Many of our projects have the theoretical goal to bring research traditions on social influence, persuasion, and groups in conversation with cognitive models of decision making. We try to understand how people influence each other's choices and judgments by describing and testing assumptions about how they process social information--information that is provided by their conversation partner or social cues they receive about others (e.g., information about the decisions of others).
We study these models in various contexts and with different tasks, including food choices, consumer choices, people's decisions about credit cards, recycling behaviors, and judgments about internet sites.
- Research Projects
Social Influence and Decision Making
- Probabilistic Persuasion Theory (PPT)
- Semantic Persuasion in Advertising
- Message Primacy: Impression Formation
- Recycling Behaviors: The Role of Defaults
- Indirect Argumentation: Food Choices
- Strategic Ambiguity: Credit Card Decisions
- Social Influence and New Media: Perceived Interactivity
- Lie Detection and Phishing Attempts
Groups and Teams