Kniga-Online.club
» » » » Роберт Чалдини - Психология влияния. Как научиться убеждать и добиваться успеха

Роберт Чалдини - Психология влияния. Как научиться убеждать и добиваться успеха

Читать бесплатно Роберт Чалдини - Психология влияния. Как научиться убеждать и добиваться успеха. Жанр: Психология издательство -, год 2004. Так же читаем полные версии (весь текст) онлайн без регистрации и SMS на сайте kniga-online.club или прочесть краткое содержание, предисловие (аннотацию), описание и ознакомиться с отзывами (комментариями) о произведении.
Перейти на страницу:

Darley, J.M., Latane, B. (1968). Bystander intervention in emergencies: Diffusion of responsibility.Journal of Personality and Social Psychology, 8,377–383.

Dauten, D. (2004, July) How to be a good waiter and other innovative ideas. Arizona Republic,p. D3.

Davidson, P. (1999, June 16). Gates speaks softly of antitrust laws. USA Today,p. B2.

Davies, J.C. (1962). Toward a theory of revolution. American Sociological Review, 27, 5–19.

Davies, J.C. (1969). The J-curve of rising and declining satisfactions as a cause of some great revolutions and a contained rebellion. In H.D. Graham &T.R. Gurr (Eds.), Violence in America.New York: Signet Books.

De Paulo, B.M., Nadler, A., Fisher, J.D. (Eds.). (1983). New directions in helping: Vol. 2, Help seeking.New York: Academic Press.

Deci, E.L., Ryan, R.M. (1985). Intrinsic motivation and self-determination in human behavior.New York: Plenum.

DeDreu, C.K. W, McCusker, C. (1997). Gain-loss frames and cooperation in two-person social dilemmas: A transformational analysis. Journal of Personality and Social Psychology, 72, 1093–1106.

Deutsch, M., Gerard, H.B. (1955). A study of normative and informational social influences upon individual judgment. Journal of Abnormal and Social Psychology, 51, 629–636.

Dhami, M.K. (2003). Psychological models of professional decision making. Psychological Science, 14,175–180.

Dion, K.K. (1972). Physical attractiveness and evaluation of children’s transgressions. Journal of Personality and Social Psychology, 24,207–213.

Dixon, J., Durrheim, K., Tredoux, C. (2005). Beyond the optimal contact strategy: A reality check for the contact hypothesis. American Psychologist, 60,697–711.

Doob, A.N., Gross, A.E. (1968). Status of frustrator as an inhibitor of horn-honking response.Journal of Social Psychology, 76, 213–218.

Downs, A. C, Lyons, P.M. (1990). Natural observations of the links between attractiveness and initial legal judgments. Personality and Social Psychology Bulletin, 17,541–547.

Drachman, D., deCarufel, A., Inkso, C.A. (1978). The extra credit effect in interpersonal attraction.Journal of Experimental Social Psychology, 14,458–467.

Driscoll, R., Davis, K.E., Lipetz, M.E. (1972). Parental interference and romantic love: The Romeo and Juliet effect. Journal of Personality and Social Psychology, 24, 1–10.

Eagly, A.H., Wood, W., Chaiken, S. (1978). Causal inferences about communicators and their effect on opinion change. Journal of Personality and Social Psychology, 36,424–435.

Easterbrook, J.A. (1959). The effects of emotion on cue utilization and the organization of behavior. Psychological Review, 66,183–201.

Efran, M.G., Patterson, E.W. J. (1976). The politics of appearance.Unpublished manuscript, University of Toronto.

Eibl-Eibesfeldt, I. (1975). Ethology: The biology of behavior(2d ed.). New York: Holt, Rinehart &Winston.

Emswiller, T., Deaux, K., Willits, J.E. (1971). Similarity, sex, and requests for small favors. Journal of Applied Social Psychology, 1,284–291.

Epley, N., Gilovich, T. (2006). The anchoring-and-adjustment heuristic: Why adjustments are insufficient. Psychological Science, 17, 311–318.

