Психология влияния
Шрифт:
Tversky A. & Kahneman D. (1981). The framing of decisions and the psychology of choice. Science, 211,453-458.
VallacherR. R., & WegnerD. M. (1985). A theory of action. Hillsdale, NJ: Lawrence Erl-baum.
Walker M. G. (1967). Organizational type, rites of incorporation, and group solidarity: A study of fraternity hell week. Doctoral dissertation, University of Washington, Seattle.
Wamick D. H. & Sanders G. S. (1980). The effects of group discussion on eyewitness accuracy. Journal of Applied Social Psychology, 10,249-259.
WarrinerK., GoyderJ., Gjertsen H., Homer P. &McSpurrenK. (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.
West S. G. (1975). Increasing the attractiveness of college cafeteria food: A reactance theory perspective. Journal of Applied Psychology, 60,656-658.
WhitingJ. 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. &BrehmJ. C. (1974) cited in Wicklund R. A. Freedom and reactance. Hills-dale, NJ: Lawrence Erlbaum Associates.
WilsonP. R. (1968). The perceptual distortion of height as a function of ascribed academic