Malleability of Automatic Attitudes: Combating Automatic Prejudice with Images of Admired and Disliked Individuals,” Journal of Personality and Social Psychology 81, no. 5 (2001): 800-814. A number of other studies have shown similar effects. Among them: Irene V. Blair et al., “Imagining Stereotypes Away: The Moderation of Implicit Stereotypes Through Mental Imagery,” Journal of Personality and Social Psychology 81, no. 5 (2001): 828-841; and Brian S. Lowery and Curtis D. Hardin, “Social Influence Effects on Automatic Racial Prejudice,” Journal of Personality and Social Psychology 81, no. 5 (2001): 842-855.
CHAPTER FOUR. PAUL VAN RIPER’S BIG VICTORY: CREATING STRUCTURE FOR SPONTANEITY A good account of Blue Team’s philosophy toward war fighting can be found in William A. Owens, Lifting the Fog of War (New York: Farrar, Straus, 2000), 11.
Klein’s classic work on decision making is Sources of Power (Cambridge, Mass.: MIT Press, 1998).
On the rules of improv, see Keith Johnstone, Impro: Improvisation and the Theatre (New York: Theatre Arts Books, 1979).
On logic puzzles, see Chad S. Dodson, Marcia K. Johnson, and Jonathan W. Schooler, “The Verbal Overshadowing Effect: Why Descriptions Impair Face Recognition,” Memory & Cognition 25, no. 2 (1997): 129-139.
On verbal overshadowing, see Jonathan W. Schooler, Stellan Ohlsson, and Kevin Brooks, “Thoughts Beyond Words: When Language Overshadows Insight,” Journal of Experimental Psychology 122, no. 2 (1993): 166-183.
The firefighter story and others are discussed in “The Power of Intuition,” chap. 4 in Gary Klein’s Sources of Power (Cambridge, Mass.: MIT Press, 1998).
For Reilly’s research, see Brendan M. Reilly, Arthur T. Evans, Jeffrey J. Schaider, and Yue Wang, “Triage of Patients with Chest Pain in the Emergency Department: A Comparative Study of Physicians’ Decisions,” American Journal of Medicine 112 (2002): 95-103; and Brendan Reilly et al., “Impact of a Clinical Decision Rule on Hospital Triage of Patients with Suspected Acute Cardiac Ischemia in the Emergency Department,” Journal of the American Medical Association 288 (2002): 342-350.
Goldman has written several papers on his algorithm. Among them are Lee Goldman et al., “A Computer- Derived Protocol to Aid in the Diagnosis of Emergency Room Patients with Acute Chest Pain,” New England Journal of Medicine 307, no. 10 (1982): 588-596; and Lee Goldman et al., “Prediction of the Need for Intensive Care in Patients Who Come to Emergency Departments with Acute Chest Pain,” New England Journal of Medicine 334, no. 23 (1996): 1498-1504.
On the consideration of gender and race, see Kevin Schulman et al., “Effect of Race and Sex on Physicians’ Recommendations for Cardiac Catheterization,” New England Journal of Medicine 340, no. 8 (1999): 618-626.
Oskamp’s famous study is described in Stuart Oskamp, “Overconfidence in Case Study Judgments,” Journal of Consulting Psychology 29, no. 3 (1965): 261-265.
CHAPTER FIVE. KENNA’S DILEMMA: THE RIGHT—AND WRONG—WAY TO ASK PEOPLE WHAT THEY WANT A lot has been written about the changing music industry. This article was helpful: Laura M. Holson, “With By- the-Numbers Radio, Requests Are a Dying Breed,” New York Times, July 11, 2002.
Dick Morris’s memoir is Behind the Oval Office: Getting Reelected Against All Odds (Los Angeles: Renaissance Books, 1999).
For the best telling of the Coke story, see Thomas Oliver, The Real Coke, the Real Story (New York: Random House, 1986).
For more on Cheskin, see Thomas Hine, The Total Package: The Secret History and Hidden Meanings of Boxes, Bottles, Cans, and Other Persuasive Containers (New York: Little, Brown, 1995); and Louis Cheskin and L. B. Ward, “Indirect Approach to Market Reactions,” Harvard Business Review (September 1948).