Eron, L.D., Huesmann, L.R. (1985). The role of television in the development of prosocial and antisocial behavior. In D. Olweus, M. Radke-Yarrow &J. Block (Eds.), Development of prosocial and antisocial behavior.Orlando, FL: Academic Press.

Evans, F.B. (1963). American Behavioral Scientists, 6 (7), 76–79.

Facci, E., L, Kasarda, J.D. (2004). Revisiting wind-shear accidents: The social proof factor. Proceedings of the 49th Corporate Aviation Safety Seminar (pp. 205–232). Alexandrea, VA: Flight Safety Foundation, Inc.

Fang, X., Singh, S., Ahulwailia, R. (2007). An examination of different explanations for the mere exposure effect. Journal of Consumer Research, 34,97–103.

Fazio, R.H., Blascovich, J., Driscoll, D. (1992). On the functional value of attitudes. Personality and Social Psychology Bulletin, 18,388–401.

Fazio, R.H., Sherman, S.J., Herr, P.M. (1982). The feature-positive effect in the self-perception process. Journal of Personality and Social Psychology, 42,404–411.

Feinberg, R.A. (1986). Credit cards as spending facilitating stimuli. Journal of Consumer Research, 13,348–356.

Feinberg, R.A. (1990). The social nature of the classical conditioning phenomena in people.Psychological Reports, 67, 331–334.

Fenigstein, A., Scheier, M.F., Buss, A.H. (1975). Public and private self-consciousness: Assessment and theory. Journal of Consulting and Clinical Psychology, 43, 522–527.

Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7, 117–140.

Festinger, L. (1957). A theory of cognitive dissonance.Stanford: Stanford University Press.

Festinger, L., Riecken, H.W., Schachter, S. (1964). When prophecy fails.New York: Harper.

Fiske, S.T., Neuberg, S.L. (1990). A continuum of impression formation: Influences of information and motivation on attention and interpretation. In M.P. Zanna (Ed.), Advances in experimental social psychology(Vol. 23, pp. 1–74). New York: Academic Press.

Fleming, T. (1997, November 23). 13 things you never knew about the American Revolution.Parade,pp. 14–15.

Flynn, F.J. (2002). What have you done for me lately? Temporal adjustments to favor evaluations.Organizational Behavior and Human Decision Processes, 91, 38–50.

For women, all’s pheromones in love, war. (1999, March 7). The Arizona Republic,p. E19.

Foster, E. (1991, January 28). Lobbyists circle over capitol. The Arizona Republic,pp. Ai, A6.

Foushee, M.C. (1984). Dyads and triads at 35,000 feet: Factors affecting group process and aircraft performance. American Psychologist, 39,885–893.

Fox, M.W. (1974). Concepts in ethology: Animal and human behavior.Minneapolis: University of Minnesota Press.

Freedman, J.L. (1965). Long-term behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1,145–155.

Freedman, J.L., Fraser, S.C. (1966). Compliance without pressure: The foot-in-the door technique. Journal of Personality and Social Psychology, 4,195–203.

Frenzen, J.R., Davis, H.L. (1990). Purchasing behavior in embedded markets. Journal of Consumer Research, 17, 1–12.

Fromkin, H. L, Brock, T.C. (1971). A commodity theory analysis of persuasion. Representative Research in Social Psychology, 2,47–57.

Furnham, A. (1996). Factors relating to the allocation of medical resources. Journal of Social Behavior and Personality, 11,615–624.

Gaertner, S.L., Dovidio, J.F., Rust, M. C, Neir, J.A., Banker, B.S., Ward, C.M., Mottola, G. R, Houlette, M. (1999). Reducing intergroup bias: Elements of intergroup cooperation. Journal of Personality and Social Psychology,76, 388–402.

Ganzberg, M. (1964, March 27). New York Times,p.1.

Garner, R.L. (2005). What’s in a name? Persuasion perhaps? Journal of Consumer Psychology, 15, 108–116.

