Литература
Aarts, H. & Dijksterhuis, A. (2003). The silence of the library: Environment, situational norm, and social behavior. Journal of Personality and Social Psychology, 84(1), 18–28.
Alter, A. L. & Oppenheimer, D. M. (2006). Predicting short-term stock fluctuations by using processing fluency. Proceedings of the National Academy of Sciences, 103(24), 9369–9372.
Alter, A. L. & Oppenheimer, D. M. (2009). Uniting the tribes of fluency to form a metacognitive nation. Personality and Social Psychology Review, 13(3), 219–235.
Anderson, C. A. & Bushman, B. J. (2001). Effects of violent video games on aggressive behavior, aggressive cognition, aggressive affect, physiological arousal, and prosocial behavior: A meta-analytic review of the scientific literature. Psychological Science, 12(5), 353–359.
Ariely, D., Gneezy, U., Loewenstein, G. & Mazar, N. (2009). Large stakes and big mistakes. The Review of Economic Studies, 76(2), 451–469.
Aronson, E. & Carlsmith, J. M. (1963). Effect of the severity of threat on the devaluation of forbidden behavior. The Journal of Abnormal and Social Psychology, 66(6), 584.
Asch, S. (1946). Forming impressions of personality. Journal of Abnormal Psychology, 41, 258.
Asch, S. (1951). Effects of group pressure upon the modification and distortion of judgments. Groups, Leadership, and Men. S, 222–236.
Baeyens, F., Eelen, P., Crombez, G. & Van den Bergh, O. (1992). Human evaluative conditioning: Acquisition trials, presentation schedule, evaluative style and contingency awareness. Behaviour Research and Therapy, 30(2), 133–142.
Bargh, J. A., Chen, M. & Burrows, L. (1996). Automaticity of social behavior: Direct effects of trait construct and stereotype activation on action. Journal of Personality and Social Psychology, 71(2), 230–244.
Berger, J. & Fitzsimons, G. (2008). Dogs on the street, pumas on your feet: How cues in the environment influence product evaluation and choice. Journal of Marketing Research, 45 (1), 1–14.
Bem, D. J. (1972). Self-Perception Theory. Advances in Experimental Social Psychology, 6, 1–62.
Bless, H., Bohner, G., Schwarz, N. & Strack, F. (1990). Mood and persuasion: A cognitive response analysis. Personality and Social Psychology Bulletin, 16 (2), 331–345.
Bornstein, R. F., Leone, D. R. & Galley, D. J. (1987). The generalizability of subliminal mere exposure effects: Influence of stimuli perceived without awareness on social behavior. Journal of Personality and Social Psychology, 53 (6), 1070–1079.
Bransford, J. D. & Johnson, M. K. (1972). Contextual prerequisites for understanding: Some investigations of comprehension and recall. Journal of Verbal Learning and Verbal Behavior, 11(6), 717–726.
Brehm, J. W. (1966). Response to loss of freedom: A theory of psychological reactance. New York: Academic Press.
Brendl, C. M., Chattopadhyay, A., Pelham, B. W. & Carvallo, M. (2005). Name letter branding: Valence transfers when product specific needs are active. Journal of Consumer Research, 32 (3), 405–415.
Briñol, P. & Petty, R. E. (2008). Embodied persuasion: Fundamental processes by which bodily responses can impact attitudes. Embodiment Grounding: Social, Cognitive, Affective, and Neuroscientific Approaches, 184–207.
Brock, T. C. (1968). Implications of commodity theory for value change. Psychological Foundations of Attitudes, 243–275.
Bull, P. E. (1987). Posture and Gesture (Vol. 16). Oxford: Pergamon Press.
Burger, J. M., Horita, M., Kinoshita, L., Roberts, K. & Vera, C. (1997). Effects on time on the norm of reciprocity. Basic and Applied Social Psychology, 19 (1), 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(1), 35–43.
Burger, J. M., Sanchez, J., Imberi, J. E. & Grande, L. R. (2009). The norm of reciprocity as an internalized social norm: Returning favors even when no one finds out. Social Influence, 4(1), 11–17.
Burnkrant, R. E. & Unnava, H. R. (1995). Effects of self-referencing on persuasion. Journal of Consumer Research, 22 (1), 17–26.
Bushman, B. J. & Stack, A. D. (1996). Forbidden fruit versus tainted fruit: Effects of warning labels on attraction to television violence. Journal of Experimental Psychology: Applied, 2 (3), 207–226.
