Matching the message source to attitude functions: Implications for biased processing

Article Abstract:

A study was conducted to examine the hypothesis that matching the source of a persuasive message to a functional basis of recipients' attitudes might lead to a positively biased processing. The findings suggest that functional source matching affects the overall reaction to the message content rather than the reaction to the specific arguments contained in the message.

Attitudes, Attitude (Psychology), Persuasion (Psychology)

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Experience in integrative negotiations: What needs to be learned?

Article Abstract:

The extent to which experience and cognitive processing contribute to fostering integrative negotiation of performance is examined. Results emphasize the importance of not only acknowledging the interests of the opponents but also of assessing their specific gains throughout the negotiating process.

Negotiation, Negotiations

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The timing effect in public good games

Article Abstract:

Expectations concerning other person's moves in public good times, are important and subtle cues can affect these expectations. In order to demonstrated this, two experiments are discussed on the timing effect.

Game theory

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