Gawronski, B. (2003). Implicational schemata and the correspondence bias: On the diagnostic value of situationally constrained behavior. Journal of Personality and Social Psychology, 84,1154–1171.

George, W.H., Gournic, S.J.,McAfee, M.P. (1988). Perceptions of postdrinking female sexuality.Journal of Applied Social Psychology, 18,1295–1317.

Gerard, H.B., Mathewson, G.C. (1966). The effects of severity of initiation on liking for a group: A replication. Journal of Experimental Social Psychology, 2,278–287.

Gergen, K., Ellsworth, P., Maslach, C., Seipel, M. (1975). Obligation, donor resources, and reactions to aid in three cultures. Journal of Personality and Social Psychology, 31,390–400.

Gigerenzer, G., Goldstein, D.G. (1996). Reasoning the fast and frugal way: Models of bounded rationality. Psychological Review, 103, 650–669.

Gilbert, D.T., Osborne, R.E. (1989). Thinking backward: Some curable and incurable consequences of cognitive business. Journal of Personality and Social Psychology,57, 940–949.

Gleick, E. (1997, February 10). Marine blood sports. Time,p. 30.

Goldstein, N.J., Mortensen, C.R., Griskevicius, V., Cialdini, R.B. (January, 2007). I’ll scratch your back if you scratch my brother’s: The extended self and extradyadic reciprocity norms. Poster presented at the meeting of the Society of Personality and Social Psychology, Memphis, TN.

Gonzales, M.H., Davis, J.M., Loney, G.L., Lukens, C.K., Junghans, C.M. (1983). Interactional approach to interpersonal attraction. Journal of Personality and Social Psychology, 44,1192–1197.

Goodenough, U.W. (1991). Deception by pathogens. American Scientist, 79, 344–355.

Gordon, R.E., Gordon, K. (1963). The blight on the ivy.Englewood Cliffs, NJ: Prentice-Hall.

Gorn, G.J. (1982). The effects of music in advertising on choice behavior: A classical conditioning approach. Journal of Marketing, 46,94–101.

Gould, M.S., Shaffer, D. (1986). The impact of suicide in television movies. The New England Journal of Medicine, 315, 690–694.

Grandson’s drowning shifts Nicklaus’ focus away from golf. (2005, March 8). http://ph.illy. com/mld/inquirer/sports/iio76559.htm.

Green, F. (1965). The «foot-in-the-door» technique. American Salesmen, 10, 14–16.

Greenberg, M.S., Shapiro, S.P. (1971). Indebtedness: An adverse effect of asking for and receiving help. Sociometry, 34,290–301.

Greenwald, A.F., Carnot, C.G., Beach, R., Young, B. (1987). Increasing voting behavior by asking people if they expect to vote. Journal of Applied Psychology, 72, 315–318.

Gregory, S.W., Webster, S. (1996). A nonverbal signal in voices of interview partners effectively predicts communication accommodation and social status perceptions. Journal of Personality and Social Psychology, 70, 1231–1240.

Grier, S.A., Mensinger, J.L., Huang, S.H., Kumanyika, Stettler, N. (2007). Fast food marketing and children’s fast food consumption: Exploring parental influences in an ethically diverse sample. Journal of Public Policy and Marketing, 26,221–235.

Gruner, S.J. (1996, November). Reward good consumers. Inc., p. 84.

Grush, J.E., (1980). Impact of candidate expenditures, regionality, and prior outcomes on the 1976 Democratic presidential primaries. Journal of Personality and Social Psychology, 38, 337–347.

Grush, J.E., McKeough, K.L., Ahlering, R.F. (1978). Extrapolating laboratory exposure experiments to actual political elections. Journal of Personality and Social Psychology, 36,257–270.

Guess who’s coming to dinner: A robber! (2007, July 14). Milwaukee Journal-Sentinel,A2.

Hammermesh, D., Biddle, J.E. (1994). Beauty and the labor market. The American Economic Review, 84,1174–1194.

