Психология влияния
Шрифт:
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.
GrunerS.J. (1996, November). Reward good consumers. Inc., p. 84.
CrushJ. 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.
Crush J. E., McKeough K. L. & AhleringR. F. (1978). Extrapolating laboratory exposure experiments to actual political elections. Journal of Personality and Social Psychology, 36, 257-270.
Hammermesh D., &Biddle J. E. (1994). Beauty and the labor market. The American Economic Review, 84,1174-1194.
Harper C. R., Kidera C.J. & CullenJ. F. (1971). Study of simulated airplane pilot incapaci-tation: Phase II, subtle or partial loss of function. Aerospace Medicine, 42,946-948.
HeiderF. (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]., KwonJ., & 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.
Ho/ling 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.
HolldoblerB. (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. &KernanJ. 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., &BaronJ. (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.
KenrickD. Т., GuitierresS. E. &GoldbergL. 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.
KerrN. 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.