Психология влияния. Как научиться убеждать и добиваться успеха

Brownstein, A. Read, S.J., Simon, D. (2004). Personality and Social Psychology Bulletin, 30,89–904.

Brownstein, R., Katzev, R. (1985). The relative effectiveness of three compliance techniques in eliciting donations to a cultural organization. Journal of Applied Social Psychology, 15, 564–574.

Budesheim, T.L., DePaola, S.J. (1994). Beauty or the beast? The effects of appearance, personality, and issue information on evaluations of political candidates. Personality and Social Psychology Bulletin, 20,339–348.

Burger, J.M. (in press). Replicating Milgram: Would people still obey today? American Psychologist.

Burger, J.M. & Caldwell, D.F. (2003). The effects of monetary incentives and labeling on the footinthedooreffect. Basic and Applied Social Psychology, 25, 235–241.

Burger, J.M., Petty, R.E. (1981). The lowball compliance technique: Task or person commitment? Journal of Personality and Social Psychology, 40,492–500.

Burger, J.M., Horita, M., Kinoshita, L., Roberts, K., Vera, C. (1997). Effects of time on the norm of reciprocity. Basic and Applied Social Psychology, 19,91–100.

Burger, J.M., Messian, N., Patel, S., del Prado, A., Anderson, C. (2004). What a coincidence! The effects of incidental similarity on compliance. Personality and Social Psychology Bulletin, 30,35–43.

Burgoon, M., Alvaro, E., Grandpre, J., Voulodakis, M. (2002). Revisiting the theory of psychological reactance. In J.P. Dillard and M. Pfau (Eds.), The persuasion handbook: Theory and practice(pp. 213–232). Thousand Oaks, CA: Sage.

Burn, S.W. (1991). Social psychology and the stimulation of recycling behaviors: The block leader approach. Journal of Applied Social Psychology, 21,611–629.

Bushman, B.J. (1988). The effects of apparel on compliance. Personality and Social PsychologyBulletin, 14,459–467.

Buss, D.M., Kenrich, D.T. (1998). Evolutionary social psychology. In D.T. Gilbert, S.T. Fiske & G. Lindzey (Eds.), The handbook of social psychology(4th ed.) (Vol. 2, pp. 982–1026). Boston: McGrawHill.

Carducci, B.J., Deuser, P.S., Bauer, A., Large, M., Ramaekers, M. (1989). An application of the footinthedoor technique to organ donation. Journal of Business and Psychology, 4,245–249.

Castellow, W.A., Wuensch, K.L., Moore, C.H. (1990). Effects of physical attractiveness of the plaintiff and defendant in sexual harassment judgments. Journal of Social Behavior and Personality, 5, 547–562.

Chaiken, S. (1979). Communicator physical attractiveness and persuasion. Journal of Personality and Social Psychology, 37, 1387–1397.

Chaiken, S. (1986). Physical appearance and social influence. In C.P. Herman, M.P. Zanna & E.T. Higgins (Eds.), Physical appearance, stigma, and social behavior: The Ontario Symposium(Vol. 3, pp. 143–177). Hillsdale, NJ: Lawrence Erlbaum.

Chaiken, S., Trope, Y. (Eds.) (1999). Dualprocess theories in social psychology.New York: Guilford.

Chajut, E., Algom, D. (2003). Selective attention improves under stress. Journal of Personality and Social Psychology, 85, 231–248.

Chartrand, T.L., Bargh, J.A. (1999). The chameleon effect: The perceptionbehavior link and social interaction. Journal of Personality and Social Psychology, 76,893–910.

Cialdini, R.B., Ascani, K. (1976). Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61,295–300.

Cialdini, R.B., Borden, R.J., Thome, A., Walker, M.R. Freeman, S., Sloan, L.R. (1976). Basking in reflected glory: Three (football) field studies. Journal of Personality and Social Psychology, 34,366–375.

Cialdini, R.B., Cacioppo, J.T., Bassett, R., Miller, J.A. (1978). Lowball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463–476.

Cialdini, R.B., Trost, M.R., Newsom, J.T. (1995). Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. Journal of Personality and Social Psychology, 69,318–328.