психология влияния. Р. ЧалдиниПсихология влияния. 5е изд. 2014Технический редактор Л. ЕгороваХудожник С. ЗаматевскаяКорректоры С. Беляева, Н. ВиктороваВерстка Л. ЕгороваР. Чалдини
 Скачать 6.66 Mb.
|
|
Критическое мышление 1. Выберите любые три орудия влияния, описанные в этой книге. Подумайте, как каждое из этих орудий можно использовать с целью эксплуатации, а также не из корыстных побуждений. 2. Опишите способ защиты от каждого из этих орудий влияния в случае применения их «профессионалами уступчивости». 3. Расскажите о трех наиболее важных уроках, которые вы извлекли из этой книги. 46 В английском тексте использовано прилагательное instant, известное российскому потребителю по сочетанию instant coffee — быстрорастворимый кофе. — Примеч. пер. 47 В этой главе центральным является термин shortcut, означающий одновременно и «ярлык для запуска программы» (этот смысл данного слова известен пользователям компьютеров), и «кратчайший путь», и «экономный, рациональный путь достижения чеголибо», и «стереотип». Мы предпочли перевести его как «стереотип», огласив в данном примечании весь список значений. — Примеч. пер. 48 Данные о применении подобного сужения в сферах восприятия и принятия решений вы можете найти в работах Берковитца и Бака (Berkowitz & Buck, 1967), Боденхаузена (Bodenhausen, 1990), Коэна (Cohen, 1978), Истербрука (Easterbrook, 1959), Гилберта и Осборна (Gilbert and Osborn, 1989), Хоки и Гамильтона (Hockey and Hamilton, 1970), Кейнана (Keinan, 1987), Круглянски и Фройнда (Kruglanski & Freund, 1983), Макуорта (Mackworth, 1965), Милграма (Milgram, 1970), Миллера и соавторов (Miller et al., 1976), Мура и соавторов (Moore et al., 1986), Скэммона (Scammon, 1977) и Тверски и Канеманна (Tversky & Kahnemann, 1974). 49 Согласно весьма обоснованной точке зрения информационный взрыв обусловлен прежде всего многократным 375 воспроизведением и повторением уже известных сведений и истин, а не увеличением количества новых знаний. Это обстоятельство, однако, не помогает разрешить психологическую проблему ориентации в этом потоке информации. — Примеч. пер. 50 Даже судьи, участвующие в рассмотрении дел, скорее применяют этот стереотипный подход, а не тот продуманный и взвешенный, которого мы от них ожидаем. Например, при определении суммы залога они скорее основывают свои решения на выборе прокурора или полицейского либо суда при рассмотрении подобных дел раньше, чем на более детальном и сложном анализе факторов, имеющих отношение к рассматриваемому делу (Dhami, 2003). Список литературы Aaker, D.A. (1991). Managing brand equity.New York: Free Press. Abrams, D., Wetherell, M., Cochrane, S., Hogg, M.A., Turner, J.C. (1990). Knowing what to think by knowing who you are. British Journal of Social Psychology, 29, 97–119. Adams, G.R. (1977). Physical attractiveness research: Toward a developmental social psychology of beauty. Human Development, 20,217–239. Albarracin, D., Wyer, R.S. (2001). Elaborative and nonelaborative processing of a behaviorrelated communication. Personality and Social Psychology Bulletin, 27, 691–705. Allgeier, A.R., Byrne, D., Brooks, B., Revnes, D. (1979). The waffle phenomenon: Negative evaluations of those who shift attitudinally. Journal of Applied Social Psychology, 9, 170–182. Allison, S.T., Messick, D.M. (1988). The featurepositive effect, attitude strength, and degree of perceived concensus. Personality and Social Psychology Bulletin, 14,231–241. Allison, S.T., Mackie, D.M., Muller, M.M., Worth, L.T. (1993). Sequential correspondence biases and perceptions of change. Personality and Social Psychology Bulletin, 19,151–157. Anderson, S.M., Zimbardo, P.G. (1984). On resisting social influence. Cultic Studies Journal, 1,196–219. Ardry, R. (1970). The social contract.New York; Atheneum. 376 Aronson, E. (1975, February). The jigsaw route to learning and liking. Psychology Today,pp. 43–50. Aronson, E., Mills, J. (1959). The effect of severity of initiation on liking for a group. Journal of Abnormal and Social Psychology, 59,177– 181. Aronson, E., Bridgeman, D.L., Geffner, R. (1978a). The effects of a cooperative classroom structure on students’ behavior and attitudes. In D. BarTal & L. Saxe (Eds.), Social psychology of education: Theory and research.New York: Halstead Press. Aronson, E., Bridgeman, D.L., Geffner, R. (1978b). Interdependent interactions and prosocial behavior. Journal of Research and Development in Education, 12,16–27. Aronson, E., Stephan C., Sikes, J., Blaney, N., Snapp, M. (1978). The jigsaw classroom.Beverly Hills, CA: Sage Publications. Asch, S. (1946). Forming impressions of personality. Journal of Abnormal and Social Psychology, 41,258–290. Ashmore, R.D., Ramchandra, V., Jones, R.A. (1971, April). Censorship as an attitude change induction.Paper presented at the meeting of the Eastern Psychological Association, New York. Asimov, I. (1975, August 30). The Miss America pageant. TV Guide. Aune, R. K, Basil, M.C. (1994). A relational obligations approach to the foot inthemouth effect. Journal of Applied Social Psychology, 24,546–556. Bachman, W., Katzev, R. (1982). The effects on noncontingent free bus tickets and personal commitment on urban bus ridership. Transportation Research, 16A(2),103–108. Bandura, A., Menlove, F.L. (1968). Factors determining vicarious extinction of avoidance behavior through symbolic modeling. Journal of Personality and Social Psychology, 8,99–108. Bandura, A., Grusec, J.E., Menlove, F.L. (1967). Vicarious extinction of avoidance behavior.Journal of Personality and Social Psychology, 5, 16–23. Bargh, J.A., Williams, E.L. (2006). The automaticity of social life. Current Directions in Psychological Science, 15,1–4. Barhaugh, K. (2008, January 17). Choteau school board decision to cancel speech took away a unique opportunity to learn. Great Falls Tribune online.Retrieved 377 fromhttp://www.greatfallstribune.com/apps/pbcs.dll/article? AID=20o88oii403o6. Barker, J. (1998, May 10). Judges on junkets. The Arizona Republic,pp. Ai, A6, A7. Bastardi, A., Shafir, E. (2000). Nonconsequential reasoning and its consequences. Current Directions in Psychological Science, 9,216–219. Benson, P. L, Karabenic, S.A., Lerner, R.M. (1976). Pretty pleases: The effects of physical attractiveness on race, sex, and receiving help. Journal of Experimental Social Psychology, 12,409–415. Benton, A.A., Kelley, H.H., Liebling, B. (1972). Effects of extremity of offers and concession rate on the outcomes of bargaining. Journal of Personality and Social Psychology, 24, 73–83. Berry, S.H., Kanouse, D.E. (1987). Physician response to a mailed survey: An experiment in timing of payment. Public Opinion Quarterly, 51,102–114. Berscheid, E., Walster [Hatfield], E. (1978). Interpersonal attraction.Reading, MA: AddisonWesley. Bickman, L. (1974). The social power of a uniform. Journal of Applied Social Psychology, 4,47–61. Bierley, C., McSweeney, F.K., Vannieuwkerk, R. (1985). Classical conditioning preferences of stimuli. Journal of Consumer Research, 12,316–323. Blake, R., Mouton, J. (1979). Intergroup problem solving in organizations: From theory to practice. In W. Austin & S. Worchel (Eds.), The social psychology of intergroup relations.Monterey, CA: Brooks/Cole. Blass, T. (1999). The Milgram paradigm after 35 years: Some things we now know about obedience to authority. Journal of Applied Social Psychology, 29, 955–978. Blass, T. (2004). The man who shocked the world: The life and legacy of Stanley Milgram. New York: Basic Books. Bodenhausen, G.V. (1990). Stereotypes as judgmental heuristics: Evidence of circadian variations in discrimination. Psychological Science, 1, 319–322. Bodenhausen, G.V., Macrae, C.N., Sherman, J.W. (1999). On the dialectics of discrimination: Dual processes in social stereotyping. In S. Chaiken & Y. Trope (Eds.), Dualprocess theories in social 378 psychology(pp. 271–290). New York: Guilford. Boen, F., Vanbeselaere, N., Pandelaere, M., Dewitte, S., Duriez, B., Snauwaert, B., Feys J., Dierckx, V., IkVan Avermaet, E. (2002). Politics and baskinginreflectedglory. Basic and Applied Social Psychology, 24,205–214. Bollen, K.A. &Phillips, D.P. (1982). Imitative suicides: A national study of the effects of television news stories. American Sociological Review, 47, 802–809. Bond, M.H., Smith, P.B. (1996). Culture and conformity: A metaanalysis of studies using Asch’s (1952b, 1956) line judgment task. Psychological Bulletin, 119,111–137. Bornstein, R.F., Leone, D.R., Galley, D.J. (1987). The generalizability of subliminal mere exposure effects. Journal of Personality and Social Psychology, 53, 1070–1079. Brehm, J.W. (1966). A theory of psychological reactance.New York: Academic Press. Brehm, S.S. (1981). Psychological reactance and the attractiveness of unattainable objects: Sex differences in children’s responses to an elimination of freedom. Sex Roles, 7, 937–949. Brehm, S.S., Weintraub, M. (1977). Physical barriers and psychological reactance: Twoyearolds’ responses to threats to freedom. Journal of Personality and Social Psychology, 35,830–836. Brinol, P., Petty, R.E., Wheeler, S.C. (2006). Discrepancies between explicit and implicit selfcon cepts: Consequences for information processing. Journal of Personality and Social Psychology, 91,154–170. Brock, T.C. (1968). Implications of commodity theory for value change. In A.G. Greenwald, T.C. Brock & T.M. Ostrom (Eds.) Psychological foundations of attitudes.New York: Academic Press. Brockner, J., Rubin, J.Z. (1985). Entrapment in escalating conflicts: A social psychological analysis.New York: SpringerVerlag. Brown, M. (2008, January 17). Montana high school cancels climate speech. MiamiHerald.com. Retrieved from http://www.miamiherald.com/news/nation/ AP/story/383710. Brown, S.L., Asher, T., Cialdini, R.B. (2005). Evidence of a positive relationship between age and preference for consistency. Journal of Research in Personality, 39,517–533. 379 Brownstein, A. (2003). Biased predecision processing. Psychological Bulletin, 129, 545–568. Brownstein, A. Read, S.J., Simon, D. (2004). Personality and Social Psychology Bulletin, 30,89–904. Brownstein, R., Katzev, R. (1985). The relative effectiveness of three compliance techniques in eliciting donations to a cultural organization. Journal of Applied Social Psychology, 15, 564–574. Budesheim, T.L., DePaola, S.J. (1994). Beauty or the beast? The effects of appearance, personality, and issue information on evaluations of political candidates. Personality and Social Psychology Bulletin, 20,339–348. Burger, J.M. (in press). Replicating Milgram: Would people still obey today? American Psychologist. Burger, J.M. & Caldwell, D.F. (2003). The effects of monetary incentives and labeling on the footinthedooreffect. Basic and Applied Social Psychology, 25, 235–241. Burger, J.M., Petty, R.E. (1981). The lowball compliance technique: Task or person commitment? Journal of Personality and Social Psychology, 40,492–500. Burger, J.M., Horita, M., Kinoshita, L., Roberts, K., Vera, C. (1997). Effects of time on the norm of reciprocity. Basic and Applied Social Psychology, 19,91–100. Burger, J.M., Messian, N., Patel, S., del Prado, A., Anderson, C. (2004). What a coincidence! The effects of incidental similarity on compliance. Personality and Social Psychology Bulletin, 30,35–43. Burgoon, M., Alvaro, E., Grandpre, J., Voulodakis, M. (2002). Revisiting the theory of psychological reactance. In J.P. Dillard and M. Pfau (Eds.), The persuasion handbook: Theory and practice(pp. 213– 232). Thousand Oaks, CA: Sage. Burn, S.W. (1991). Social psychology and the stimulation of recycling behaviors: The block leader approach. Journal of Applied Social Psychology, 21,611–629. Bushman, B.J. (1988). The effects of apparel on compliance. Personality and Social PsychologyBulletin, 14,459–467. Buss, D.M., Kenrich, D.T. (1998). Evolutionary social psychology. In D.T. Gilbert, S.T. Fiske & G. Lindzey (Eds.), The handbook of social psychology(4th ed.) (Vol. 2, pp. 982–1026). Boston: McGrawHill. 380 Carducci, B.J., Deuser, P.S., Bauer, A., Large, M., Ramaekers, M. (1989). An application of the footinthedoor technique to organ donation. Journal of Business and Psychology, 4,245–249. Castellow, W.A., Wuensch, K.L., Moore, C.H. (1990). Effects of physical attractiveness of the plaintiff and defendant in sexual harassment judgments. Journal of Social Behavior and Personality, 5, 547–562. Chaiken, S. (1979). Communicator physical attractiveness and persuasion. Journal of Personality and Social Psychology, 37, 1387– 1397. Chaiken, S. (1986). Physical appearance and social influence. In C.P. Herman, M.P. Zanna & E.T. Higgins (Eds.), Physical appearance, stigma, and social behavior: The Ontario Symposium(Vol. 3, pp. 143–177). Hillsdale, NJ: Lawrence Erlbaum. Chaiken, S., Trope, Y. (Eds.) (1999). Dualprocess theories in social psychology.New York: Guilford. Chajut, E., Algom, D. (2003). Selective attention improves under stress. Journal of Personality and Social Psychology, 85, 231–248. Chartrand, T.L., Bargh, J.A. (1999). The chameleon effect: The perceptionbehavior link and social interaction. Journal of Personality and Social Psychology, 76,893–910. Cialdini, R.B., Ascani, K. (1976). Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61,295–300. Cialdini, R.B., Borden, R.J., Thome, A., Walker, M.R. Freeman, S., Sloan, L.R. (1976). Basking in reflected glory: Three (football) field studies. Journal of Personality and Social Psychology, 34,366–375. Cialdini, R.B., Cacioppo, J.T., Bassett, R., Miller, J.A. (1978). Lowball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463–476. Cialdini, R.B., Trost, M.R., Newsom, J.T. (1995). Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. Journal of Personality and Social Psychology, 69,318–328. Cialdini, R.B., Vincent, J.E., Lewis, S.K., Catalan, J., Wheeler, D., Darby, B.L. (1975). Reciprocal concessions procedure for inducing compliance: The doorintheface technique. Journal of Personality 381 and Social Psychology, 31,206–215. Cialdini, R.B., Wosinska, W., Barrett, D.W., Butner, J., GornikDurose, M. (1999). Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psychology Bulletin 25, 1242–1253. Cioffi, D., Garner, R. (1996). On doing the decision: The effects of active versus passive choice on commitment and selfperception. Personality and Social Psychology Bulletin, 22, 133– 147. Clark, M.S. (1984). Record keeping in two types of relationships. Journal of Personality and Social Psychology, 47, 549– 557. Clark, M.S., Mills, J. (1979). Interpersonal attraction in exchange and communal relationships.Journal of Personality and SocialPsychology, 37, 12–24. Clark, M.S., Waddell, B. (1985). Perceptions of exploitation in communal and exchange relationships. Journal of Personal and Social Relationships, 2, 403–418. Clark, M.S., Mills, J., Powell, M. (1986). Keeping track of needs in communal and exchange relationships. Journal of Personality and Social Psychology,51, 333–338. Clark, M.S., Mills, J.R., Corcoran, D.M. (1989). Keeping track of needs and inputs of friends and strangers. Personality and Social PsychologyBulletin, 15, 533–542. Clark, R.D., Ill, Word, L.E. (1972). Why don’t bystanders help? Because of ambiguity? Journal of Personality and Social Psychology, 24,392–400. Clark, R.D., III, Word, L.E. (1974). Where is the apathetic bystander? Situational characteristics of the emergency. Journal of Personality and Social Psychology, 29, 279–287. Cohen, A. (1999, May 31). Special report: Troubled kids. Time,p. 38. Cohen, M., Davis, N. (1981). Medication errors: Causes and prevention.Philadelphia: G.F. Stickley Co. Cook, D. (1984). Charles de Gaulle: A biography.New York: Putnam. Craig, K.D., Prkachin, K.M. (1978). Social modeling influences on sensory decision theory and psychophysiological indexes of 382 pain. Journal of Personality and Social Psychology, 36,805–815. Cronley, M., Posavac, S.S., Meyer, T., Kardes, F.R., Kellaris, J.J. (2005). A selective hypothesis testing perspective on pricequality inference and inferencebased choice. Journal of Consumer Psychology, 15, 159–169. Dai, X., Wertenbroch, K., Brendel, C.M. (2008). The value heuristic in judgments of relative frequency. Psychological Science, 19,18–19. Darley, J.M., Latane, B. (1968). Bystander intervention in