Invisible Influence (32 page)

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Abacus watch,
124

Abercrombie & Fitch,
101
,
107
,
108
,
110

Academic performance

birth order and,
66

race and,
16
,
117
–20,
141
–42

“Acting white,”
117
–20,
121
,
141
–42

Adoption studies,
68

Advertising

signaling used in,
140

social class and,
94
–95

African Americans,
117
–20,
121
,
141
–42

Afunctionality,
124
–27

Aguilera, Christina,
44

Ahrendts, Angela,
143
–44

AIDS/HIV transmission, signaling and,
121

Allen, Ray,
207

Ants, social facilitation and,
189

Apollo 11
space shuttle (watches made from fragments of),
123

Apple,
97
,
103
,
184
n,
185

Arpa, Yvan,
128

Art preferences,
16
,
70
–71,
72
,
73

Asch, Solomon,
20
,
22
–24,
29
,
58

Assortive mating,
31

Athletics.
See
Sports/athletics

Audience effects,
189
n

Autokinetic effect,
21

Automobiles,
2
–4,
15
,
16

differentiation of,
83

introduction of,
182
–83

logos on,
133

optimal distinction in,
177
–79

signals conveyed by,
107
–8,
122
,
123
,
144

similarity of,
156
–57

social class and preferences in,
86
–87,
90
–91

Avis,
220

Babies

mimicry in,
33

naming (
see
Names)