Carlin, A. S., Hoffman, H. G. & Weghorst, S. (1997). Virtual reality and tactile augmentation in the treatment of spider phobia: a case report. Behaviour Research and Therapy, 35 (2), 153–158.
Catherall, D. R. (2004). Handbook of Stress, Trauma, and the Family (Vol. 10). New York: Brunner-Routledge.
Chaiken, S. (1980). Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39 (5), 752–766.
Chandon, P., Hutchinson, J. W., Bradlow, E. T. & Young, S. H. (2009). Does in-store marketing work? Effects of the number and position of shelf facings on brand attention and evaluation at the point of purchase. Journal of Marketing, 73, 1–17.
Chartrand, T. L., Dalton, A. N. & Fitzsimons, G. J. (2007). Nonconscious relationship reactance: When significant others prime opposing goals. Journal of Experimental Social Psychology, 43 (5), 719–726.
Chatterjee, A. (2010). Neuroaesthetics: A coming of age story. Journal of Cognitive Neuroscience, 23 (1), 53–62.
Chernev, A. (2011). Semantic anchoring in sequential evaluations of vices and virtues. Journal of Consumer Research, 37 (5), 761–774.
Cialdini, R. B. (2003). Crafting normative messages to protect the environment. Current Directions in Psychological Science, 12 (4), 105–109.
Cialdini, R. B., Demaine, L. J., Sagarin, B. J., Barrett, D. W., Rhoads, K. & Winter, P. L. (2006). Managing social norms for persuasive impact. Social Influence, 1 (1), 3–15.
Cialdini, R. B., Reno, R. R. & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58(6), 1015–1026.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31(2), 206–215.
Cohen, B., Waugh, G. & Place, K. (1989). At the movies: An unobtrusive study of arousal-attraction. The Journal of Social Psychology, 129(5), 691–693.
Collins, A. M. & Loftus, E. F. (1975). A spreading-activation theory of semantic processing. Psychological Review, 82 (6), 407–428.
DeBono, K. G. & Krim, S. (1997). Compliments and perceptions of product quality: An individual difference perspective. Journal of Applied Social Psychology, 27 (15), 1359–1366.
Deci, E. L. & Ryan, R. M. (1980). The empirical exploration of intrinsic motivational processes. Advances in Experimental Social Psychology, 13(2), 39–80.
Deighton, J., Romer, D. & McQueen, J. (1989). Using drama to persuade. Journal of Consumer Research, 335–343.
DeWall, C. N., MacDonald, G., Webster, G. D., Masten, C. L., Baumeister, R. F., Powell, C., Combs, D., Schurtz, D., Stillman, T., Tice, D., & Eisenberger, N. I. (2010). Acetaminophen reduces social pain behavioral and neural evidence. Psychological Science, 21 (7), 931–937.
Diehl, K. & Lamberton, C. (2008). Great expectations?! Assortment size, expectations and satisfaction. Journal of Marketing Research, 47 (2), 312–322.
Dienstbier, R. A. (1989). Arousal and physiological toughness: implications for mental and physical health. Psychological Review, 96 (1), 84.
Dijksterhuis, A. & van Knippenberg, A. (1998). The relation between perception and behavior, or how to win a game of Trivial Pursuit. Journal of Personality and Social Psychology, 74 (4), 865.
Drolet, A. L. & Morris, M. W. (2000). Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. Journal of Experimental Social Psychology, 36 (1), 26–50.
Dutton, D. G. & Aron, A. P. (1974). Some evidence for heightened sexual attraction under conditions of high anxiety. Journal of Personality and Social Psychology, 30 (4), 510.
Dunyon, J., Gossling, V., Willden, S. & Seiter, J. S. (2010). Compliments and purchasing behavior in telephone sales interactions. Psychological Reports, 106 (1), 27.
Eisenberger, N. I. & Lieberman, M. D. (2004). Why rejection hurts: a common neural alarm system for physical and social pain. Trends in Cognitive Sciences, 8 (7), 294–300.
Englich, B., Mussweiler, T. & Strack, F. (2006). Playing dice with criminal sentences: The influence of irrelevant anchors on experts' judicial decision making. Personality and Social Psychology Bulletin, 32 (2), 188–200.
Epley, N. & Gilovich, T. (2006). The anchoring-and-adjustment heuristic: Why the adjustments are insufficient. Psychological Science, 17 (4), 311–318.
Epley, N. & Whitchurch, E. (2008). Mirror, mirror on the wall: Enhancement in self-recognition. Personality and Social Psychology Bulletin, 34 (9), 1159–1170.
Falk, A. & Kosfeld, M. (2006). The hidden costs of control. The American Economic Review, 1611–1630.
