Using Technology to Persuade: Visual Representation Technologies and Consensus Seeking in Virtual Teams
Published Online:29 Aug 2019https://doi.org/10.1287/isre.2019.0843
References
- . (2005) Improving national air quality forecasts with satellite aerosol observations. Bull. Amer. Meteorological Soc. 86(9):1249–1261.Crossref, Google Scholar
- (2002) Knowledge integration in virtual teams: The potential role of KMS. J. Amer. Soc. Inform. Sci. Tech. 53(12):1029–1037.Crossref, Google Scholar
- (2002) A comparison of face-to-face and virtual software development teams. Team Performance Management 8(1):39–48.Crossref, Google Scholar
- (1985) An experimental evaluation of graphical and color-enhanced information presentation. Management Sci. 31(11):1348–1364.Link, Google Scholar
- (1986) An investigation of the effectiveness of color and graphical information presentation under varying time constraints. Management Inform. Systems Quart. 10(1):59–83.Crossref, Google Scholar
- (1992) The generation and consequences of communication-evoked imagery. J. Consumer Res. 19(1):93–104.Crossref, Google Scholar
- (2013) Air pollution and early deaths in the United States. Part I: Quantifying the impact of major sectors in 2005. Atmospheric Environmemt 79:198–208.Crossref, Google Scholar
- (2000) Ethical decision making: A comparison of computer-supported and face-to-face group. J. Bus. Ethics 28(2):95–107.Crossref, Google Scholar
- (1999) Readings in Information Visualization: Using Vision to Think (Morgan Kaufmann, San Francisco).Google Scholar
- (2000) Representation of manipulable man-made objects in the dorsal stream. Neuroimage 12(4):478–484.Crossref, Google Scholar
- (1999) Attribute-based neural substrates in temporal cortex for perceiving and knowing about objects. Nature Neuroscience 2(10):913–919.Crossref, Google Scholar
- (2014) Using computerized text analysis to track social processes. Holtgraves TM, ed. The Oxford Handbook of Language and Social Psychology (Oxford University Press, Oxford), 219–230.Google Scholar
- (2009) Influence: Science and Practice, 5th ed. (Pearson, New York).Google Scholar
- (2001) The mutual knowledge problem and its consequences for dispersed collaboration. Organ. Sci. 12(3):346–371.Link, Google Scholar
- (1991) Group decision, choice shift, and polarization in consulting, political, and local political scenarios: An experimental investigation and theoretical analysis. Organ. Behav. Human Decision Processes 49(1):22–41.Crossref, Google Scholar
- (1987) Message equivocality, media selection, and manager performance: Implications for information-systems. Management Inform. Systems Quart. 11(3):355–366.Crossref, Google Scholar
- (2008) Media, tasks, and communication processes: A theory of media synchronicity. Management Inform. Systems Quart. 32(3):575–600.Crossref, Google Scholar
- (2001) Understanding fit and appropriation effects in group support systems via meta-analysis. Management Inform. Systems Quart. 25(2):167–193.Crossref, Google Scholar
- (1988) Information technology to support electronic meetings. Management Inform. Systems Quart. 12(4):591–624.Crossref, Google Scholar
- (2003) Virtual teams: Effects of technological mediation on team performance. Group Dynamics Theory Res. Practice 7(4):297–323.Google Scholar
- (2003) Predicting a firm’s forecasting ability: The roles of organizational illusion of control and organizational attention. Strategic Management J. 24(9):821–838.Crossref, Google Scholar
- (2003) Guidelines for Developing an Air Quality (Ozone and PM2.5) Forecasting Program, EPA-456/R-03-002 (Environmental Protection Agency, Research Triangle Park, NC).Google Scholar
- (1989) Making fast strategic decisions in high-velocity environments. Acad. Management J. 32(3):543–576.Crossref, Google Scholar
- (1998) Polarization and persuasive argumentation: A study of decision making in group settings. Management Inform. Systems Quart. 22(2):165–198.Crossref, Google Scholar
- (2001) Images in words: Presidential rhetoric, charisma, and greatness. Admin. Sci. Quart. 46(3):527–557.Crossref, Google Scholar
- (1998) Persuasive computers: Perspectives and research directions. Proc. SIGCHI Conf. Human Factors Comput. Systems (ACM Press/Addision-Wesley, New York), 225–232.Crossref, Google Scholar
- (1999) Persuasive technologies. Comm. ACM 42(5):26–29.Crossref, Google Scholar
- (2003) Persuasive Technology: Using Computers to Change What We Think and Do (Morgan Kaufmann, San Francisco).Crossref, Google Scholar
- (1982) The Toronto word pool: Norms for imagery, concreteness, orthographic variables, and grammatical usage for 1,080 words. Behav. Res. Methods Instrumentation 14(4):375–399.Crossref, Google Scholar
- (1999) Virtual team effectiveness: A proposed research agenda. Inform. Systems J. 9(4):249–269.Crossref, Google Scholar
