- Любовные романы
- Фантастика и фэнтези
- Ненаучная фантастика
- Ироническое фэнтези
- Научная Фантастика
- Фэнтези
- Ужасы и Мистика
- Боевая фантастика
- Альтернативная история
- Космическая фантастика
- Попаданцы
- Юмористическая фантастика
- Героическая фантастика
- Детективная фантастика
- Социально-психологическая
- Боевое фэнтези
- Русское фэнтези
- Киберпанк
- Романтическая фантастика
- Городская фантастика
- Технофэнтези
- Мистика
- Разная фантастика
- Иностранное фэнтези
- Историческое фэнтези
- LitRPG
- Эпическая фантастика
- Зарубежная фантастика
- Городское фентези
- Космоопера
- Разное фэнтези
- Книги магов
- Любовное фэнтези
- Постапокалипсис
- Бизнес
- Историческая фантастика
- Социально-философская фантастика
- Сказочная фантастика
- Стимпанк
- Романтическое фэнтези
- Ироническая фантастика
- Детективы и Триллеры
- Проза
- Юмор
- Феерия
- Новелла
- Русская классическая проза
- Современная проза
- Повести
- Контркультура
- Русская современная проза
- Историческая проза
- Проза
- Классическая проза
- Советская классическая проза
- О войне
- Зарубежная современная проза
- Рассказы
- Зарубежная классика
- Очерки
- Антисоветская литература
- Магический реализм
- Разное
- Сентиментальная проза
- Афоризмы
- Эссе
- Эпистолярная проза
- Семейный роман/Семейная сага
- Поэзия, Драматургия
- Приключения
- Детская литература
- Загадки
- Книга-игра
- Детская проза
- Детские приключения
- Сказка
- Прочая детская литература
- Детская фантастика
- Детские стихи
- Детская образовательная литература
- Детские остросюжетные
- Учебная литература
- Зарубежные детские книги
- Детский фольклор
- Буквари
- Книги для подростков
- Школьные учебники
- Внеклассное чтение
- Книги для дошкольников
- Детская познавательная и развивающая литература
- Детские детективы
- Домоводство, Дом и семья
- Юмор
- Документальные книги
- Бизнес
- Работа с клиентами
- Тайм-менеджмент
- Кадровый менеджмент
- Экономика
- Менеджмент и кадры
- Управление, подбор персонала
- О бизнесе популярно
- Интернет-бизнес
- Личные финансы
- Делопроизводство, офис
- Маркетинг, PR, реклама
- Поиск работы
- Бизнес
- Банковское дело
- Малый бизнес
- Ценные бумаги и инвестиции
- Краткое содержание
- Бухучет и аудит
- Ораторское искусство / риторика
- Корпоративная культура, бизнес
- Финансы
- Государственное и муниципальное управление
- Менеджмент
- Зарубежная деловая литература
- Продажи
- Переговоры
- Личная эффективность
- Торговля
- Научные и научно-популярные книги
- Биофизика
- География
- Экология
- Биохимия
- Рефераты
- Культурология
- Техническая литература
- История
- Психология
- Медицина
- Прочая научная литература
- Юриспруденция
- Биология
- Политика
- Литературоведение
- Религиоведение
- Научпоп
- Психология, личное
- Математика
- Психотерапия
- Социология
- Воспитание детей, педагогика
- Языкознание
- Беременность, ожидание детей
- Транспорт, военная техника
- Детская психология
- Науки: разное
- Педагогика
- Зарубежная психология
- Иностранные языки
- Филология
- Радиотехника
- Деловая литература
- Физика
- Альтернативная медицина
- Химия
- Государство и право
- Обществознание
- Образовательная литература
- Учебники
- Зоология
- Архитектура
- Науки о космосе
- Ботаника
- Астрология
- Ветеринария
- История Европы
- География
- Зарубежная публицистика
- О животных
- Шпаргалки
- Разная литература
- Зарубежная литература о культуре и искусстве
- Пословицы, поговорки
- Боевые искусства
- Прочее
- Периодические издания
- Фанфик
- Военное
- Цитаты из афоризмов
- Гиды, путеводители
- Литература 19 века
- Зарубежная образовательная литература
- Военная история
- Кино
- Современная литература
- Военная техника, оружие
- Культура и искусство
- Музыка, музыканты
- Газеты и журналы
- Современная зарубежная литература
- Визуальные искусства
- Отраслевые издания
- Шахматы
- Недвижимость
- Великолепные истории
- Музыка, танцы
- Авто и ПДД
- Изобразительное искусство, фотография
- Истории из жизни
- Готические новеллы
- Начинающие авторы
- Спецслужбы
- Подростковая литература
- Зарубежная прикладная литература
- Религия и духовность
- Старинная литература
- Справочная литература
- Компьютеры и Интернет
- Блог
Психология влияния. Как научиться убеждать и добиваться успеха - Роберт Чалдини
Шрифт:
Интервал:
Закладка:
Howard, D.J., Gengler, C., Jain, A. (1997). The name remembrance effect. Journal of Social Behavior and Personality, 12,801–810.