Harper, C.R., Kidera, C.J., Cullen, J.F. (1971). Study of simulated airplane pilot in-capacitation: Phase II, subtle or partial loss of function. Aerospace Medicine, 42,946–948.

Haselton, M.G., Nettle, D. (2006). The paranoid optimist: An integrated evolutionary model of cognitive biases. Personality and Social PsychologyReview, 10, 47–66.

Heider, F. (1946). Attitudes and cognitive organization. Journal of Psychology, 21, 107–112.

Heilman, M.E. (1976). Oppositional behavior as a function of influence attempt intensity and retaliation threat. Journal of Personality and Social Psychology, 33,574–578.

Higgins, C.A., Judge, T.A. (2004). The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: A field study. Journal of Applied Psychology, 89,622–632.

Higgins, E.T., Lee, J., Kwon, J., Trope, Y. (1995). When combining intrinsic motivations undermines interest. Journal of Personality and Social Psychology, 68,749–767.

Higham, P.A., Carment, D.W. (1992). The rise and fall of politicians. Canadian Journal of Behavioral Science,404–409.

Hill, G.W. (1982). Group versus individual performance: Are N + 1 heads better than one?Psychological Bulletin, 91, 517–539.

Hobofoll, S.E. (2001). The influence of culture, community, and the nested-self in the stress process. Applied Psychology: An International Review, 50, 337–421.

Hockey, G.R. J., Hamilton, P. (1970). Arousal and information selection in short-term memory. Nature, 226,866–867.

Hofling, C.K., Brotzman, E., Dalrymple, S., Graves, N., Pierce, C.M. (1966). An experimental study of nurse-physician relationships. Journal of Nervous and Mental Disease, 143, 171–180.

Hofstede, G. (1980). Culture’s consequences.Beverly Hills, CA: Sage.

Holldobler, B. (1971). Communication between ants and their guests. Scientific American, 198, 68–76.

Hornstein, H.A., Fisch, E., Holmes, M. (1968). Influence of a model’s feeling about his behavior and his relevance as a comparison other on observers’ helping behavior. Journal of Personality and Social Psychology, 10,222–226.

Howard, D.J. (1990). The influence of verbal responses to common greetings on compliance behavior: The foot-in-the-mouth effect. Journal of Applied Social Psychology, 20,1185–1196.

Howard, D.J., Gengler, C., Jain, A. (1995). What’s in a name? A complimentary means of persuasion. Journal of Consumer Research, 22, 200–211.

Howard, D.J., Gengler, C., Jain, A. (1997). The name remembrance effect. Journal of Social Behavior and Personality, 12,801–810.

Перейти на страницу:

Роберт Чалдини читать все книги автора по порядку

Роберт Чалдини - все книги автора в одном месте читать по порядку полные версии на сайте онлайн библиотеки kniga-online.club.


Психология влияния. Как научиться убеждать и добиваться успеха отзывы

Отзывы читателей о книге Психология влияния. Как научиться убеждать и добиваться успеха, автор: Роберт Чалдини. Читайте комментарии и мнения людей о произведении.


Уважаемые читатели и просто посетители нашей библиотеки! Просим Вас придерживаться определенных правил при комментировании литературных произведений.

  • 1. Просьба отказаться от дискриминационных высказываний. Мы защищаем право наших читателей свободно выражать свою точку зрения. Вместе с тем мы не терпим агрессии. На сайте запрещено оставлять комментарий, который содержит унизительные высказывания или призывы к насилию по отношению к отдельным лицам или группам людей на основании их расы, этнического происхождения, вероисповедания, недееспособности, пола, возраста, статуса ветерана, касты или сексуальной ориентации.
  • 2. Просьба отказаться от оскорблений, угроз и запугиваний.
  • 3. Просьба отказаться от нецензурной лексики.
  • 4. Просьба вести себя максимально корректно как по отношению к авторам, так и по отношению к другим читателям и их комментариям.

Надеемся на Ваше понимание и благоразумие. С уважением, администратор kniga-online.


Прокомментировать
Подтвердите что вы не робот:*
Подтвердите что вы не робот:*