emergencies: Diffusion of responsibility.Journal of Personality and Social Psychology, 8,377–383. Dauten, D. (2004, July ) How to be a good waiter and other innovative ideas. Arizona Republic,p. D3. Davidson, P. (1999, June 16). Gates speaks softly of antitrust laws. USA Today,p. B2. Davies, J.C. (1962). Toward a theory of revolution. American Sociological Review, 27, 5–19. Davies, J.C. (1969). The Jcurve of rising and declining satisfactions as a cause of some great revolutions and a contained rebellion. In H.D. Graham &T.R. Gurr (Eds.), Violence in America.New York: Signet Books. De Paulo, B.M., Nadler, A., Fisher, J.D. (Eds.). (1983). New directions in helping: Vol. 2, Help seeking.New York: Academic Press. Deci, E.L., Ryan, R.M. (1985). Intrinsic motivation and selfdetermination in human behavior. New York: Plenum. DeDreu, C.K. W, McCusker, C. (1997). Gainloss frames and cooperation in twoperson social dilemmas: A transformational analysis. Journal of Personality and Social Psychology, 72, 1093–1106. Deutsch, M., Gerard, H.B. (1955). A study of normative and informational social influences upon individual judgment. Journal of Abnormal and Social Psychology, 51, 629–636. Dhami, M.K. (2003). Psychological models of professional decision making. Psychological Science, 14,175–180. Dion, K.K. (1972). Physical attractiveness and evaluation of children’s transgressions. Journal of Personality and Social Psychology, 24,207–213. Dixon, J., Durrheim, K., Tredoux, C. (2005). Beyond the optimal contact strategy: A reality check for the contact hypothesis. American Psychologist, 60,697–711. 383 Doob, A.N., Gross, A.E. (1968). Status of frustrator as an inhibitor of hornhonking response. Journal of Social Psychology, 76, 213–218. Downs, A. C, Lyons, P.M. (1990). Natural observations of the links between attractiveness and initial legal judgments. Personality and Social Psychology Bulletin, 17,541–547. Drachman, D., deCarufel, A., Inkso, C.A. (1978). The extra credit effect in interpersonal attraction.Journal of Experimental Social Psychology, 14,458–467. Driscoll, R., Davis, K.E., Lipetz, M.E. (1972). Parental interference and romantic love: The Romeo and Juliet effect. Journal of Personality and Social Psychology, 24, 1–10. Eagly, A.H., Wood, W., Chaiken, S. (1978). Causal inferences about communicators and their effect on opinion change. Journal of Personality and Social Psychology, 36,424–435. Easterbrook, J.A. (1959). The effects of emotion on cue utilization and the organization of behavior. Psychological Review, 66,183–201. Efran, M.G., Patterson, E.W. J. (1976). The politics of appearance.Unpublished manuscript, University of Toronto. EiblEibesfeldt, I. (1975). Ethology: The biology of behavior(2d ed.). New York: Holt, Rinehart &Winston. Emswiller, T., Deaux, K., Willits, J.E. (1971). Similarity, sex, and requests for small favors. Journal of Applied Social Psychology, 1,284– 291. Epley, N., Gilovich, T. (2006). The anchoringandadjustment heuristic: Why adjustments are insufficient. Psychological Science, 17, 311–318. Eron, L.D., Huesmann, L.R. (1985). The role of television in the development of prosocial and antisocial behavior. In D. Olweus, M. RadkeYarrow &J. Block (Eds.), Development of prosocial and antisocial behavior.Orlando, FL: Academic Press. Evans, F.B. (1963). American Behavioral Scientists, 6 (7), 76–79. Facci, E., L, Kasarda, J.D. (2004). Revisiting windshear accidents: The social proof factor. Proceedings of the 49th Corporate Aviation Safety Seminar (pp. 205–232). Alexandrea, VA: Flight Safety Foundation, Inc. Fang, X., Singh, S., Ahulwailia, R. (2007). An examination of different explanations for the mere exposure effect. Journal of Consumer 384 Research, 34,97–103. Fazio, R.H., Blascovich, J., Driscoll, D. (1992). On the functional value of attitudes. Personality and Social Psychology Bulletin, 18,388– 401. Fazio, R.H., Sherman, S.J., Herr, P.M. (1982). The featurepositive effect in the selfperception process. Journal of Personality and Social Psychology, 42,404–411. Feinberg, R.A. (1986). Credit cards as spending facilitating stimuli. Journal of Consumer Research, 13,348–356. Feinberg, R.A. (1990). The social nature of the classical conditioning phenomena in people.Psychological Reports, 67, 331–334. Fenigstein, A., Scheier, M.F., Buss, A.H. (1975). Public and private selfconsciousness: Assessment and theory. Journal of Consulting and Clinical Psychology, 43, 522–527. Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7, 117–140. Festinger, L. (1957). A theory of cognitive dissonance.Stanford: Stanford University Press. Festinger, L., Riecken, H.W., Schachter, S. (1964). When prophecy fails.New York: Harper. Fiske, S.T., Neuberg, S.L. (1990). A continuum of impression formation: Influences of information and motivation on attention and interpretation. In M.P. Zanna (Ed.), Advances in experimental social psychology(Vol. 23, pp. 1–74). New York: Academic Press. Fleming, T. (1997, November 23). 13 things you never knew about the American Revolution.Parade,pp. 14–15. Flynn, F.J. (2002). What have you done for me lately? Temporal adjustments to favor evaluations.Organizational Behavior and Human Decision Processes, 91, 38–50. For women, all’s pheromones in love, war. (1999, March 7). The Arizona Republic,p. E19. Foster, E. (1991, January 28). Lobbyists circle over capitol. The Arizona Republic,pp. Ai, A6. Foushee, M.C. (1984). Dyads and triads at 35,000 feet: Factors affecting group process and aircraft performance. American Psychologist, 39,885–893. Fox, M.W. (1974). Concepts in ethology: Animal and human 385 behavior.Minneapolis: University of Minnesota Press. Freedman, J.L. (1965). Longterm behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1,145–155. Freedman, J.L., Fraser, S.C. (1966). Compliance without pressure: The footinthe door technique. Journal of Personality and Social Psychology, 4,195–203. Frenzen, J.R., Davis, H.L. (1990). Purchasing behavior in embedded markets. Journal of Consumer Research, 17, 1–12. Fromkin, H. L, Brock, T.C. (1971). A commodity theory analysis of persuasion. Representative Research in Social Psychology, 2,47–57. Furnham, A. (1996). Factors relating to the allocation of medical resources. Journal of Social Behavior and Personality, 11,615–624. Gaertner, S.L., Dovidio, J.F., Rust, M. C, Neir, J.A., Banker, B.S., Ward, C.M., Mottola, G. R, Houlette, M. (1999). Reducing intergroup bias: Elements of intergroup cooperation. Journal of Personality and Social Psychology,76, 388–402. Ganzberg, M. (1964, March 27). New York Times,p.1. Garner, R.L. (2005). What’s in a name? Persuasion perhaps? Journal of Consumer Psychology, 15, 108–116. Gawronski, B. (2003). Implicational schemata and the correspondence bias: On the diagnostic value of situationally constrained behavior. Journal of Personality and Social Psychology, 84,1154–1171. George, W.H., Gournic, S.J.,McAfee, M.P. (1988). Perceptions of postdrinking female sexuality.Journal of Applied Social Psychology, 18,1295–1317. Gerard, H.B., Mathewson, G.C. (1966). The effects of severity of initiation on liking for a group: A replication. Journal of Experimental Social Psychology, 2,278–287. Gergen, K., Ellsworth, P., Maslach, C., Seipel, M. (1975). Obligation, donor resources, and reactions to aid in three cultures. Journal of Personality and Social Psychology, 31,390–400. Gigerenzer, G., Goldstein, D.G. (1996). Reasoning the fast and frugal way: Models of bounded rationality. Psychological Review, 103, 650– 669. Gilbert, D.T., Osborne, R.E. (1989). Thinking backward: Some curable and incurable consequences of cognitive business. Journal of 386 Personality and Social Psychology,57, 940–949. Gleick, E. (1997, February 10). Marine blood sports. Time,p. 30. Goldstein, N.J., Mortensen, C.R., Griskevicius, V., Cialdini, R.B. (January, 2007). I’ll scratch your back if you scratch my brother’s: The extended self and extradyadic reciprocity norms. Poster presented at the meeting of the Society of Personality and Social Psychology, Memphis, TN. Gonzales, M.H., Davis, J.M., Loney, G.L., Lukens, C.K., Junghans, C.M. (1983). Interactional