Читать интересную книгу Психология влияния. Как научиться убеждать и добиваться успеха - Роберт Чалдини

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/ _3Oiooii53482,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). Thirtyeight 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.

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 lossframed 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 selfpresentations on selfapprai­sals 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 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 doorintheface 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 selferasing 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 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). Selfprophesy 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.Mahwah, 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 calciumchannel 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. 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 selfdoubt 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 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.

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., McLaughlinVolpe, T., Ropp, S.A. (1997). The extended contact effect: Knowledge of crossgroup friendships and prejudice. Journal of Personality and Social Psychology, 73, 73–90.

Young, F.W. (1965). Initiation ceremonies.New York: BobbsMerrill.

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.