20(2), 139–156.
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15. Binder, J.R., Westbury, C.F., McKiernan, K.A., Possing, E.T., & Medler, D.A.(2005). Distinct brain systems for processing concrete and abstract concepts. Journal of Cognitive Neuroscience, 17(6), 905–917.
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16. Behavioural Insights Team (2011). Annual Update 2010–11. Retrieved from https://www.gov.uk/government/uploads/system/uploads/attachment_data/file/60537/Behaviour Change- Insight-Team-Annual-Update_acc.pdf.
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17. Camerer, C., Loewenstein, G., & Weber, M. (1989). The curse of knowledge i economic settings: An experimental analysis. Journal of Political Economy, 97(5),1232–1254.
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18. Keysar, B., & Henly, A.S. (2002). Speakers’ overestimation of their effectiveness.Psychological Science, 13(3), 207–212.
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第十五章 聪明地借助一切资源，做好你要做的事
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1. Langer, E.J., Blank, A., & Chanowitz, B. (1978). The mindlessness of ostensibl thoughtful action: The role of “placebic” information in interpersonal interaction Journal ofPersonality and Social Psychology, 36(6), 635–642.
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2. Thaler, R.H., & Sunstein, C.R. (2009).Nudge: Improving Decisions About Health, Wealth, and Happiness, 2nd ed. New York: Penguin.
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3. Johnson, E.J., & Goldstein, D. (2003). Do defaults save lives? Science, 302(5649),1338–1339.
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4. Rozin, P., Scott, S., Dingley, M., Urbanek, J.K., Jiang, H., & Kaltenbach, M.(2011). Nudge to nobesity I: Minor changes in accessibility decrease food intake.Judgment and Decision Making, 6(4), 323–332.
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5. Strack, F., & Mussweiler, T. (1997). Explaining the enigmatic anchoring effect Mechanisms of selective accessibility. Journal ofPersonality and Social Psychology,73(3), 437–446.
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6. Ames, D.R., & Mason, M.F. (2015). Tandem anchoring: Informational and politeness effects of range offers in social exchangeJournal of Personality and Social Psychology, 108(2), 254–274.
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7. Your request needs to feel reasonable. When volunteers were asked to come up with twelve examples of themselves being assertive, this left them rating theselves as less assertive than people who’d been asked to come up with only six examples, because it felt hard to come up with so many: Schwarz, N., Bless, H.,Strack, F., Klumpp, G., Rittenauer- Schatka, H., & Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic. Journal ofPersonality and Social Psychology, 61(2), 195–202.
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8. Platow, M.J., et al. (2005). “It’s not funny ifthey’re laughing”: Self- categorization,social influence, and responses to canned laughter.Journal of Experimental Social Psychology, 41(5), 542–550.
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9. Kahan, D.M., Braman, D., Cohen, G.L., Gastil, J., & Slovic, P. (2010). Who fears the HPV vaccine, who doesn’t, and why? An experimental study of the mechanisms of cultural cognition. Law and Human Behavior, 34(6), 501–516.
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10. Langer, E.J. (1975). The illusion of control.Journal of Personality and Social Psychology, 32(2), 311–328.
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11. Asking patients booking over the phone to repeat back their appointment details reduced no- shows by another 3.5 percent. And when those measures were combined with some social proof — posters saying things like “Last month, 99 percent of your fellow patients turned up for their appointments” — the number of missed appointments fell by a third. Martin, S.J., Bassi, S., & Dunbar-Rees, R.(2012). Commitments, norms and custard creams: A social influence approach t reducing did not attends (DNAs). Journal of the Royal Society of Medicine, 105(3),101–104.
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12. Adam Grant cites research by Katie Liljenquist, suggesting that people can sense if the request for advice is fake, in: Grant, A.M. (2013). Give and Take: Why Helping Others Drives Our Success. New York: Viking Penguin.
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