Influence: Science and Practice (57 page)

Read Influence: Science and Practice Online

Authors: Robert B. Cialdini

BOOK: Influence: Science and Practice
2.58Mb size Format: txt, pdf, ePub
Lott, A. J., & Lott, B. E. (1965). Group cohesiveness as interpersonal attraction: A review of relationships with antecedent and consequent variables.
Psychological Bulletin, 64
, 259–309.
Lun, J., Sinclair, S., Whitchurch, E. R., & Glenn, C. (2007). (Why) do I think what you think? Epistemic social tuning and implicit prejudice.
Journal of Personality and Social Psychology, 93
, 957–972.
Lynn, M. (1989). Scarcity effect on value: Mediated by assumed expensiveness.
Journal of Economic Psychology, 10
, 257–274.
Lynn, M., & Shurgot, B. A. (1984). Responses to lonely hearts advertisements: Effects of reported physical attractiveness, physique, and coloration.
Personality and Social Psychology Bulletin, 10
, 349–357.
Lytton, J. (1979). Correlates of compliance and the rudiments of conscience in two-year-old boys.
Canadian Journal of Behavioral Science, 9
, 242–251.
Mack, D., & Rainey, D. (1990). Female applicants’ grooming and personnel selection.
Journal of Social Behavior and Personality, 5
, 399–407.
MacKenzie, B. (1974, June 22). When sober executives went on a bidding binge.
TV Guide.
Mackworth, N. H. (1965). Visual noise causes tunnel vision.
Psychonomic Science, 3
, 67–68.
Macrae, N. (1972, January 22). Multinational business.
The Economist.
Magruder, J. S. (1974).
An American life: One man’s road to Watergate.
New York: Atheneum.
Major, B., Carrington, P. I., & Carnevale, P. J. D. (1984). Physical attractiveness and self-esteem: Attributions for praise from an other-sex evaluator.
Personality and Social Psychology Bulletin, 10
, 43–50.
Manis, M., Cornell, S. D., & Moore, J. C. (1974). Transmission of attitude relevant information through a communication chain.
Journal of Personality and Social Psychology, 30
, 81–94.
Markus, H., & Kitayama, S. (1991). Culture and the self: Implications of cognition, emotion, and motivation.
Psychological Bulletin, 98
, 224–253.
Mather, M., Shafir, E., & Johnson M. K. (2000). Misremembrance of options past: Source monitoring and choice.
Psychological Science, 11
, 132–138.
Mauro, R. (1984). The constable’s new clothes: Effects of uniforms on perceptions and problems of police officers.
Journal of Applied Social Psychology, 14
, 42–56.
Mauss, M. (1954).
The gift.
(I. G. Cunnison, Trans.). London: Cohen and West.
Mazis, M. B. (1975). Antipollution measures and psychological reactance theory: A field experiment.
Journal of Personality and Social Psychology, 31
, 654–666.
Mazis, M. B., Settle, R. B., & Leslie, D. C. (1973). Elimination of phosphate detergents and psychological reactance.
Journal of Marketing Research, 10
, 390–395.
McCall, M., & Belmont, H. J. (1996). Credit card insignia and restaurant tipping: Evidence for an associative link.
Journal of Applied Psychology, 81
, 609–613.
McGuinnies, E., & Ward, C. D., (1980). Better liked than right: Trustworthiness and expertise as factors in credibility.
Personality and Social Psychology Bulletin, 6
, 467–472.
McKensie, C. R. M., & Chase, V. M. (in press). Why rare things are precious: The importance of rarity in lay inference. In P. M. Todd, G. Gigerenzer, & The ABC Research Group (Eds.),
Ecological rationality: Intelligence in the world.
Oxford: Oxford University Press.
Meeus, W. H. J., & Raaijmakers, Q. A. W. (1986). Administrative obedience: Carrying out orders to use psychological-administrative violence.
European Journal of Social Psychology, 16
, 311–324.
Melamed, B. F., Yurcheson, E., Fleece, L., Hutcherson, S., & Hawes, R. (1978). Effects of film modeling on the reduction of anxiety-related behaviors in individuals varying in level of previous experience in the stress situation.
Journal of Consulting and Clinical Psychology, 46
, 1357–1374.