approach to interpersonal attraction. Journal of Personality and Social Psychology, 44,1192–1197. Goodenough, U.W. (1991). Deception by pathogens. American Scientist, 79, 344–355. Gordon, R.E., Gordon, K. (1963). The blight on the ivy.Englewood Cliffs, NJ: PrenticeHall. Gorn, G.J. (1982). The effects of music in advertising on choice behavior: A classical conditioning approach. Journal of Marketing, 46,94–101. Gould, M.S., Shaffer, D. (1986). The impact of suicide in television movies. The New England Journal of Medicine, 315, 690–694. Grandson’s drowning shifts Nicklaus’ focus away from golf. (2005, March 8). http://ph.illy. com/mld/inquirer/sports/iio76559.htm. Green, F. (1965). The «footinthedoor» technique. American Salesmen, 10, 14–16. Greenberg, M.S., Shapiro, S.P. (1971). Indebtedness: An adverse effect of asking for and receiving help. Sociometry, 34,290–301. Greenwald, A.F., Carnot, C.G., Beach, R., Young, B. (1987). Increasing voting behavior by asking people if they expect to vote. Journal of Applied Psychology, 72, 315–318. Gregory, S.W., Webster, S. (1996). A nonverbal signal in voices of interview partners effectively predicts communication accommodation and social status perceptions. Journal of Personality and Social Psychology, 70, 1231–1240. Grier, S.A., Mensinger, J.L., Huang, S.H., Kumanyika, Stettler, N. (2007). Fast food marketing and children’s fast food consumption: Exploring parental influences in an ethically diverse sample. Journal of Public Policy and Marketing, 26,221–235. Gruner, S.J. (1996, November). Reward good consumers. Inc., p. 84. 387 Grush, J.E., (1980). Impact of candidate expenditures, regionality, and prior outcomes on the 1976 Democratic presidential primaries. Journal of Personality and Social Psychology, 38, 337–347. Grush, J.E., McKeough, K.L., Ahlering, R.F. (1978). Extrapolating laboratory exposure experiments to actual political elections. Journal of Personality and Social Psychology, 36,257–270. Guess who’s coming to dinner: A robber! (2007, July 14). Milwaukee JournalSentinel, A2. Hammermesh, D., Biddle, J.E. (1994). Beauty and the labor market. The American Economic Review, 84,1174–1194. Harper, C.R., Kidera, C.J., Cullen, J.F. (1971). Study of simulated airplane pilot incapacitation: Phase II, subtle or partial loss of function. Aerospace Medicine, 42,946–948. Haselton, M.G., Nettle, D. (2006). The paranoid optimist: An integrated evolutionary model of cognitive biases. Personality and Social PsychologyReview, 10, 47–66. Heider, F. (1946). Attitudes and cognitive organization. Journal of Psychology, 21, 107–112. Heilman, M.E. (1976). Oppositional behavior as a function of influence attempt intensity and retaliation threat. Journal of Personality and Social Psychology, 33,574–578. Higgins, C.A., Judge, T.A. (2004). The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: A field study. Journal of Applied Psychology, 89,622–632. Higgins, E.T., Lee, J., Kwon, J., Trope, Y. (1995). When combining intrinsic motivations undermines interest. Journal of Personality and Social Psychology, 68,749–767. Higham, P.A., Carment, D.W. (1992). The rise and fall of politicians. Canadian Journal of Behavioral Science,404–409. Hill, G.W. (1982). Group versus individual performance: Are N + 1 heads better than one?Psychological Bulletin, 91, 517–539. Hobofoll, S.E. (2001). The influence of culture, community, and the nestedself in the stress process. Applied Psychology: An International Review, 50, 337–421. Hockey, G.R. J., Hamilton, P. (1970). Arousal and information selection in shortterm memory. Nature, 226,866–867. Hofling, C.K., Brotzman, E., Dalrymple, S., Graves, N., Pierce, C.M. 388 (1966). An experimental study of nursephysician relationships. Journal of Nervous and Mental Disease, 143, 171–180. Hofstede, G. (1980). Culture’s consequences.Beverly Hills, CA: Sage. Holldobler, B. (1971). Communication between ants and their guests. Scientific American, 198, 68–76. Hornstein, H.A., Fisch, E., Holmes, M. (1968). Influence of a model’s feeling about his behavior and his relevance as a comparison other on observers’ helping behavior. Journal of Personality and Social Psychology, 10,222–226. Howard, D.J. (1990). The influence of verbal responses to common greetings on compliance behavior: The footinthemouth effect. Journal of Applied Social Psychology, 20,1185–1196. Howard, D.J., Gengler, C., Jain, A. (1995). What’s in a name? A complimentary means of persuasion. Journal of Consumer Research, 22, 200–211. Howard, D.J., Gengler, C., Jain, A. (1997). The name remembrance effect. Journal of Social Behavior and Personality, 12,801–810. Howe, M.L. (2003). Memories from the cradle. Current Directions in Psychological Science, 12, 62–65. Hunt, J.M., Domzal, T.J., Kernan, J.B. (1981). Causal attribution and persuasion: The case of disconfirmed expectancies. In A. Mitchell (Ed.), Advances in consumer research(Vol. 9). Ann Arbor, MI: Association for Consumer Research. James, J.M., Bolstein, R. (1992). Effect of monetary incentives and followup mailings on the response rate and response quality in mail surveys. Public Opinion Quarterly, 54,442–453. Johnson, C.S. (1972). Fraternities in our colleges.New York: National Interfraternity Foundation. Johnson, D.W. (2003). Social interdependence: Interrelationships among theory, research, and practice. American Psychologist, 58, 934– 945. Jones, E.E., Harris, V.E. (1967). The attribution of attitudes. Journal of Experimental Social Psychology, 3, 1–24. Jones, J.T., Pelham, B.W., Carvallo, M., Mirenberg, M.C. (2004). How do I love thee? Let me count the J’s. Implicit egoism and interpersonal attraction. Journal of Personality and Social Psychology, 87, 665–683. Joule, R.V. (1987). Tobacco deprivation: The footinthedoor 389 technique versus the lowball technique. European Journal of Social Psychology, 17, 361–365. Judge, T.A., Cable, D.M. (2004). The effect of physical height on workplace success and income.Journal of Applied Psychology, 89,428– 441. Kahn, B.E., Baron, J. (1995). An exploratory study of choice rules favored for highstakes decisions. Journal of Consumer Psychology, 4, 305–328. Kahneman, D., Slovic, P., Tversky, A. (Eds.). (1982). Judgment under uncertainty: Heuristics and biases.New York: Cambridge University Press. Kamisar, Y. (1980). Police interrogation and confession: Essays in law and policy. Ann Arbor: University of Michigan Press. Katzev, R., Johnson, T. (1984). Comparing the effects of monetary incentives and footinthe door strategies in promoting residential electricity conservation. Journal of Applied Psychology, 14, 12–27. Katzev, R., Pardini, A. (1988). The comparative effectiveness of token reinforcers and personal commitment in promoting recycling. Journal of Environmental Systems, 17, 93–113. Keinan, G. (1987). Decision making under stress: Scanning of alternatives under controllable and uncontrollable threats. Journal of Personality and Social Psychology, 52, 639–644. Kenrick, D.T., Keefe, R.C. (1992). Age preferences in mates reflect sex differences in human reproductive strategies. Brain and Behavioral Sciences, 15, 75–133. Kenrick, D.T., Gutierres, S.E., Goldberg, L.L. (1989). Influence of popular erotica on judgments of strangers and mates. Journal of Experimental Social Psychology, 25, 159–167. Kerr, N.L., MacCoun, R.J. (1985). The effects of jury size and polling method on the process and product of jury deliberation. Journal of Personality and Social Psychology, 48,349–363. Ketelaar, T. (1995, June). Emotions as mental representations of gains and losses: Translating prospect theory into positive and negative affect.Paper presented at the meeting of the American Psychological Society, New York, NY. Kissinger, H. (1982). Years of upheaval.Boston: Little, Brown. Knishinsky, A. (1982). The effects of scarcity of material and 390 exclusivity of information on industrial buyer perceived risk in provoking a purchase decision.Unpublished doctoral dissertation, Arizona State University, Tempe. Knouse, S.B. (1983). The letter of recommendation: Specificity and favorability information.Personal