Sally Bedell [Smith]’s biography of Silverman is Up the Tube: Prime-Time TV in the Silverman Years (New York: Viking, 1981).
Civille and Heylmun’s ways of tasting are further explained in Gail Vance Civille and Brenda G. Lyon, Aroma and Flavor Lexicon for Sensory Evaluation (West Conshohocken, Pa.: American Society for Testing and Materials, 1996); and Morten Meilgaard, Gail Vance Civille, and B. Thomas Carr, Sensory Evaluation Techniques, 3rd ed. (Boca Raton, Fla.: CRC Press, 1999).
For more on jam tasting, see Timothy Wilson and Jonathan Schooler, “Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions,” Journal of Personality and Social Psychology 60, no. 2 (1991): 181-192; and “Strawberry Jams and Preserves,” Consumer Reports, August 1985, 487-489.
CHAPTER SIX. SEVEN SECONDS IN THE BRONX: THE DELICATE ART OF MIND READING For more on the mind readers, see Paul Ekman, Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage (New York: Norton, 1995); Fritz Strack, “Inhibiting and Facilitating Conditions of the Human Smile:
A Nonobtrusive Test of the Facial Feedback Hypothesis,” Journal of Personality and Social Psychology 54, no. 5 (1988): 768-777; and Paul Ekman and Wallace V. Friesen, Facial Action Coding System, parts 1 and 2 (San Francisco: Human Interaction Laboratory, Dept. of Psychiatry, University of California, 1978).
Klin has written a number of accounts of his research using Who’s Afraid of Virginia Woolf? The most comprehensive is probably Ami Klin, Warren Jones, Robert Schultz, Fred Volkmar, and Donald Cohen, “Defining and Quantifying the Social Phenotype in Autism,” American Journal of Psychiatry 159 (2002): 895-908.
On mind reading, see also Robert T. Schultz et al., “Abnormal Ventral Temporal Cortical Activity During Face Discrimination Among Individuals with Autism and Asperger’s Syndrome,” Archives of General Psychiatry 57 (April 2000).
Dave Grossman’s wonderful video series is called The Bulletproof Mind: Prevailing in Violent Encounters . . . and After.
The stories of police officers firing their guns are taken from David Klinger’s extraordinary book Into the Kill Zone: A Cop’s Eye View of Deadly Force (San Francisco: Jossey-Bass, 2004).
A number of studies have explored racial bias and guns, including the following: B. Keith Payne, Alan J. Lambert, and Larry L. Jacoby, “Best-Laid Plans: Effects of Goals on Accessibility Bias and Cognitive Control in Race-Based Misperceptions of Weapons,” Journal of Experimental Social Psychology 38 (2002): 384-396; Alan J. Lambert, B. Keith Payne, Larry L. Jacoby, Lara M. Shaffer, et al., “Stereotypes as Dominant Responses: On the ‘Social Facilitation’ of Prejudice in Anticipated Public Contexts,” Journal of Personality and Social Psychology 84, no. 2 (2003): 277-295; Keith Payne, “Prejudice and Perception: The Role of Automatic and Controlled Processes in Misperceiving a Weapon,” Journal of Personality and Social Psychology 81, no. 2 (2001): 181-192; Anthony Greenwald, “Targets of Discrimination: Effects of Race on Responses to Weapons Holders,” Journal of Experimental Social Psychology 39 (2003): 399-405; and Joshua Correll, Bernadette Park, Charles Judd, and Bernd Wittenbrink, “The Police Officer’s Dilemma: Using Ethnicity to Disambiguate Potentially Hostile Individuals,” Journal of Personality and Social Psychology 83 (2002): 1314-1329. This study is a videogame in which whites and blacks are presented in ambiguous positions and the player has to decide whether to shoot or not. Go to http://psych.colorado.edu/%7ejcorrell/tpod.html and try it. It’s quite sobering.
On learning how to mind-read, see Nancy L. Etcoff, Paul Ekman, et al., “Lie Detection and Language Comprehension,” Nature 405 (May 11, 2000).
On two-person patrols, see Carlene Wilson, Research on One- and Two-Person Patrols: Distinguishing Fact from Fiction (South Australia: Australasian Centre for Policing Research, 1991); and Scott H. Decker and Allen E. Wagner, “The Impact of Patrol Staffing on Police-Citizen Injuries and
