KnigaRead.com/

Роберт Чалдини - Психология влияния

На нашем сайте KnigaRead.com Вы можете абсолютно бесплатно читать книгу онлайн Роберт Чалдини, "Психология влияния" бесплатно, без регистрации.
Перейти на страницу:

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 incapaci-tation: Phase II, subtle or partial loss of function. Aerospace Medicine, 42,946-948.

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 E. Т., Lee J., Kwon J., & Trope J. (1995). When combining intrinsic motivation undermines interest. Journal of Personality and Social Psychology,68,749-767.

Higham P. A. & Garment D. W. (1992). The rise and fall 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.

Hockey G. R.J. & Hamilton P. (1970). Arousal and information selection in short-term memory. Nature, 226, 866-867.

Holling C. K., Brotzman E., Dalrymple S., Graves N. & Pierce С. М. (1966). An experimen­tal study of nurse-physician relationships. Journal of Nervous and Mental Disease, 143, 171-180.

Holldobler B. (1971). Communication between ants and their guests. Scientific American, 198, 68-76.

Homstein 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 foot-in-the-mouth 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.

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 follow-up mailings on the response rate and the response quality in mail surveys. Public Opinion Quarterly, 54, 442-453.

Johnson С. S. (1972). Fraternities in our colleges. New York: National Interfraternity Foun­dation.

Johnson D. W. & Johnson R. T. (1983). The socialization and achievement crisis: Are coop­erative learning experiences the solution? In L. Bickman (Ed.), Applied social psycho­logy annual (Vol. 4). Beverly Hills, CA: Sage.

Jones E. E. & Harris V. E. (1967). The attribution of attitudes. Journal of Experimental Social Psychology, 3,1-24.

Jones E. E. & Wortman C. (1973). Integration: An attributional approach. Morristown, NJ: General Learning Corp.

Joule R. V. (1987). Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique. European Journal of Social Psychology, 17,361-365.

Kahn B. E., & Baron J. (1995). An exploratory study of choice rules favored for high-stakes decisions. Journal of Consumer Psychology, 17,361-365.

Kahneman D., Slavic 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 foot-in-the-door strategies in promoting residential electricity conservation. Journal of Applied Psychology, 14,12-27.

Katzev R. & Pardini A. (1985). The comparative effectiveness of token reinforcers and per­sonal commitment in promoting recycling. Journal of Environmental Systems.

Keinan G, (1987). Decision making under stress: Scanning of alternatives under controlla­ble and uncontrollable threats. Journal of Personality and Social Psychology, 52,639-644.

Kelman H. C. & Hamilton V. L. (1989). Crimes of obedience. New Haven, CT: Yale Uni­versity Press.

Kenrick D. Т., Guitierres S. E. & Goldberg L. L. (1989). Influence of popular erotica on judg­ments of strangers and mates. Journal of Experimental Social Psychology, 25,159-167.

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.

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 exclusivity of information on industrial buyer perceived risk in provoking a purchase decision. Doctoral dissertation, Arizona State University, Tempe.

Knouse S. В. (1983). The letter of recommendation: Specificity and favorability informa­tion. Personal Psychology, 36, 331-341.

Knox R. E. & InksterJ. 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., KesslerJ. 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 the 76th Annual Convention of the American Psychological Association, 3, 649-650.

Lack D. (1943). The life of the robin. London: Cambridge University Press.

Longer E.J. (1989). Minding matters. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 22). New York: Academic Press.Langer E., Blank A. & Cha-nowitz B. (1978). The mindlessness of ostensibly thoughtful action: The role of «place-bic» information in interpersonal interaction. Journal of Personality and Social Psy­chology, 36, 635-642.

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 doesn’t he help? New York: Appleton-Century-Crofts.

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 problem-solving groups in verbal intellective tasks. In M. Fishbein (Ed.), Progress in social psychology. Hills-dale, NJ: Lawrence Erlbaum.

Leakey R. &Lewin R. (1978). People of the lake. New York: Anchor Press/Doubleday.

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.

Levine L. E. (1983). Mine: Self-definition in two-year-old boys. Developmental Psycholo­gy, 19, 544-549.

Lewis M. &Brooks-Gunn J. (1979). Social cognition and the acquisition of self. New York: Plenum.

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.

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.

Lynn M. (1989). Scaricity 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.(ld79). Correlates of compliance and the rudiments of conscience in two-year-old 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: Athene-urn.

Mahler M. S., Pine F. & Bergman A. (1975). The psychological birth of the infant. New York: Basic Books.

Major В., Canington P. L & Carnevale P.J. D. (1984). Physical attractiveness and self-es­teem: Attributions for praise from an other-sex evaluator. Personality and Social Psy­chology Bulletin, 10,43-50.

Manis M., Cornells 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 5. (1991). Culture and the self: Implications of cognitions, emotion and motivation. Psychological Bulletin, 98, 224-253.

Maruyama G., Miller N. & Holtz R. (1986). The relation between popularity and achieve­ment: A longitudinal test of the lateral transmission of value hypothesis. Journal of Per­sonality and Social Psychology, 51, 730-741.

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. В., 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.

McCombs M. & Zhu J. (1995). Capacity, diversity, and volatility of the public agenda. Public Opinion Quarterly, 59,495-525.

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.

Meeus W. H.J. & Raaijmakers Q. A. W. (1986). Administrative obedience: Carrying out orders to use psychological-administrative violence. European Journal of Social Psy­chology, 16,311-324.

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.

Melamed B. F., Yurcheson E., Fleece L., Hutcherson S. & Hawes R. (1978). Effects of film modeling on the reduction of anxiety-related 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 self-exami­nation attitudes, intentions, and behavior. Journal of Personality and Social Psycholo­gy, 52, 500-510.

Meyerwitz B. E., Wilson D. K. & Chaiken S. (1991). Loss-framed messages increase breast self-examination for women who perceive risk. Paper presented at the meeting of the American Psychological Society, Washington, D. C.

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.

Перейти на страницу:
Прокомментировать
Подтвердите что вы не робот:*