Influence: Science and Practice (60 page)

Dress, effect of,
148

Drubeck brothers,
11

Einstein, Albert,
231

Eliot, Sonny,
161

Emerson, Ralph Waldo,
18

Employment, effect of attractiveness in,
146–147

Ent, Uzal,
9–10

Escobar, Andres,
167

Ethiopia, relations with Mexico,
20

Ethology,
2

Failure, acknowledging,
195

Familiarity

cooperation and,
155

effect on liking,
151–152

environmental effects on,
152–154

experiments on,
154–158

Faraday, Michael,
53

Feeding frenzy,
218–219

Festinger, Leon,
53
,
103–107

Fineberg, Richard,
162

Firearms laws,
208–209

Fireflies, mimic behavior of,
10

Fixed-action patterns,
3
,
16

Fleming, Thomas,
214

Food, effects on liking of,
164–165

Foot-in-the-door technique,
64
,
66–67

Fox, M. W.,
2

Fraser, Scott,
64

Fred DeLucca,
71

Free samples,
28–31

Freedman, Jonathan,
64
,
81

Friendship

causes of,
146–159

compliments and,
149–151

familiarity and,
151–159

liking rule,
142–146

physical attractiveness and,
146–148

similarity and,
148–149

Fromkin, Howard,
212

Gates, Bill,
231

Genovese, Catherine,
110–112

Gerard, Harold,
71

Girard, Joe,
145
,
150

Glasnost
,
215

Goethe, Johann von,
122

Goldman, Sylvan,
109

Good Cop/Bad Cop,
158–159

Gorbachev, Mikhail,
215
,
216

Gore, Al,
164

Gouldner, Alvin,
19

Grammer, Karl,
10

Green, Donna,
209

Gregory, Bob,
161

Groupies, association principle and,
170

Guilt by association,
160

Gulban, Daniel,
206

Halo effect,
146

Hare Krishnas,
23–26

Harris, James,
68

Hazing,
75–80

Heart of hearts,
91–93

Heider, Fritz,
53

Henderson, Florence,
183

Herd mentality,
135–138

Hobbes, Thomas,
180

Howard, Daniel,
61

Individualism, and behavioral consistency,
94–95

Information explosion,
230

Initiation rites,
74–80

Jigsaw classroom,
156–157

Johnson, Lyndon,
26

Jolls, Tom,
161

Jones, Edward,
68

Jones, Rev. Jim,
30
,
128–131

Judgmental heuristics,
7

Judicial system

effect of attractiveness on,
147

censorship in,
212

Juette, Astrid,
10

Jujitsu,
12–13

Kaczmarek, Jane,
183

Kalogaris, Michael,
75
???

Katrina (hurricane),
21

Katzev, Richard,
88

Kennesaw, GA, firearms law in,
208–209

Kerr, Peter,
206

King, Larry,
182

Kissinger, Henry,
68

Knowledge Age,
230–231

Korean War, indoctrination techniques in,
61–63
,
66–73
,
80

Kroner, Christiaan,
21

Langer, Ellen,
3

Langford, David,
161

LaRue, Frederick,
41
,
42

Latan, Bibb,
112

Leakey, Richard,
19

Lee, Spike,
182

Leonardo Da Vinci,
51

Liddy, G. Gordon,
41
,
42

Liking

cautions regarding,
170–172

compliments and,
149–151

conditioning for,
160–163

eating situations and,
164–165

familiarity and,
151–159

physical attractiveness and,
146–148

rule,
142–146

similarity and,
148–149

Lippmann, Walter,
97

Logrolling,
26

Louden, Robert,
229

Louie, Diane,
30

Low-ball technique,
84–85

research on,
85–86

socially beneficial uses of,
86–88

Luncheon technique,
164–165

Lussen, Frederick,
110

MacKenzie, Bob,
220

Macrae, Norman,
230
,
231

Magruder, Jeb Stuart,
41
,
42

Mars, Franklin,
163

Mauss, Marcel,
31

McGovern, George,
41

Medical profession

and blind obedience,
181–182

reciprocity in,
28

status in,
186–188

Mexico, relations with Ethiopia,
20

Mihaly, Orestes,
206

Milgram, Stanley,
175

Milgram Experiment,
175–180

Mill, John Stuart,
230

Miller, John,
85

Millerites,
103

Mills, Judson,
78

Mimicry,
10–11

Mitchell, John,
41
,
42

Modern automaticity,
230

as convenience,
231–232

information overload and,
230–231

overreliance on,
232

Montanists,
103

Morrow, Lance,
216

Muskie, Edmund,
41

Netherlands, relief efforts by,
21

Newcomb, Theodore,
53

Nicklaus, Jack,
93
,
94

Nixon, Richard,
41

Obedience

allures and dangers of,
180–184

connotation in,
184–191

defenses against,
191–195

experiments on,
175–176

power of,
176–180

O’Brien, Lawrence,
41

O’Connor, Robert,
101

Odors, emotional associations of,
165

Official censorship,
212

Packard, Vance,
28

Pain, social proof principle and,
100

Paralysis of analysis,
232

as convenience,
231–232

Patton
,
219

Pavlov, Ivan,
163
,
165

People’s Temple,
30
128–131

Perceptual contrast,
12–16
,
40–41

and rejection-thenretreat,
42–43

Perestroika
,
215

Personal computer, effects of,
230–231

Phillips, David,
122

Phobias, treatment of,
100–101

Physical attractiveness, influence of,
146–148

Player, Gary,
93

Pluralistic ignorance,
110

Politics, reciprocity in,
26–28

The Poseidon Adventure
,
219

Pratkanis, Anthony,
94

Primitive automaticity,
2–3
,
99
,
228–229

in humans,
229–230

and perceptual and decisional narrowing,
229

Procter & Gamble,
217

Psychological reactance theory,
204

and adolescence,
206–207
,
208

and adults,
207–210

and censorship,
210–213

and child development,
205–206

Public commitment,
71–73

Pyne, Joe,
228

Quayle, Dan,
182