Psychology, 36,331–341. Knox, R.E., Inkster, J.A. (1968). Postdecisional dissonance at post time. Journal of Personality and Social Psychology, 8,319–323. Kraut, R.E. (1973). Effects of social labeling on giving to charity. Journal of Experimental Social Psychology, 9, 551–562. Kruglanski, A.E., Freund, T. (1983). The freezing and unfreezing of lay inferences: Effects on impressional primacy, ethnic stereotyping, and numerical anchoring. Journal of Experimental Social Psychology, 19, 448–468. Kulka, R.A., Kessler, J.R. (1978). Is justice really blind? The effect of litigant physical attractiveness on judicial judgment. Journal of Applied Social Psychology, 4,336–381. Kunz, P.R., Woolcott, M. (1976). Season’s greetings: From my status to yours. Social Science Research, 5, 269–278. Kurtzburg, R.L., Safar, H., Cavior, N. (1968). Surgical and social rehabilitation of adult offenders.Proceedings of the76th Annual Convention of the American Psychological Association, 3, 649–650. Lack, D. (1943). The life of the robin.London: Cambridge University Press. Langer, E., Blank, A., Chanowitz, B. (1978). The mindlessness of ostensibly thoughtful action: The role of «placebic» information in interpersonal interaction. Journal of Personality and Social Psychology, 36,635–642. Langer, E.J. (1989). Minding matters. In L. Berkowitz (Ed.), Advances in experimental social psychology(Vol. 22). New York: Academic Press. Langlois, J.H., Kalakanis, A., Rubenstein, A.J., Larson, A., Hallam, M., Smoot, M. (2000). Maxims or myths of beauty: A metaanalytic and theoretical review. Psychological Bulletin, 126,390–423. Latane, B., Darley, J.M. (1968a). Group inhibition of bystander intervention in emergencies.Journal of Personality and Social Psychology, 10,215–221. Latane, B., Darley, J.M. (1968b). The unresponsive bystander: Why 391 doesn’t he help?New York: AppletonCenturyCrofts. Latane, B., Nida, S. (1981). Ten years of research on group size and helping. Psychological Bulletin, 89,308–324. Latane, B., Rodin, J. (1969). A lady in distress: Inhibiting effects of friends and strangers on bystander intervention. Journal of Experimental Social Psychology, 5, 189–202. Laughlin, P.R. (1980). Social combination processes in cooperative problemsolving groups in verbal intellective tasks. In M. Fishbein (Ed.), Progress in social psychology.Hillsdale, NJ: Lawrence Erlbaum. Leakey, R., Lewin, R. (1978). People of the lake.New York: Anchor Press/Doubleday. Lee, F., Peterson, C., Tiedens, L.Z. (2004). Mea culpa: Predicting stock prices from organizational attributions. Journal of Personality and Social Psychology, 30,1636–1649. Lee, K.M., Nas, C. (2004). The multiple source effect and synthesized speech: Doubly disembodied language as a conceptual framework. Human Communication Research, 30,182–207. Lefkowitz, M., Blake, R.R., Mouton, J.S. (1955). Status factors in pedestrian violation of traffic signals. Journal of Abnormal and Social Psychology, 51, 704–706. Leippe, M.R., Elkin, R.A. (1987). When motives clash: Issue involvement and response involvement as determinants of persuasion. Journal of Personality and Social Psychology, 52, 269–278. Lepper, M.R., Greene, D. (Eds.). (1978). The hidden costs of reward.Hillsdale, NJ: Lawrence Erlbaum. Li, W., Moallem, L., Paller, K.A., Gottfried, J.A. (2007). Subliminal smells can guide social preferences. Psychological Science, 18,1044– 1049. Lieberman, J.D., Arndt, J. (2000). Understanding the limits of limiting instructions. Psychology, Public Policy, and Law, 6, 677–711. Liebert, R., Baron, R.A. (1972). Some immediate effects of televised violence on children’s behavior. Developmental Psychology, 6,469–475. Lloyd, J.E. (1965). Aggressive mimicry in Photuris:Firefly femme fatales. Science, 149, 653–654. Locke, K.S., Horowitz, L.M. (1990). Satisfaction in interpersonal interactions as a function of similarity in level of dysphoria. Journal of Personality and Social Psychology, 58, 823–831. 392 Lott, A.J., Lott, B.E. (1965). Group cohesiveness as interpersonal attraction: A review of relationships with antecedent and consequent variables. Psychological Bulletin, 64,259–309. Lun, J., Sinclair, S., Whitchurch, E.R., Glenn, C. (2007). (Why) do I think what you think? Epistemic social tuning and implicit prejudice. Journal of Personality and Social Psychology, 93,957–972. Lynn, M. (1989). Scarcity effect on value: Mediated by assumed expensiveness. Journal of Economic Psychology, 10,257–274. Lynn, M., Shurgot, B.A. (1984). Responses to lonely hearts advertisements: Effects of reported physical attractiveness, physique, and coloration. Personality and Social Psychology Bulletin, 10,349–357. Lytton, J. (1979). Correlates of compliance and the rudiments of conscience in twoyearold boys. Canadian Journal of Behavioral Science, 9, 242–251. Mack, D., Rainey, D. (1990). Female applicants’ grooming and personnel selection. Journal of Social Behavior and Personality, 5, 399– 407. MacKenzie, B. (1974, June 22). When sober executives went on a bidding binge. TV Guide. Mackworth, N.H. (1965). Visual noise causes tunnel vision. Psychonomic Science, 3, 67–68. Macrae, N. (1972, January 22). Multinational business. The Economist. Magruder, J.S. (1974). An American life: One man’s road to Watergate.New York: Atheneum. Major, B., Carrington, P.I., Carnevale, P.J. D. (1984). Physical attractiveness and selfesteem: Attributions for praise from an othersex evaluator. Personality and Social PsychologyBulletin, 10, 43–50. Manis, M., Cornell, S.D., Moore, J.C. (1974). Transmission of attitude relevant information through a communication chain. Journal of Personality and Social Psychology, 30, 81–94. Markus, H., Kitayama, S. (1991). Culture and the self: Implications of cognition, emotion, and motivation. Psychological Bulletin, 98,224–253. Mather, M., Shafir, E., Johnson M.K. (2000). Misremembrance of options past: Source monitoring and choice. Psychological Science, 11,132–138. 393 Mauro, R. (1984). The constable’s new clothes: Effects of uniforms on perceptions and problems of police officers. Journal of Applied Social Psychology, 14,42–56. Mauss, M. (1954). The gift.(I. G. Cunnison, Trans.). London: Cohen and West. Mazis, M.B. (1975). Antipollution measures and psychological reactance theory: A field experiment. Journal of Personality and Social Psychology, 31, 654–666. Mazis, M.B., Settle, R.B., Leslie, D.C. (1973). Elimination of phosphate detergents and psychological reactance. Journal of Marketing Research, 10,390–395. McCall, M., Belmont, H.J. (1996). Credit card insignia and restaurant tipping: Evidence for an associative link. Journal of Applied Psychology, 81,609–613. McGuinnies, E., Ward, C.D., (1980). Better liked than right: Trustworthiness and expertise as factors in credibility. Personality and Social Psychology Bulletin, 6,467–472. McKensie, C.R. M., Chase, V.M. (in press). Why rare things are precious: The importance of rarity in lay inference. In P.M. Todd, G. Gigerenzer &The ABC Research Group (Eds.), Ecological rationality: Intelligence in the world.Oxford: Oxford University Press. Meeus, W.H. J., Raaijmakers, Q.A. W. (1986). Administrative obedience: Carrying out orders to use psychologicaladministrative violence. European Journal of Social Psychology, 16,311–324. Melamed, B. R, Yurcheson, E., Fleece, L., Hutcherson, S., Hawes, R. (1978). Effects of film modeling on the reduction of anxietyrelated behaviors in individuals varying in level of previous experience in the stress situation. Journal of Consulting and Clinical Psychology, 46,1357–1374. Meyerwitz, B.E., Chaiken, S. (1987). The effect of message framing on breast selfexamination attitudes, intentions, and behavior. Journal of Personality and Social Psychology, 52, 500–510. Milgram, S. (1963). Behavioral study of obedience. Journal of Abnormal and Social Psychology, 67, 371–378. Milgram, S. (1970). The experience of living in cities. Science, 13,1461–1468. Milgram, S. (1974). Obedience to authority.New York: Harper & Row. 394 Milgram, S., Bickman, L., Berkowitz, O. (1969). Note on the drawing power of crowds of different size. Journal of Personality