- (1990) A study of collaborative group work with and without computer-based support. Inform. Systems Res. 1(4):394–415.Link, Google Scholar
- (2010) Language style matching as a predictor of social dynamics in small groups. Comm. Res. 37(1):3–19.Crossref, Google Scholar
- (2000) The role of transportation in the persuasiveness of public narratives. J. Personality Soc. Psych. 79(5):701–721.Crossref, Google Scholar
- (2002) In the mind's eye: Transportation-imagery model of narrative persuasion. Green MC, Strange JJ, Brock TC, eds. Narrative Impact: Social and Cognitive Foundations (Lawrence Erlbaum Associates, Mahwah, NJ), 315–341.Google Scholar
- (2003) Econometric Analysis (Prentice Hall, Upper Saddle River, NJ).Google Scholar
- (2002) Does visual perception of object afford action? Evidence from a neuroimaging study. Neuropsychologia 40(2):212–222.Crossref, Google Scholar
- (1975) Group tasks, group interaction process, and group performance effectiveness: A review and proposed integration. Berkowitz L, ed. Advances in Experimental Social Psychology (Academic Press, New York), 45–99.Google Scholar
- (2008) The benefits of meeting federal clean air standards in the south coast and San Joaquin Valley air basins. Accessed September 3, 2008, http://publichealth.lacounty.gov/mch/AsthmaCoalition/docs/BenefitsofMeetingCleanAirStandards_11_06_08.pdf.Google Scholar
- (1991) Learning from feedback: Exactingness and incentives. J. Exp. Psych. Learning Memory Cognition 17(4):734–752.Crossref, Google Scholar
- (2008) The causal effect of mental imagery on emotion assessed using picture-word cues. Emotion 8(3):395–409.Crossref, Google Scholar
- (2010) Language style matching in writing: Synchrony in essays, correspondence, and poetry. J. Personality Soc. Psych. 99(3):549–571.Crossref, Google Scholar
- (1989) The effect of task demands and graphical format on information processing strategies. Management Sci. 35(3):285–303.Link, Google Scholar
- (2004) Imagery in sentence comprehension: An fMRI study. Neuroimage 21:112–124.Crossref, Google Scholar
- (2011) Thinking, Fast and Slow (Macmillan, New York).Google Scholar
- (1997) Vividness effects: A resource-matching perspective. J. Consumer Res. 24(3):295–304.Crossref, Google Scholar
- (1994) Differences in the relative influence of product attributes under alternative processing conditions: Attribute importance vs. attribute ease of imagability. J. Consumer Psych. 3(1):29–49.Crossref, Google Scholar
- (1999) Top management team diversity, group process, and strategic consensus. Strategic Management J. 20(5):445–465.Crossref, Google Scholar
- (2004) The psychobiological model: Toward a new theory of computer-mediated communication based on Darwinian evolution. Organ. Sci. 15(3):327–348.Link, Google Scholar
- (1994) Elements of Graph Design (W.H. Freeman, New York).Google Scholar
- (1999) Squinting with the mind’s eye: Effects of stimulus resolution on imaginal and perceptual comparisons. Memory Cognition 27(2):276–287.Crossref, Google Scholar
- (1987) On the normality of probability distributions of inflation and GNP forecasts. Internat. J. Forecasting 3(2):269–279.Crossref, Google Scholar
- (1987) Why a diagram is (sometimes) worth ten thousand words. Cognition Sci. 11(1):65–100.Crossref, Google Scholar
- (2004) The prevalence of metacognitive routes to judgment. J. Consumer Psych. 14(4):349–355.Crossref, Google Scholar
- (2004) The effect of conceptual and perceptual fluency on brand evaluation. J. Marketing Res. 41(2):151–165.Crossref, Google Scholar
- (2014) Take their word for it: The symbolic role of linguistic style matches in user communities. Management Inform. Systems Quart. 38(4):1201–1217.Crossref, Google Scholar
- (2004) Decision making in information-rich environments: The role of information structure. J. Consumer Res. 30(4):473–486.Crossref, Google Scholar
- (2007) Visual representation: Implications for decision making. J. Marketing 71(1):160–177.Crossref, Google Scholar
- (1987) The role of imagery in information processing: Review and extensions. J. Consumer Res. 13(4):473–491.Crossref, Google Scholar
- (2007) Everyday Memory (Psychology Press, Hove, England).Crossref, Google Scholar
- (2005) Perceived individual collaboration know-how development through information technology-enabled contextualization: Evidence from distributed teams. Inform. Systems Res. 16(1):9–27.Link, Google Scholar
- (1975) Romantic Progression: The Psychology of Literary History (Hemisphere, Washington, DC).Google Scholar
- (2004) Virtual teams: What do we know and where do we go from here? J. Management 30(6):805–835.Crossref, Google Scholar
- (2002) Neural basis of mental scanning of a topographic representation built from a text. Cerebral Cortex 12(12):1322–1330.Crossref, Google Scholar