Howe, M.L. (2003). Memories from the cradle. Current Directions in Psychological Science, 12, 62–65.
Hunt, J.M., Domzal, T.J., Kernan, J.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 response quality in mail surveys. Public Opinion Quarterly, 54,442–453.
Johnson, C.S. (1972). Fraternities in our colleges.New York: National Interfraternity Foundation.
Johnson, D.W. (2003). Social interdependence: Interrelationships among theory, research, and practice. American Psychologist, 58, 934–945.
Jones, E.E., Harris, V.E. (1967). The attribution of attitudes. Journal of Experimental Social Psychology, 3, 1–24.
Jones, J.T., Pelham, B.W., Carvallo, M., Mirenberg, M.C. (2004). How do I love thee? Let me count the J’s. Implicit egoism and interpersonal attraction. Journal of Personality and Social Psychology, 87, 665–683.
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.
Judge, T.A., Cable, D.M. (2004). The effect of physical height on workplace success and income.Journal of Applied Psychology, 89,428–441.
Kahn, B.E., Baron, J. (1995). An exploratory study of choice rules favored for high-stakes decisions. Journal of Consumer Psychology, 4, 305–328.
Kahneman, D., Slovic, 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. (1988). The comparative effectiveness of token reinforcers and personal commitment in promoting recycling. Journal of Environmental Systems, 17, 93–113.
Keinan, G. (1987). Decision making under stress: Scanning of alternatives under controllable and uncontrollable threats. Journal of Personality and Social Psychology, 52, 639–644.
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.
Kenrick, D.T., Gutierres, S.E., Goldberg, L.L. (1989). Influence of popular erotica on judgments of strangers and mates. Journal of Experimental Social Psychology, 25, 159–167.
Kerr, N.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.
Ketelaar, T. (1995, June). Emotions as mental representations of gains and losses: Translating prospect theory into positive and negative affect.Paper presented at the meeting of the American Psychological Society, New York, NY.
Kissinger, H. (1982). Years of upheaval.Boston: Little, Brown.
Knishinsky, A. (1982). The effects of scarcity of material and exclusivity of information on industrial buyer perceived risk in provoking a purchase decision.Unpublished doctoral dissertation, Arizona State University, Tempe.
Knouse, S.B. (1983). The letter of recommendation: Specificity and favorability information.Personal Psychology, 36,331–341.
Knox, R.E., Inkster, J.A. (1968). Postdecisional dissonance at post time. Journal of Personality and Social Psychology, 8,319–323.
Kraut, R.E. (1973). Effects of social labeling on giving to charity. Journal of Experimental Social Psychology, 9, 551–562.
Kruglanski, A.E., Freund, T. (1983). The freezing and unfreezing of lay inferences: Effects on impressional primacy, ethnic stereotyping, and numerical anchoring. Journal of Experimental Social Psychology, 19, 448–468.