and Social Psychology,13, 79–82. Miller, N., Campbell, D.T., Twedt, H., O’Connell, E.J. (1966). Similarity, contrast, and complementarity in friendship choice. Journal of Personality and Social Psychology,3, 3–12. Miller, R.L., Seligman, C., Clark, N.T., Bush, M. (1976). Perceptual contrast versus reciprocal concession as mediators of induced compliance. Canadian Journal of Behavioral Science, 8,401–409. Mills, C.M., Keil, F.C. (2005). The development of cynicism. Psychological Science, 16,385–390. Mills, J., Clark, M.S. (1982). Exchange and communal relationships. In L. Wheeler (Ed.), Review of personality and social psychology(Vol. 3). Beverly Hills, CA: Sage Publications. Mita, T.H., Dermer, M., Knight, J. (1977). Reversed facial images and the mere exposure hypothesis. Journal of Personality and Social Psychology, 35,597–601. Monahan, J.L., Murphy, S.T., Zajonc, R.B. (2000). Subliminal mere exposure: Specific, general, and diffuse effects. Psychological Science, 11,462–466. Moriarty, T. (1975). Crime, commitment, and the responsive bystander. Journal of Personality and Social Psychology, 31,370–376. Morrow, L. (1991, September 2). The Russian revolution, Time,p. 20. Murphy, S.T., Zajonc, R.B. (1993). Affect, cognition and awareness. Journal of Personality and Social Psychology, 64,723–739. Murray, D.A., Leupker, R.V., Johnson, C.A., Mittlemark, M.B. (1984). The prevention of cigarette smoking in children: A comparison of four strategies. Journal of Applied Social Psychology, 14,274–288. Naylor, R.W., Raghunathan, R., Ramanathan, S. (2006). Promotions spontaneously induce a positive evaluative response. Journal of Consumer Psychology, 16,295–305. Newcomb, T. (1953). An approach to the study of communicative acts. Psychological Review, 60,393–404. News. (1988). Stanford Business School Magazine, 56,3. Nosanchuk, T.A., Lightstone, J. (1974). Canned laughter and public and private conformity.Journal of Personality and Social Psychology, 29, 153–156. 395 O’Connor, R.D. (1972). Relative efficacy of modeling, shaping, and the combined procedures for modification of social withdrawal. Journal of Abnormal Psychology,79, 327–334. O’Leary, S.G. (1995). Parental discipline mistakes. Current Directions in Psychological Science, 4,11–13. Olsen, I.R., Marshuetz, C. (2005). Facial attractiveness is appraised in a glance. Emotion,5, 498–502. Olson, J.C. (1977). Price as an informational cue: Effects of product evaluations. In A.G. Woodside, J.N. Sheth & P.D. Bennett (Eds.), Consumer and industrial buying behavior.New York: NorthHolland. Oskamp, S., Schultz, P.W. (1998). Applied Social Psychology.Englewood Cliffs, NJ: PrenticeHall. Overload of advice likely misled FBI (1993, October 8). Arizona Republic,p. A13. Packard, V. (1957). The hidden persuaders.New York: D. McKay Co. Paese, P.W., Gilin, D.A. (2000). When an adversary is caught telling the truth. Personality andSocial Psychology Bulletin, 26,75–90. Pallak, M.S., Cook, D.A., Sullivan, J.J. (1980). Commitment and energy conservation. Applied Social Psychology Annual, 1,235–253. Paolini, S., Hewstone, M., Cairns, E., Voci, A. (2004). Effects of direct and indirect crossgroup friendships on judgments of Catholics and Protestants in Northern Ireland. Personality and Social Psychology Bulletin, 30,770–786. Pardini, A., Katzev, R. (1983–1984). The effect of strength of commitment on newspaper recycling.Journal of Environmental Systems, 13, 245–254. Parks, C.D., Sanna, L.J., Berel, S.R. (2001). Actions of similar others as inducements to cooperate in social dilemmas. Personality and Social Psychology Bulletin, 27, 345–354. Paulhus, D.L., Martin, C. L, Murphy, G.K. (1992). Some effects of arousal sex stereotyping.Personality and Social Psychology Bulletin, 18,325–330. Peiponen, V.A. (i960). Verhaltensstudien am blaukehlchen [Behavior studies of the bluethroat]. Ornis Fennica,37, 69–83. Petrova, P. K, Cialdini, R.B., Sills, S.J. (2007). Personal consistency and compliance across cultures. Journal of Experimental Social 396 Psychology, 43,104–111. Petty, R.E., Cacioppo, J.T., Goldman, R. (1981). Personal involvement as a determinant of argumentbased persuasion. Journal of Personality and Social Psychology, 41,847–855. Petty, R.E., Wegener, D.T. (1999). The elaboration likelihood model: Current status and controversies. In S. Chaiken &Y. Trope (Eds.), Dualprocess theories in social psychology (pp. 41–72). New York: Guilford. Phalen, C.W., Chairperson. (1951). [Panel discussion of N.I.C. Public Relations Committee].Yearbook.New York: National Interfraternity Conference. Phillips, D.P. (1974). The influence of suggestion on suicide: Substantive and theoretical implications of the Werther effect. American Sociological Review, 39,340–354. Phillips, D.P. (1979). Suicide, motor vehicle fatalities, and the mass media: Evidence toward a theory of suggestion. American Journal of Sociology, 84,1150–1174. Phillips, D.P. (1980). Airplane accidents, murder, and the mass media: Towards a theory of imitation and suggestion. Social Forces, 58, 1001–1024. Phillips, D.P. (1983). The impact of mass media violence on U.S. homicides. American Sociological Review, 48,560–568. Phillips, D.P., Cartensen, L.L. (1986). Clustering of teenage suicides after television news stories about suicide. The New England Journal of Medicine, 315, 685–689. Phillips, D.P., Cartensen, L.L. (1988). The effect of suicide stories on various demographic groups, 1968–1985. Suicide and LifeThreatening Behavior, 18,100–114. Plassmann, H., O’Doherty, J., Shiv, B., Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. Proceedings of the National Academy of Sciences, 105, 1050–1054. Platow, M.J., Haslam, S.A., Both, B., Chew, I., Cuddon, M., Goharpey, N., Maurer, J., Rosini, S., Tsekouras, A., Grace, D.M. (2005). «It’s not funny if they’relaughing»: Selfcategorization, social influence, and responses to canned laughter. Journal of Experimental Social Psychology, 41,542–550. 397 Pratkanis, A. &Shadel, D. (2005). Weapons of fraud: A sourcebook for fraud fighters.Seattle, WA: AARP Washington. Provine, R. (2000). Laughter: A scientific investigation.New York: Viking. Rao, A.R., Monroe, K.B. (1989). The effect of price, brand name, and store name on buyer’s perceptions of product quality. Journal of Marketing Research, 26,351–357. Razran, G.H. S. (1938). Conditioning away social bias by the luncheon technique. Psychological Bulletin, 35, 693. Razran, G.H. S. (1940). Conditional response changes in rating and appraising sociopolitical slogans. Psychological Bulletin, 37, 481. Regan, D.T., Kilduff, M. (1988). Optimism about elections: Dissonance reduction at the ballot box.Political Psychology, 9,101–107. Regan, R.T. (1971). Effects of a favor and liking on compliance. Journal of Experimental Social Psychology, 7, 627–639. Richeson, J.A., Shelton, J.N. (2007). Negotiating interracial interactions. Current Directions in Psychological Science, 16,316–320. Ridley, M. (1997). The origin of virtue: Human instincts and the evolution of cooperation.London: Penguin Books. Riley, D., Eckenrode, J. (1986). Social ties: Subgroup differences in costs and benefits. Journal of Personality and Social Psychology, 51,770–778. Ritts V., Patterson, M.L., Tubbs, M.E. (1992). Expectations, impressions, and judgments of physically attractive students: A review. Review of Educational Research, 62,413–426. Roadside Victim Emails (2004, September 29). http://www.sky.com/skynews/article/ _3Oiooii53482,oo.html. Rosen, S., Tesser, A. (1970). On the reluctance to communicate undesirable information: The MUM effect. Sociometry, 33,253–263. Rosenfield, D., Stephan, W.G. (1981). Intergroup relations among children. In S. Brehm, S. Kassin & F. Gibbons (Eds.), Developmental social psychology.New York: Oxford University Press. Rosenthal, A.M. (1964). Thirtyeight witnesses.New York: McGraw Hill. Ross, A.S. (1971). Effects of increased responsibility on bystander intervention: The presence of children. Journal of Personality and Social Psychology,19, 306–310. 