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Роберт Чалдини - Психология влияния

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Tesser A., Campbell J. & Mickler S. (1983). The role of social pressure, attention to the stimu­lus, and self-doubt in conformity. European Journal of Social Psychology, 13,217-233.

Thompson L. (1990). An examination of naive and experienced negotiators. Journal of Per­sonality and Social Psychology, 59,82-90.

Tiger L. & Fox R. (1971). The imperial animal. New York: Holt, Rinehart & Winston.

Toufexis A. (1993, June 28). A weird case, baby? Uh huh! Time, p. 41.

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Tversky A. & Kahneman D. (1981). The framing of decisions and the psychology of choice. Science, 211,453-458.

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Wamick D. H. & Sanders G. S. (1980). The effects of group discussion on eyewitness accu­racy. Journal of Applied Social Psychology, 10,249-259.

Warriner K., GoyderJ., 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. Webster D. W., Richer L. & Kruglanski A. W. (1996). On leaping to conclusions when feeling tired. Journal of Experimental Social Psychology, 32,181-195.

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Whiting J. W. M., Kluckhorn 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.

Whitney R. A., Hubin T. & Murphy J. D. (1965). The new psychology of persuasion and motivation in selling. Englewood Cliffs, NJ: Prentice-Hall.

Wicklund R. A. & Brehm J. C. (1974) cited in Wicklund R. A. Freedom and reactance. Hills-dale, NJ: Lawrence Erlbaum Associates.

 Wilson P. R. (1968). The perceptual distortion of height as a function of ascribed academic

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