Festinger, L. & Carlsmith, J. M. (1959). Cognitive consequences of forced compliance. The Journal of Abnormal and Social Psychology, 58 (2), 203.
Fitzsimons, G. M. & Bargh, J. A. (2003). Thinking of you: Nonconscious pursuit of interpersonal goals associated with relationship partners. Journal of Personality and Social Psychology, 84 (1), 148.
Fitzsimons, G. M., Chartrand, T. L. & Fitzsimons, G. J. (2008). Automatic effects of brand exposure on motivated behavior: how apple makes you "think different." Journal of Consumer Research, 35 (1), 21–35.
Foroni, F. & Semin, G. R. (2009). Language that puts you in touch with your bodily feelings: The multimodal responsiveness of affective expressions. Psychological Science, 20 (8), 974–980.
Förster, J. (2003). The influence of approach and avoidance motor actions on food intake. European Journal of Social Psychology, 33 (3), 339–350.
Freedman, J. L. & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4 (2), 195–202.
Friedman, R. & Elliot, A. J. (2008). The effect of arm crossing on persistence and performance. European Journal of Social Psychology, 38 (3), 449–461.
Frieze, I. H., Olson, J. E. & Russell, J. (1991). Attractiveness and income for men and women in management. Journal of Applied Social Psychology, 21 (13), 1039–1057.
Gandhi, B. & Oakley, D. A. (2005). Does 'hypnosis' by any other name smell as sweet? The efficacy of 'hypnotic' inductions depends on the label 'hypnosis.' Consciousness and Cognition, 14 (2), 304–315.
Gawronski, B., Bodenhausen, G. V. & Becker, A. P. (2007). I like it, because I like myself: Associative self-anchoring and post-decisional change of implicit evaluations. Journal of Experimental Social Psychology, 43 (2), 221–232.
Glocker, M. L., Langleben, D. D., Ruparel, K., Loughead, J. W., Gur, R. C. & Sachser, N. (2009). Baby schema in infant faces induces cuteness perception and motivation for caretaking in adults. Ethology, 115(3), 257–263.
Gneezy, U., Meier, S. & Rey-Biel, P. (2011). When and why incentives (don't) work to modify behavior. The Journal of Economic Perspectives, 25(4), 191–209.
Gneezy, U. & Rustichini, A. (2000a). Pay enough or don't pay at all. The Quarterly Journal of Economics, 115(3), 791–810.
Gneezy, U. & Rustichini, A. (2000b). A Fine is a Price. The Journal of Legal Studies, 29 (1), 1–17.
Goldsmith, K., Cho, E. K. & Dhar, R. (2012). When guilt begets pleasure: The positive effect of a negative emotion. Journal of Marketing Research, 49(6), 872–881.
Goldstein, N. J. & Cialdini, R. B. (2007). The spyglass self: A model of vicarious self-perception. Journal of Personality and Social Psychology, 92(3), 402.
Goldstein, N. J., Cialdini, R. B. & Griskevicius, V. (2008). A room with a viewpoint: Using social norms to motivate environmental conservation in hotels. Journal of Consumer Research, 35(3), 472–482.
Guéguen, N. (2009). Mimicry and seduction: An evaluation in a courtship context. Social Influence, 4 (4), 249–255.
Guéguen, N., Martin, A. & Meineri, S. (2011). Mimicry and helping behavior: an evaluation of mimicry on explicit helping request. The Journal of Social Psychology, 151(1), 1–4.
Harmon-Jones, E. (2000). Cognitive dissonance and experienced negative affect: Evidence that dissonance increases experienced negative affect even in the absence of aversive consequences. Personality and Social Psychology Bulletin, 26 (12), 1490–1501.
Hassin, R. R. (2008). Being open minded without knowing why: Evidence from nonconscious goal pursuit. Social Cognition, 26(5), 578–592.
Hildum, D. C. & Brown, R. W. (1956). Verbal reinforcement and interviewer bias. Journal of Abnormal Psychology, 53 (1), 108.
Holland, R. W., Hendriks, M. & Aarts, H. (2005). Smells like clean spirit: Nonconscious effects of scent on cognition and behavior. Psychological Science, 16(9), 689–693.
Holland, R. W., Wennekers, A. M., Bijlstra, G., Jongenelen, M. M. & Van Knippenberg, A. (2009). Self-symbols as implicit motivators. Social Cognition, 27(4), 579–600.
Houlfort, N., Koestner, R., Joussemet, M., Nantel-Vivier, A. & Lekes, N. (2002). The impact of performance-contingent rewards on perceived autonomy and competence. Motivation and Emotion, 26 (4), 279–295.