Kulka, R.A., Kessler, J.R. (1978). Is justice really blind? The effect of litigant physical attractiveness on judicial judgment. Journal of Applied Social Psychology, 4,336–381.
Kunz, P.R., Woolcott, M. (1976). Season’s greetings: From my status to yours. Social Science Research, 5, 269–278.
Kurtzburg, R.L., Safar, H., Cavior, N. (1968). Surgical and social rehabilitation of adult offenders.Proceedings of the76th Annual Convention of the American Psychological Association, 3, 649–650.
Lack, D. (1943). The life of the robin.London: Cambridge University Press.
Langer, E., Blank, A., Chanowitz, B. (1978). The mindlessness of ostensibly thoughtful action: The role of «placebic» information in interpersonal interaction. Journal of Personality and Social Psychology, 36,635–642.
Langer, E.J. (1989). Minding matters. In L. Berkowitz (Ed.), Advances in experimental social psychology(Vol. 22). New York: Academic Press.
Langlois, J.H., Kalakanis, A., Rubenstein, A.J., Larson, A., Hallam, M., Smoot, M. (2000). Maxims or myths of beauty: A meta-analytic and theoretical review. Psychological Bulletin, 126,390–423.
Latane, B., Darley, J.M. (1968a). Group inhibition of bystander intervention in emergencies.Journal of Personality and Social Psychology, 10,215–221.
Latane, B., Darley, J.M. (1968b). The unresponsive bystander: Why doesn’t he help?New York: Appleton-Century-Crofts.
Latane, B., Nida, S. (1981). Ten years of research on group size and helping. Psychological Bulletin, 89,308–324.
Latane, B., Rodin, J. (1969). A lady in distress: Inhibiting effects of friends and strangers on bystander intervention. Journal of Experimental Social Psychology, 5, 189–202.
Laughlin, P.R. (1980). Social combination processes in cooperative problem-solving groups in verbal intellective tasks. In M. Fishbein (Ed.), Progress in social psychology.Hillsdale, NJ: Lawrence Erlbaum.
Leakey, R., Lewin, R. (1978). People of the lake.New York: Anchor Press/Doubleday.
Lee, F., Peterson, C., Tiedens, L.Z. (2004). Mea culpa: Predicting stock prices from organizational attributions. Journal of Personality and Social Psychology, 30,1636–1649.
Lee, K.M., Nas, C. (2004). The multiple source effect and synthesized speech: Doubly disembodied language as a conceptual framework. Human Communication Research, 30,182–207.
Lefkowitz, M., Blake, R.R., Mouton, J.S. (1955). Status factors in pedestrian violation of traffic signals. Journal of Abnormal and Social Psychology, 51, 704–706.
Leippe, M.R., Elkin, R.A. (1987). When motives clash: Issue involvement and response involvement as determinants of persuasion. Journal of Personality and Social Psychology, 52, 269–278.
Lepper, M.R., Greene, D. (Eds.). (1978). The hidden costs of reward.Hillsdale, NJ: Lawrence Erlbaum.
Li, W., Moallem, L., Paller, K.A., Gottfried, J.A. (2007). Subliminal smells can guide social preferences. Psychological Science, 18,1044–1049.
Lieberman, J.D., Arndt, J. (2000). Understanding the limits of limiting instructions. Psychology, Public Policy, and Law, 6, 677–711.
Liebert, R., Baron, R.A. (1972). Some immediate effects of televised violence on children’s behavior. Developmental Psychology, 6,469–475.
Lloyd, J.E. (1965). Aggressive mimicry in Photuris: Firefly femme fatales. Science, 149, 653–654.
Locke, K.S., Horowitz, L.M. (1990). Satisfaction in interpersonal interactions as a function of similarity in level of dysphoria. Journal of Personality and Social Psychology, 58, 823–831.
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 PsychologyBulletin, 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. R, 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.