perceived differences in,
16
,
85

Baby One More Time
(album),
43

Babysitters, ice cream preferences in,
103
–4

Baseball,
204

Baselworld,
123
–24

Basketball,
17
,
204
,
207
–8,
214

Beckham, David,
127

Beer preferences,
71
–72,
73

Beetle (Volkswagen),
157

Berra, Yogi,
73

Bicycles, single-speed or fixed gear,
125

Binge drinking, discouraging,
140
–41

Birth order,
16
,
64
–70

Blockbusters,
42
–55

music website experiment,
46
–49,
52
–53

parking preference experiment,
49
–52,
53

quality and,
53
–54

BMWs,
2
–4,
83
,
180

Bon Appétit,
94

Boredom,
167
–69

Bottega Veneta,
134
,
135

Bradlow, Eric,
150

Branding.
See also
Counterfeiting

as an identity-relevant attribute,
180

prominence of,
128
–35,
144

Braunstein, Alex,
150

Brian, Jennifer,
64

Brian, Morgan,
63
–64,
70

Buchanan, James,
162

Burberry,
131
,
143
–44

Camry (Toyota),
144

Capitol High (high school pseudonym),
118
–19

Celebrities, reverse endorsements by,
16
,
99
–101,
110

Challenger
space shuttle disaster,
58

Chameleons, imitation by,
32
–33

Chan, Cindy,
172

Chickens, novelty and,
16
,
163
–64

Chinese characters experiment,
157
–60

Christian Louboutin,
133

Cialdini, Bob,
200

Clinton, Bill,
162

Clothing preferences,
79
,
172
–76

Coaction effects,
189
n

Cockroaches, social facilitation and,
17
,
187
–88,
191
–94

Cohen, Geoffrey,
105

Color,
147
–49,
180
–81n

Color of the Year,
147
–49,
181

Conformity,
19
–30

negative depictions of,
78
n

power of,
24
–27

reasons for,
27
–30

Conservatives/Republicans,
15
,
67
,
105
–6,
144

Conspicuous consumption,
131
,
133

Coolidge, Calvin,
163
–64

Coolidge, Grace,
163
–64

Coolidge effect,
165
–66

Corn color experiment,
26
–27,
56
,
59

Costs,
123
–28

Coton Doux,
133

Cottage Club,
173
–76

Counterfeiting,
134
,
135
–39,
143

Crowds,
58

Cuban missile crisis,
58

Cuckoo's Calling, The
(Galbraith),
54
–55

Culture, differentiation and,
93

Cycle racing,
188

Day & Night watch,
124

Democrats.
See
Liberals/Democrats

Dessert, social pressure to decline,
29
–30

Differentiation,
63
–97,
229
–30
See also
Divergence; Optimal distinction

culture and,
93

drive for,
70
–72

historical influences on,
76
–80

identity and,
80
–83

illusion of,
83
–86

popularity backlash and,
72
–76

practical applications of,
96
–97

practical applications of similarity and,
181
–85

siblings' influence on,
16
,
64
–70

social class and,
86
–96

Dior,
137

Disney, Walt,
45

Dissension, encouraging,
58
–59

Divergence,
15
.
See also
Differentiation

to avoid misidentification,
114
–17

factors influencing likelihood of,
121
–23

Dogs, social facilitation and,
189

Dolce & Gabbana,
137

Eating clubs,
173
–76

Eating habits.
See
Food preferences

Element (Honda),
107
–8,
109

Energy conservation,
196
–204,
216

Erich Lacher,
124

Estée Lauder,
148

Evolution,
160
–61

Experimental Housing Allowance Program,
224
–25

Familiarity,
10
–11,
16
,
160
–62.
See also
Similarity

Fashion cycles,
137
–39

Federline, Kevin,
43

Fendi,
180

Fifty Shades of Grey
trilogy (James),
149

Firefighters,
87

Fishing reel–turning experiment,
188

Food preferences,
26
–27,
55
–57,
140
,
141

Fordham, Signithia,
118
–19

Fountainhead, The
(Rand),
78
n

Frogs.
See
Green frogs

Galbraith, Robert (Rowling pseudonym),
54
–55

Game theory,
148
n

Gap,
148

Garnett, Kevin,
207

Geeks, wristband-wearing,
110
–14,
180

Goldilocks effect,
166
–71,
230

Goldstein, Noah,
200

Golf (sport),
219

Golf (Volkswagen),
157

Gone with the Wind
(Mitchell),
45

Gonzales, Richard (“Pancho”),
211
–14

Google Glass,
79
–80

Greek yogurt,
149

Greenfinches, social facilitation and,
190

Green frogs, deception by,
16
,
108
–9,
229

Griskevicius, Vladas,
200

Groupthink,
58
–59,
60

Gucci,
99
,
129
,
132
,
133
,
180

Häagen-Dazs,
103
–4

Hamsters, novelty and,
165
–66

Handbag evaluation experiment,
84
–85,
129
,
132
,
134
–35

Harding, Warren G.,
162
,
163

Harry Potter
books (Rowling),
16
,
44
–46,
54

Harvard University,
198
,
199
,
220

Hathaway, Anne,
101

Health risk perception,
142
–43

Heath, Chip,
113

Hispanics,
120

Hockey,
204

Hoffbrau Steakhouse,
116
–17

Homophily,
176
n

Honda,
107
–8

Horsey Horseless,
182
–83

Housing, low-income,
223
–29

Hurricane Andrew,
154

Hurricane Katrina,
153
,
154
–55,
156

Hurricanes,
16
,
153
,
154
–55,
156
,
170
–71

Ice cream cone experiment,
33
–34

Identity

differentiation and,
80
–83

signaling (
see
Signals)

superordinate,
144
–45

Identity-relevant attributes,
180

iMac,
185

Imitation,
15
,
16
,
19
–61,
74
,
229
–30.
See also
Conformity; Mimicry; Similarity

blockbusters and,
42
–55

negative reactions to,
86
–87

practical applications of,
55
–61

of siblings,
68
–69

Impression management,
196

Indiana University,
188

Individualism,
76
–80

Industrial Revolution,
130

iPods,
97

Jefferson, Thomas,
162

Jersey Shore
(television program),
100
,
110

Jetta (Volkswagen),
156
–57

Job interviews, mimicry in,
41

Johnson, Walter,
73

Jordan, Michael,
140

Joyce's grocery store,
230
–31

JWoww (reality show star),
100

Kara (cockroach),
187
–88,
191
–94

Krzyzewski, Mike,
126

Language

regional influences on,
24
–25

signals conveyed by,
138

speed dating and,
41

Laskey, Alex,
199
,
202

Last names,
169

Lexus (Toyota),
144

Liberals/Democrats,
15
,
67
,
105
–6,
144

Lincoln, Abraham,
162
,
163

Line-length experiment,
19
–20,
23
–24,
29
,
58
–59

Lines, avoiding,
60
–61

Logos,
16
,
129
,
131
–35.
See also
Branding

Longchamp,
84
–85

Losing,
204
–19

persistent,
211
–19

quitting and,
217
–19

upside of,
17
,
204
–11

Louis Vuitton,
133
,
134
,
135
–36,
137
,
138

LVMH,
137

Macaque monkeys, imitation by,
33
–35

Marriage

appearance similarity in spouses,
30
–32

influences on spouse selection,
6
–8,
230
–31

Massachusetts Bay Colony,
77

MBA students,
86
–87

“Memory test,”
12
–14

Mercedes,
133

Middle class,
90
–91,
92
,
93
,
94
–95

Mimicry,
30
–35,
57