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 (14), 1185–1196.
Huang, L., Galinsky, A. D., Gruenfeld, D. H. & Guillory, L. E. (2011). Powerful postures versus powerful roles: Which is the proximate correlate of thought and behavior? Psychological Science, 22 (1), 95–102.
Huber, J., Payne, J. W. & Puto, C. (1982). Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis. Journal of Consumer Research, 90–98.
Интересно, читает ли кто-нибудь эту библиографию. Если вы наткнулись на это тайное послание, поздравьте себя. В этом списке можно найти по-настоящему увлекательные и очень полезные исследования.
Iyengar, S. S., Huberman, G. & Jiang, W. (2004). How much choice is too much? Contributions to 401(k) retirement plans. Pension Design and Structure: New Lessons from Behavioral Finance, 83–96.
Jacob, C., Guéguen, N., Martin, A. & Boulbry, G. (2011). Retail salespeople's mimicry of customers: Effects on consumer behavior. Journal of Retailing and Consumer Services, 18 (5), 381–388.
Jones, M. C. (1924). The elimination of children's fears. Journal of Experimental Psychology, 7 (5), 382.
Jones, C. R., Olson, M. A. & Fazio, R. H. (2010). Evaluative conditioning: The "how" question. Advances in Experimental Social Psychology, 43, 205–255.
Jostmann, N. B., Lakens, D. & Schubert, T. W. (2009). Weight as an embodiment of importance. Psychological Science, 20 (9), 1169–1174.
Kawabata, H. & Zeki, S. (2004). Neural correlates of beauty. Journal of Neurophysiology, 91(4), 1699–1705.
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(2), 159–167.
Koenigs, M. & Tranel, D. (2008). Prefrontal cortex damage abolishes brand-cued changes in cola preference. Social Cognitive and Affective Neuroscience, 3 (1), 1–6.
Kolenda N., McGinnis L., Glibkowski B. (2012). Knowledge transfer antecedents and consequences: A conceptual model. Working paper.
Krosnick, J. A., Betz, A. L., Jussim, L. J., Lynn, A. R. & Stephens, L. (1992). Subliminal conditioning of attitudes. Personality and Social Psychology Bulletin, 18(2), 152–162.
Kühn, S., Müller, B. C., van Baaren, R. B., Wietzker, A., Dijksterhuis, A., & Brass, M. (2010). Why do I like you when you behave like me? Neural mechanisms mediating positive consequences of observing someone being imitated. Social Neuroscience, 5(4), 384–392.
Lakin, J. L., Je eris, V. E., Cheng, C. M. & Chartrand, T. L. (2003). The chameleon effect as social glue: Evidence for the evolutionary significance of nonconscious mimicry. Journal of Nonverbal Behavior, 27 (3), 145–162.
Lakoff, G. & Johnson, M. (1980). The metaphorical structure of the human conceptual system. Cognitive Science, 4(2), 195–208.
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(6), 635–642.
Latané, B. & Darley, J. M. (1968). Group inhibition of bystander intervention in emergencies. Journal of Personality and Social Psychology, 10 (3), 215–221.
Lee, L., Frederick, S. & Ariely, D. (2006). Try it, you'll like it: The influence of expectation, consumption, and revelation on preferences for beer. Psychological Science, 17 (12), 1054–1058.
Lee, A. Y. & Labroo, A. A. (2004). The effect of conceptual and perceptual fluency on brand evaluation. Journal of Marketing Research, 151–165.
Leippe, M. R. & Eisenstadt, D. (1994). Generalization of dissonance reduction: Decreasing prejudice through induced compliance. Journal of Personality and Social Psychology, 67 (3), 395–413.
Lindgaard, G., Fernandes, G., Dudek, C. & Brown, J. (2006). Attention web designers: You have 50 milliseconds to make a good first impression! Behaviour & Information Technology, 25(2), 115–126.
Lynn, M. & McCall, M. (2009). Techniques for increasing servers' tips: How generalizable are they? Cornell Hospitality Quarterly, 50(2), 198–208.
MacInnis, D. J., Moorman, C. & Jaworski, B. J. (1991). Enhancing and measuring consumers' motivation, opportunity, and ability to process brand information from ads. Journal of Marketing, 32–53.
Mackie, D. M. & Worth, L. T. (1991). Feeling good, but not thinking straight: The impact of positive mood on persuasion. Emotion and Social Judgments, 23, 210–219.
Macrae, C. N. & Johnston, L. (1998). Help, I need somebody: Automatic action and inaction. Social Cognition, 16 (4), 400–417.