Meyerwitz, B. E., & Chaiken, S. (1987). The effect of message framing on breast self-examination attitudes, intentions, and behavior.
Journal of Personality and Social Psychology, 52
, 500–510.
Milgram, S. (1963). Behavioral study of obedience.
Journal of Abnormal and Social Psychology, 67
, 371–378.
Milgram, S. (1970). The experience of living in cities.
Science, 13
, 1461–1468.
Milgram, S. (1974).
Obedience to authority.
New York: Harper & Row.
Milgram, S., Bickman, L., & Berkowitz, O. (1969). Note on the drawing power of crowds of different size.
Journal of Personality and Social Psychology, 13
, 79–82.
Miller, N., Campbell, D. T., Twedt, H., & O’Connell, E. J. (1966). Similarity, contrast, and complementarity in friendship choice.
Journal of Personality and Social Psychology, 3
, 3–12.
Miller, R. L., Seligman, C., Clark, N. T., & Bush, M. (1976). Perceptual contrast versus reciprocal concession as mediators of induced compliance.
Canadian Journal of Behavioral Science, 8
, 401–409.
Mills, C. M., & Keil, F. C. (2005). The development of cynicism.
Psychological Science, 16
, 385–390.
Mills, J., & Clark, M. S. (1982). Exchange and communal relationships. In L. Wheeler (Ed.),
Review of personality and social psychology
(Vol. 3). Beverly Hills, CA: Sage Publications.
Mita, T. H., Dermer, M., & Knight, J. (1977). Reversed facial images and the mere exposure hypothesis.
Journal of Personality and Social Psychology, 35
, 597–601.
Monahan, J. L., Murphy, S. T., & Zajonc, R. B. (2000). Subliminal mere exposure: Specific, general, and diffuse effects.
Psychological Science, 11
, 462–466.
Moriarty, T. (1975). Crime, commitment, and the responsive bystander.
Journal of Personality and Social Psychology, 31
, 370–376.
Morrow, L. (1991, September 2). The Russian revolution,
Time
, p. 20.
Murphy, S. T., & Zajonc, R. B. (1993). Affect, cognition and awareness.
Journal of Personality and Social Psychology, 64
, 723–739.
Murray, D. A., Leupker, R. V., Johnson, C. A., & Mittlemark, M. B. (1984). The prevention of cigarette smoking in children: A comparison of four strategies.
Journal of Applied Social Psychology, 14
, 274–288.
Naylor, R. W., Raghunathan, R., & Ramanathan, S. (2006). Promotions spontaneously induce a positive evaluative response.
Journal of Consumer Psychology, 16
, 295–305.
Newcomb, T. (1953). An approach to the study of communicative acts.
Psychological Review, 60
, 393–404.
News. (1988).
Stanford Business School Magazine, 56
, 3.
Nosanchuk, T. A., & Lightstone, J. (1974). Canned laughter and public and private conformity.
Journal of Personality and Social Psychology, 29
, 153–156.
O’Connor, R. D. (1972). Relative efficacy of modeling, shaping, and the combined procedures for modification of social withdrawal.
Journal of Abnormal Psychology, 79
, 327–334.
O’Leary, S. G. (1995). Parental discipline mistakes.
Current Directions in Psychological Science, 4
, 11–13.
Olsen, I. R., & Marshuetz, C. (2005). Facial attractiveness is appraised in a glance.
Emotion, 5
, 498–502.
Olson, J. C. (1977). Price as an informational cue: Effects of product evaluations. In A. G. Woodside, J. N. Sheth, & P. D. Bennett (Eds.),
Consumer and industrial buying behavior.
New York: North-Holland.
Oskamp, S., & Schultz, P. W. (1998).
Applied Social Psychology.
Englewood Cliffs, NJ: Prentice-Hall.
Overload of advice likely misled FBI (1993, October 8).
Arizona Republic
, p. A13. Packard, V. (1957).
The hidden persuaders.
New York: D. McKay Co.
Paese, P. W., & Gilin, D. A. (2000). When an adversary is caught telling the truth.
Personality and Social Psychology Bulletin, 26
, 75–90.
Pallak, M. S., Cook, D. A., & Sullivan, J. J. (1980). Commitment and energy conservation.
Applied Social Psychology Annual, 1
, 235–253.
Paolini, S., Hewstone, M., Cairns, E., & Voci, A. (2004). Effects of direct and indirect cross-group friendships on judgments of Catholics and Protestants in Northern Ireland.
Personality and Social Psychology Bulletin, 30
, 770–786.