398 Rothman, A.J., Salovey, P. (1997). Shaping perceptions to motivate healthy behavior: The role of message framing. Psychological Bulletin, 121,3–19. Rothman, A.J., Martino, S.C., Bedell, B.T., Detweiler, J.B., Salovey, P. (1999). The systematic influence of gain and lossframed messages on interest in and use of different types of health behavior. Personality and Social Psychology Bulletin, 25, 1355–1369. Ruback, B.R., Juieng, D. (1997). Territorial defense in parking lots: Retaliation against waiting drivers. Journal of Applied Social Psychology, 27, 821–834. Rubinstein, S. (1985, January 30). What they teach used car salesmen. San Francisco Chronicle. Ruiz R., Glenn, M., Crowe, R. (2007, April 24). Apartment resident kills manager, self.http://www.chron.com/disp/story.mpl/fron/4741970.html. Rusbult, C.E., Van Lange, P.A. M., Wildschut, T., Yovetich, N.A., Verette, J. (2000). Perceived superiority in close relationships: Why it exists and persists. Journal of Personality and Social Psychology, 79, 521–545. Russo, J.E., Carlson, K.A., Meloy, M.G. (2006). Choosing an inferior alternative. Psychological Science, 17, 899–904. Salant, J.D. (2003, July 20). Study links donations, vote patterns. The Arizona Republic,A5. Scammon, D.L. (1977). Information overload and consumers. Journal of Consumer Research, 4,148–155. Schein, E. (1956). The Chinese indoctrination program for prisoners of war: A study of attempted «brainwashing.» Psychiatry, 19,149–172. Schindler, R.M. (1998). Consequences of perceiving oneself as responsible for obtaining a discount. Journal of Consumer Psychology, 7, 371–392. Schlenker, B.R., Dlugolecki, D.W., Doherty, K. (1994). The impact of selfpresentations on selfappraisals and behavior. The power of public commitment. Personality and Social Psychology Bulletin, 20,20–33. Schmidtke, A., Hafner, H. (1988). The Werther effect after television films: New evidence for an old hypothesis. Psychological Medicine, 18,665–676. Schultz, P.W. (1999). Changing behavior with normative feedback 399 interventions: A field experiment on curbside recycling. Basic and Applied Social Psychology, 21,25–36. Schwartzwald, D., Raz, M., Zwibel, M. (1979). The applicability of the doorintheface technique when established behavior customs exit. Journal of Applied Social Psycholgy, 9, 576–586. Schwarz, N. (1984). When reactance effects persist despite restoration of freedom: Investigations of time delay and vicarious control. European Journal of Social Psychology, 14,405–419. Sechrist, G.B., Stangor, C. (2007). When are intergroup attitudes based on perceived consensus information? The role of group familiarity. Social Influence, 2,211–235. Segal, H.A. (1954). Initial psychiatric findings of recently repatriated prisoners of war. American Journal of Psychiatry, III,358–363. Sengupta, J., Johar, G.V. (2001). Contingent effects of anxiety on message elaboration and persuasion. Personality and Social Psychology Bulletin, 27, 139–150. Settle, R.B., Gordon, L.L. (1974). Attribution theory and advertiser credibility. Journal of Marketing Research, 11,181–185. Sheldon, K.M., Ryan, R.M., Rawsthorne, L.J., Ilardi, B. (1997). Trait self and true self, Journal of Personality and Social Psychology, 73, 1380–1393. Shelley, M.K. (1994). Individual differences in lottery evaluation models. Organizational Behavior and Human Decision Processes, 60, 206–230. Shepperd, J.A., Strathman, A.J. (1989). Attractiveness and height. Personality and Social Psychology Bulletin, 15, 617–627. Sherif, M., Harvey, O.J., White, B.J., Hood, W.R., Sherif, C.W. (1961). Intergroup conflict and cooperation: The Robbers’ Cave experiment.Norman, OK: University of Oklahoma Institute of Intergroup Relations. Sherman, S.J. (1980). On the selferasing nature of errors of prediction. Journal of Personality and Social Psychology, 39, 211–221. Singer, E., Van Hoewyk, J., Maher, M.P. (2000). Experiments with incentives in telephone surveys. Public Opinion Quarterly, 64,171–188. Slavin, R.E. (1983). When does cooperative learning increase student achievement? Psychological Bulletin, 94,429–445. Smith, G.H., Engel, R. (1968). Influence of a female model on 400 perceived characteristics of an automobile. Proceedings of the j6th Annual Convention of the American Psychological Association, 3, 681– 682. Smith, P.B., Bond, M.H., Kagitcibasi, C. (2006). Understanding social psychology across cultures.Thousand Oaks, CA: Sage. Spangenberg, E.R., Greenwald, A.G. (2001). Selfprophesy as a method for increasing participation in socially desirable behaviors. In W. Wosinska, R.B. Cialdini, D.W. Barrett, and J. Reykowski (Eds.), The practice of social influence in multiple cultures.Mahwah, NJ: Lawrence Erlbaum. Stangor, C., Sechrist, G.B., Jost, J.T. (2001). Changing racial beliefs by providing consensus information. Personality and Social Psychology Bulletin, 27, 486–496. Stanne, M.B., Johnson, D.W., Johnson, R.T. (1999). Does competition enhance or inhibit motor performance: A meta analysis. Psychological Bulletin, 125, 133–154. Stelfox, H.T., Chua, G., O’Rourke, K., Detsky, A.S. (1998). Conflict of interest in the debate over calciumchannel antagonists. New England Journal of Medicine, 333,101–106. Stephan, W.G. (1978). School desegregation: An evaluation of predictions made in Brown vs. Board of Education. Psychological Bulletin, 85, 217–238. Stewart, J.E., II. (1980). Defendant’s attractiveness as a factor in the outcome of trials. Journal of Applied Social Psychology, 10,348–361. Strohmetz, D.B., Rind, B., Fisher, R., Lynn, M. (2002). Sweetening the till—the use of candy to increase restaurant tipping. Journal of Applied Social Psychology, 32,300–309. Styron, W. (1977). A farewell to arms. New York Review of Books, 24,3–4. Suedfeld, P., Bochner, S., Matas, C. (1971). Petitioner’s attire and petition signing by peace demonstrators: A field experiment. Journal of Applied Social Psychology, 1,278–283. Surowiecki, J. (2004). The wisdom of crowds.New York: Doubleday. Swap, W.C. (1977). Interpersonal attraction and repeated exposure to rewards and punishers.Personality and Social Psychology Bulletin, 3, 248–251. Szabo, L. (2007, February 5). Patient protect thyself. USA Today,p. 401 8D. Taylor, R. (1978). Marilyn’s friends and Rita’s customers: A study of party selling as play and as work. Sociological Review, 26,573–611. Tedeschi, J.T., Schlenker, B.R., Bonoma, T.V. (1971). Cognitive dissonance: Private ratiocination or public spectacle? American Psychologist, 26, 685–695. Teger, A.I. (1980). Too much invested to quit.Elmsford, NY: Pergamon. Tesser, A., Campbell, J., Mickler, S. (1983). The role of social pressure, attention to the stimulus, and selfdoubt in conformity. European Journal of Social Psychology, 13, 217–233. Teuscher, U. (2005, May). The effects of time limits and approaching endings on emotional intensity. Paper presented at the meetings of the American Psychological Society, Los Angeles, CA. Thompson, L. (1990). An examination of naive and experienced negotiators. Journal of Personality and Social Psychology, 59,82–90. Tiger, L., Fox, R. (1989). The imperial animal.New York: Holt. Todd, P.M., Gergerenzer, G. (2007). Environments that make us smart. Current Directions in Psychological Science, 16,167–171. Tormala, Z.L., Petty, R.E. (2007). Contextual contrast and perceived knowledge: Exploring the implications for persuasion. Journal of Experimental Social Psychology, 43,17–30. Toufexis, A. (1993, June 28). A weird case, baby? Uh huh! Time,p. 41. Tversky, A., Kahneman D. (1981). The framing of decisions and the psychology of choice. Science, 211,453–458. Tversky, A., Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, 1124–1131. Vallacher, R.R., Wegner, D.M. (1985). A theory of action.Hillsdale, NJ: Lawrence Erlbaum. Van Baaren, R.B., Holland, R.W., Steenaert, B. &van Knippenberg (2003). Mimicry for money: Behavioral consequences of imitation. Journal of Experimental Social Psychology. 