- (2003) The social construction of meaning: An alternative perspective on information sharing. Inform. Systems Res. 14(1):87–106.Link, Google Scholar
- (2001) Getting it together: Temporal coordination and conflict management in global virtual teams. Acad. Management J. 44(6):1251–1262.Crossref, Google Scholar
- (2010) Air quality warnings and outdoor activities: Evidence from Southern California using a regression discontinuity design. J. Epidemiology Community Health 64(10):921–926.Crossref, Google Scholar
- (2000) Mental imagery of faces and places activates corresponding stimulus-specific brain regions. J. Cognition Neuroscience 12(6):1013–1023.Crossref, Google Scholar
- (1990) Persuasion: Theory and Research (Sage, Newbury Park, CA).Google Scholar
- (2009) Persuasive systems design: Key issues, process model, and system features. Comm. Association Inform. Systems 24(1):485–500.Google Scholar
- (1973) Picture superiority in free recall: Imagery or dual coding? Cognitive Psych. 5(2):176–206.Crossref, Google Scholar
- (2014) The persuasive power of data visualization. IEEE Trans. Visualization Comput. Graphics 20(12):2211–2220.Crossref, Google Scholar
- (2007) Linguistic Inquiry and Word Count (LIWC 2007) (LIWC.net, Austin, TX).Google Scholar
- (2008) Evoking the imagination as a strategy of influence. Haugtvedt CP, Herr P, Kardes FR, eds. Handbook of Consumer Psychology (Routledge, New York).Google Scholar
- (2004) Virtual teams: A review of current literature and directions for future research. Data Base Adv. Inform. Systems 35(1):6–36.Crossref, Google Scholar
- (2010) Media effects on group collaboration: An empirical examination in an ethical decision-making context. Decision Sci. 41(4):887–931.Crossref, Google Scholar
- (2001) New product development decision-making effectiveness: Comparing individuals, face-to-face teams, and virtual teams. Decision Sci. 32(4):575–600.Crossref, Google Scholar
- (2004) Metacognitive experiences in consumer judgment and decision making. J. Consumer Psych. 14(4):332–348.Crossref, Google Scholar
- (2008) Presidential charismatic leadership: Exploring the rhetoric of social change. Leadership Quart. 19(1):54–76.Crossref, Google Scholar
- (1985) Imagining can heighten or lower the perceived likelihood of contracting a disease. Personality Soc. Psych. Bull. 11(1):118–127.Crossref, Google Scholar
- (2002) Group polarization and computer-mediated communication: Effects of communication cues, social presence, and anonymity. Inform. Systems Res. 13(1):70–90.Link, Google Scholar
- (1976) Persuasion: Understanding, Practice, and Analysis (Addison-Wesley, Reading, MA).Google Scholar
- (1996) The empirical case for two systems of reasoning. Psych. Bull. 119(1):3–22.Crossref, Google Scholar
- (1986) Reducing social-context cues: Electronic mail in organizational communication. Management Sci. 32(11):1492–1512.Link, Google Scholar
- (2012) Organizing thoughts and connecting brains: Material practices and the transition from individual to group-level prospective sensemaking. Acad. Management J. 55(5):1232–1259.Crossref, Google Scholar
- (1998) Knowledge worker communications and recipient availability: Toward a task closure explanation of media choice. Organ. Sci. 9(2):160–175.Link, Google Scholar
- (1998) Computer-mediated communication and majority influence: Assessing the impact in an individualistic and a collectivistic culture. Management Sci. 44(9):1263–1278.Link, Google Scholar
- (2005) Illuminating the Path the Research and Development Agenda for Visual Analytics (IEEE Computer Society Press, Los Alamitos, CA).Google Scholar
- (1999) Evaluating the impact of DSS, cognitive effort, and incentives on strategy selection. Inform. Systems Res. 10(4):356–374.Link, Google Scholar
- (2002) Ease of retrieval effects in persuasion: A self-validation analysis. Personality Soc. Psych. Bull. 28(12):1700–1712.Crossref, Google Scholar
- (2004) Can we talk, and should we? Managing emotional conflict in multicultural teams. Acad. Management Rev. 29(4):578–592.Crossref, Google Scholar
- (1997) Collective memory: Collaborative and individual processes in remembering. J. Exp. Psych. Learning Memory Cognition 23(5):1160–1175.Crossref, Google Scholar
- (2001) Media and group cohesion: Relative influences on social presence, task participation, and group consensus. Management Inform. Systems Quart. 25(3):371–390.Crossref, Google Scholar
- (2007) The impact of individualism–collectivism, social presence, and group diversity on group decision making under majority influence. J. Management Inform. Systems 23(4):53–80.Crossref, Google Scholar
- (2011) Designing collaborative systems to enhance team performance. J. Assoc. Inform. Systems 12(8):556–584.Google Scholar
- (1988) A study of influence in computer-mediated group decision making. Management Inform. Systems Quart. 12(4):625–644.Crossref, Google Scholar