Pardini, A., & Katzev, R. (1983–1984). The effect of strength of commitment on newspaper recycling.
Journal of Environmental Systems, 13
, 245–254.
Parks, C. D., Sanna, L. J., & Berel, S. R. (2001). Actions of similar others as inducements to cooperate in social dilemmas.
Personality and Social Psychology Bulletin, 27
, 345–354.
Paulhus, D. L., Martin, C. L., & Murphy, G. K. (1992). Some effects of arousal sex stereotyping.
Personality and Social Psychology Bulletin, 18
, 325–330.
Peiponen, V. A. (1960). Verhaltensstudien am blaukehlchen [Behavior studies of the blue-throat].
Ornis Fennica, 37
, 69–83.
Petrova, P. K., Cialdini, R. B., & Sills, S. J. (2007). Personal consistency and compliance across cultures.
Journal of Experimental Social Psychology, 43
, 104–111.
Petty, R. E., & Cacioppo, J. T., & Goldman, R. (1981). Personal involvement as a determinant of argument-based persuasion.
Journal of Personality and Social Psychology, 41
, 847–855.
Petty, R. E., & Wegener, D. T. (1999). The elaboration likelihood model: Current status and controversies. In S. Chaiken & Y. Trope (Eds.),
Dual-process theories in social psychology
(pp. 41–72). New York: Guilford.
Phalen, C. W., Chairperson. (1951). [Panel discussion of N.I.C. Public Relations Committee].
Yearbook.
New York: National Interfraternity Conference.
Phillips, D. P. (1974). The influence of suggestion on suicide: Substantive and theoretical implications of the Werther effect.
American Sociological Review, 39
, 340–354.
Phillips, D. P. (1979). Suicide, motor vehicle fatalities, and the mass media: Evidence toward a theory of suggestion.
American Journal of Sociology, 84
, 1150–1174.
Phillips, D. P. (1980). Airplane accidents, murder, and the mass media: Towards a theory of imitation and suggestion.
Social Forces, 58
, 1001–1024.
Phillips, D. P. (1983). The impact of mass media violence on U. S. homicides.
American Sociological Review, 48
, 560–568.
Phillips, D. P., & Cartensen, L. L. (1986). Clustering of teenage suicides after television news stories about suicide.
The New England Journal of Medicine, 315
, 685–689.
Phillips, D. P., & Cartensen, L. L. (1988). The effect of suicide stories on various demographic groups, 1968–1985.
Suicide and Life-Threatening Behavior, 18
, 100–114.
Plassmann, H., O’Doherty, J., Shiv, B., & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness.
Proceedings of the National Academy of Sciences, 105
, 1050–1054.
Platow, M. J., Haslam, S. A., Both, B., Chew, I., Cuddon, M., Goharpey, N., Maurer, J., Rosini, S., Tsekouras, A., & Grace, D. M. (2005). “It’s not funny if
they’re
laughing”: Self-categorization, social influence, and responses to canned laughter.
Journal of Experimental Social Psychology, 41
, 542–550.
Pratkanis, A., & Shadel, D. (2005).
Weapons of fraud: A sourcebook for fraud fighters.
Seattle, WA: AARP Washington.
Provine, R. (2000).
Laughter: A scientific investigation.
New York: Viking.
Rao, A. R., & Monroe, K. B. (1989). The effect of price, brand name, and store name on buyer’s perceptions of product quality.
Journal of Marketing Research, 26
, 351–357.
Razran, G. H. S. (1938). Conditioning away social bias by the luncheon technique.
Psychological Bulletin, 35
, 693.
Razran, G. H. S. (1940). Conditional response changes in rating and appraising sociopolitical slogans.
Psychological Bulletin, 37
, 481.
Regan, D. T., & Kilduff, M. (1988). Optimism about elections: Dissonance reduction at the ballot box.
Political Psychology, 9
, 101–107.
Regan, R. T. (1971). Effects of a favor and liking on compliance.
Journal of Experimental Social Psychology, 7
, 627–639.

Other books

The Lost Treasure of Annwn by Catherine Cooper, RON, COOPER
You Can See Me by A. E. Via
The Heiress's Secret Baby by Jessica Gilmore
Leave it to Eva by Judi Curtin
Red Queen by Honey Brown
This Hero for Hire by Cynthia Thomason
Alphas - Origins by Ilona Andrews
B.u.g. Big Ugly Guy (9781101593523) by Yolen, Jane; Stemple, Adam