39,393–398. Van der Berg, H., Manstead, A.S. R., van der Pligt, J., Wigboldus, D.H. J. (2006). The impact of affective and cognitive focus on attitude formation. Journal of Experimental Social Psychology, 42,373–379. Van Overwalle, F., Heylighen, F. (2006). Talking nets: A multiagent connectionist approach to communication and trust between 402 individuals. Psychological Review, 113,606–627. Vandello, J.A., Cohen D. (1999). Patterns of individualism and collectivism across the United States. Journal of Personality and Social Psychology, 77, 279–292. Walker, M.G. (1967). Organizational type, rites of incorporation, and group solidarity: A study of fraternity hell week.Unpublished doctoral dissertation, University of Washington, Seattle. Ward, A., Brenner, L. (2006). Accentuate the negative. The positive effects of negative acknowledgment. Psychological Science, 17, 959–965. Warnick, D.H., Sanders, G.S. (1980). The effects of group discussion on eyewitness accuracy.Journal of Applied Social Psychology, 10,249– 259. Warriner, K., Goyder, J., Gjertsen, H., Homer, P. & McSpurren, K. (1996). Charities, no; lotteries, no; cash, yes. Public Opinion Quarterly, 60,542–562. Watson, T.J., Jr. (1990). Father, son & Co.New York: Bantam Books. Watts, D.J., Dodd, P.S. (2007). Influentials, networks, and public opinion formation. Journal of Consumer Research, 34, 441–458. Webster, D.W., Richter, L., Kruglanski, A.W. (1996). On leaping to conclusions when feeling tired.Journal of Experimental Social Psychology, 32, 181–195. Wedekind, C., Milinski, M. (2000). Cooperation through image scoring in humans. Science, 288,850–852. Weller, J.A., Levin, I.P., Shiv, B., Bechara, A. (2007). Neural correlates of adaptive decision making for risky gains and losses. Psychological Science, 18,958–964. West, S.G. (1975). Increasing the attractiveness of college cafeteria food: A reactance theory perspective. Journal of Applied Psychology, 60,656–658. White, M. (1997, July 12). Toy rover sales soar into orbit. Arizona Republic,pp. Ei, E9. Whiting, J.W. M., Kluckhohn, R., Anthony A. (1958). The function of male initiation ceremonies at puberty. In E.E. Maccoby, T.M. Newcomb & E.L. Hartley (Eds.), Readings in social psychology.New York: Henry Holt and Co. Wicklund, R.A., Brehm, J.C. (1974) cited in Wicklund, R.A. Freedom and reactance.Hillsdale, NJ: Lawrence Erlbaum. 403 Wilson, P.R. (1968). The perceptual distortion of height as a function of ascribed academic status.Journal of Social Psychology, 74, 97–102. Wilson, T.D., Dunn, D.S., Kraft, D., Lisle, D.J. (1989). Introspection, attitude change, and behavior consistency. In L. Berkowitz (Ed.), Advances in experimental social psychology(Vol. 22). San Diego, CA: Academic Press. Wood, W., Wong, F.Y., Chachere, J.G. (1991). Effects of media violence on viewer’s aggression in unconstrained social interaction. Psychological Bulletin, 109,371–383. Wooten, D.B., Reed, A. (1998). Informational influence and the ambiguity of product experience: Order effects on the weighting of evidence. Journal of Consumer Research, 7,79–99. Worchel, S. (1979). Cooperation and the reduction of intergroup conflict: Some determining factors. In W. Austin & S. Worchel (Eds.), The social psychology of intergroup relations.Monterey, CA: Brooks/Cole. Worchel, S., Arnold, S.E. (1973). The effects of censorship and the attractiveness of the censor on attitude change. Journal of Experimental Social Psychology, 9, 365–377. Worchel, S., Arnold, S.E., Baker, M. (1975). The effect of censorship on attitude change: The influence of censor and communicator characteristics. Journal of Applied Social Psychology, 5, 222–239. Worchel, S., Lee, J., Adewole, A. (1975). Effects of supply and demand on ratings of object value.Journal of Personality and Social Psychology, 32, 906–914. Wright, S.C., Aron, A., McLaughlinVolpe, T., Ropp, S.A. (1997). The extended contact effect: Knowledge of crossgroup friendships and prejudice. Journal of Personality and Social Psychology, 73, 73–90. Young, F.W. (1965). Initiation ceremonies.New York: BobbsMerrill. Zajonc, R.B. (1968). The attitudinal effects of mere exposure. Journal of Personality and Social Psychology Monographs, 9,(2, Part 2). Zajonc, R.B., Markus, H., Wilson, W.R. (1974). Exposure effects and associative learning. Journal of Experimental Social Psychology, 10,248–263. Zellinger, D.A., Fromkin, H.L., Speller, D.E., Kohn, C.A. (1974). A commodity theory analysis of the effects of age restrictions on pornographic materials.(Paper No. 440). Lafayette, IN: Purdue 404 University, Institute for Research in the Behavioral, Economic and Management Sciences. Zimmatore, J.J. (1983). Consumer mindlessness: I believe it, but I don’t see it. Proceedings of the Division of Consumer Psychology,American Psychological Association Convention, Anaheim, CA. Zitek, E.M., Hebl, M.R. (2007). The role of social norm clarity in the influenced expression of prejudice over time. Journal of Experimental Social Psychology, 43, 867–876. Новое издание — почему оно актуально для вас? Если вы размышляете о том, почему вам следует приобрести новое издание книги «Психология влияния», привожу шесть веских доводов. 1. Обновленная информация о роли общественного влияния в культуре взаимотношений: к примеру, растущая проблема ожирения среди молодежи и распространение насилия (массовые 405 убийства в Вирджинии и Северном Иллинойсе). 2. Дополнительная информация о результатах массового воздействия в сфере новых технологий: например мнения, порожденные рекламой в Интернете, и действующие на подсознание запахи. 3. Расширенная информация о том, как принципы уступчивости работают в различных культурах; новые выводы основаны на результатах исследований в Латинской Америке, на Дальнем Востоке и в Центральной Европе. 4. Новые данные исследований в неврологии относительно того, как осуществляется влияние: например представлены энцефалографические исследования, показывающие, как эвристическое положение «дорогое = хорошее» приводит к тому, что люди воспринимают дорогие вещи как более хорошие в сравнении с идентичными, но дешевыми. 5. Практическая информация на тему: «как говорить “нет”»; читателям представлены новые наблюдения и факты для того, чтобы помочь выявить свои уязвимые места и уметь противостоять различным методам убеждения. 6. Удвоившееся количество отчетов читателей, их рассказов о том, как работает тот или иной из описанных в предыдущих изданиях принципов в их случае. Отчеты читателей стали уникальной особенностью этой книги. Новые отзывы об издании «Психология влияния» «Давно известно, что люди совершают покупки под воздействием эмоций и потом оправдывают свое решение о покупке посредством логики. Доктор Чалдини сумел понятно и убедительно рассказать нам, почему это происходит». Марк Блэкбен,вицепрезидент, директор по страховой деятельности, Государственные компании страхования автомобилей «Доктор Чалдини помог нам осознать специфику нашей 406 деятельности и особенности заказчиков, что дало нам возможность внести существенные изменения в работу, получить значительное конкурентное преимущество и выработать свою специализацию». Лоренс Хоф,вицепрезидент по консалтингу в сфере взаимоотношений Advanta Corporation «Эта книга поможет руководителям принимать более взвешенные решения и мудро использовать свое влияние… Роберт Чалдини оказал гораздо большее воздействие на мои взгляды в области социальной психологии, чем какойлибо другой ученый». Чарльз Т. Манджер,вицепредседатель Berkshire Hathaway, Inc. «В этой удивительной книге доступным языком объясняются способы убеждения. Она предлагает отличные идеи для тех, кто продает, но, что даже еще более важно, для всех нас — кто обсуждает условия и покупает». Рождер Фишер, директор Гарвардского переговорного проекта, соавтор книги «Достижение согласия» («Getting Yes») «Эти темы очень интересны. Студенты, изучающие различные предметы, не только психологию, могут извлечь пользу из этой книги». Ами М. Бадди, университет Кеннесо (Kennesaw State University) «Эта книга является образцовой для изучения психологии убеждения. Думаю, что если вы не прочитаете ее, то будете биться головой о стену и выбрасывать на ветер деньги». Гай Кавасаки, генеральный директор Garage.com «Эта книга должна быть у каждого человека, занимающегося маркетингом и продажами, и ее нужно часто перечитывать». Р. Крайг Уилсон, первый вицепрезидент, менеджер по продажам Northern Trust 407 |