Психология влияния
Шрифт:
Bodenhausen G. V. & Lichtenstein M. (1987). Social stereotypes and information processing strategies. Journal of Personality and Social Psychology, 52,871-880.
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.
Bomstein 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.
BrehmJ. 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. & BrehmJ. W. (1981). Psychological reactance. New York: Academic Press.
Brehm S. S. & Weintraub M. (1977). Physical barriers and psychological reactance: Two-year-olds' responses to threats to freedom. Journal of Personality and Social Psychology, 35, 830-836.
Brenner M. (1979). In-group bias in the minimal intergroup situation: A cognitive-motivational analysis. Psychological Bulletin, 86,307-324.
Brock T. C. (1968). Implications of commodity theory for value change. In A. G. Green-wald, T. C. Brock & Т. М. Ostrom (Eds.), Psychological foundations of attitudes. New York: Academic Press.
BrocknerJ. & Rubin J. Z. (1985). Entrapment in escalating conflicts: A social psychological analysis. New York: Springer-Verlag.
Breeder D. (1959). The University of Chicago jury project. Nebraska Law Review, 38,744-760.
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.
BrunerJ. S. & Goodman С. С. (1947). Value and need as organizing factors in perception. Journal of Abnormal and Social Psychology, 42,33-44.
Budesheim T. L.& DePaola S. L. (1994). Beauty or the best? The effects of appearance, personality, and issue information on evaluations of political candidates. Personality and Social Psychology Bulletin, 20,339-348.
Burger J. M. & Petty R. E. (1981). The low-ball compliance technique: Task or person commitment? Journal of Personality and Social Psychology, 40,492-500.
Burgess T. & Sales S. (1971). Attitudinal effects of "mere exposure": A reevaluation. Journal of Experimental Social Psychology, 7,461-472.
Bum 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 Psychology Bulletin, 14, 459-467.
Bushman B.J., & Stack A. Z). (1996). Forbidden fruit versus tainted fruit: Effects of warning labels on attraction to television violence. Journal of Experimental Psychology: Applied, 2, 207-226.
Buss D. M. (1989). Sex differences in human mate preferences. Brain and Behavioral Sciences, 12, 1-49.
Byrne D. (1971). The attraction paradigm. New York: Academic Press.
Byrne D., Rasche L. &Kelley K. (1974). When "I like you" indicates disagreement. Journal of Research in Personality, 8, 207-217.
CarducciB.J.,DueserP. S., Bauer A., Large M., & RamaekersM. (1989). An application of the foot-in-the-door technique to organ donation. Journal of Business and Psychology, 4, 245-249.
Castellow W. A., Wuensch K. L. & Moore С. Н. (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. (1987). The heuristic model of persuasion. In M. P. Zanna, J. M. Olson & C. P. Herman (Eds.), Social influence: The Ontario Symposium: Vol. 5. Hillsdale, NJ: Lawrence Erlbaum.
Chaiken S. & Stangor C. (1987). Attitudes and attitude change. In M. R. Rosenzweig & L. W. Porter (Eds.), Annual Review of Psychology (Vol. 38,575-630). Palo Alto, CA: Annual Reviews.
Chartland T. L., &BarghJ. A. (1999). The chameleon effect: The perception-behavior link and social interaction. Journal of Personality and Social Psychology, 76,893-910.
Chen S., & Chaiken S. (1999). The heuristic-systematic model in its broader context. In
5. Chaiken & Y. Trope (Eds.). Dual-process theories in social psychology (pp. 73-96). New York: Guilford.
Church A. H. (1993). Estimating the effect of incentives on mail survey response rates. Public Opinion Quarterly, 57,62-79.
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. В., 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. В., CacioppoJ. Т., Bassett R. & Miller J. A. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463-476.
Cialdini R. В., Vincent J. E., Lewis S. K., Catalan J., Wheeler D. & Darby B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31,206-215.
ClarkM. S. (1984). Record keeping in two types of relationships. Journal of Personality and Social Psychology, 47, 549-557.