Madey, S. F., Simo, M., Dillworth, D., Kemper, D., Toczynski, A. & Perella, A. (1996). They do get more attractive at closing time, but only when you are not in a relationship. Basic and Applied Social Psychology, 18 (4), 387–393.
Martin, P. Y., Hamilton, V. E., McKimmie, B. M., Terry, D. J. & Martin, R. (2007). Effects of caffeine on persuasion and attitude change: The role of secondary tasks in manipulating systematic message processing. European Journal of Social Psychology, 37 (2), 320–338.
McClure, S. M., Li, J., Tomlin, D., Cypert, K. S., Montague, L. M. & Montague, P. R. (2004). Neural correlates of behavioral preference for culturally familiar drinks. Neuron, 44 (2), 379–387.
McDaniel, M. A., Einstein, G. O., DeLosh, E. L., May, C. P. & Brady, P. (1995). The bizarreness effect: It's not surprising, it's complex. Journal of Experimental Psychology. Learning, Memory, and Cognition, 21 (2), 422.
McFerran, B., Dahl, D. W., Fitzsimons, G. J. & Morales, A. C. (2010a). Might an overweight waitress make you eat more? How the body type of others is sufficient to alter our food consumption. Journal of Consumer Psychology, 20 (2), 146.
McFerran, B., Dahl, D. W., Fitzsimons, G. J. & Morales, A. C. (2010b). I'll have what she's having: Effects of social influence and body type on the food choices of others. Journal of Consumer Research, 36 (6), 915–929.
McGuire, W. J. (1964). Inducing resistance to persuasion: Some contemporary approaches. Advances in Experimental Social Psychology, 1, 192–229.
Meier, B. P. & Robinson, M. D. (2004). Why the sunny side is up: Associations between affect and vertical position. Psychological Science, 15 (4), 243–247.
Meston, C. M. & Frohlich, P. F. (2003). Love at first fright: Partner salience moderates roller-coaster-induced excitation transfer. Archives of Sexual Behavior, 32 (6), 537–544.
Milgram, S. (1973). Behavioral study of obedience. Journal of Abnormal and Social Psychology, 67(4), 371–378.
Miller, G. (1956). The magical number seven, plus or minus two: Some limits on our capacity for processing information. The Psychological Review, 63, 81–97.
Miller, N. & Campbell, D. T. (1959). Recency and primacy in persuasion as a function of the timing of speeches and measurements. Journal of Abnormal Psychology, 59(1), 1.
Mita, T. H., Dermer, M. & Knight, J. (1977). Reversed facial images and the mere-exposure hypothesis. Journal of Personality and Social Psychology, 35(8), 597–601.
Mogilner, C., Rudnick, T. & Iyengar, S. S. (2008). The mere categorization effect: How the presence of categories increases choosers' perceptions of assortment variety and outcome satisfaction. Journal of Consumer Research, 35 (2), 202–215.
Monahan, J. L., Murphy, S. T. & Zajonc, R. B. (2000). Subliminal mere exposure: Specific, general, and di use effects. Psychological Science, 11 (6), 462–466.
Montoya, R. M., Horton, R. S. & Kirchner, J. (2008). Is actual similarity necessary for attraction? A meta-analysis of actual and perceived similarity. Journal of Social and Personal Relationships, 25 (6), 889–922.
Morales, A. C. & Fitzsimons, G. J. (2007). Product contagion: Changing consumer evaluations through physical contact with "disgusting" products. Journal of Marketing Research, 272–283.
Moreland, R. L. & Beach, S. R. (1992). Exposure effects in the classroom: The development of affinity among students. Journal of Experimental Social Psychology, 28 (3), 255–276.
Murdock Jr., B. B. (1962). The serial position effect of free recall. Journal of Experimental Psychology, 64 (5), 482.
Mussweiler, T. & Strack, F. (2000). Numeric judgments under uncertainty: The role of knowledge in anchoring. Journal of Experimental Social Psychology, 36 (5), 495–518.
Nedungadi, P. (1990). Recall and consumer consideration sets: Influencing choice without altering brand evaluations. Journal of Consumer Research, 263–276.
Nickerson, R. S. (1998). Confirmation bias: A ubiquitous phenomenon in many guises. Review of General Psychology, 2 (2), 175.
Niedenthal, P. M., Barsalou, L. W., Winkielman, P., Krauth-Gruber, S. & Ric, F. (2005). Embodiment in attitudes, social perception, and emotion. Personality and Social Psychology Review, 9 (3), 184–211.
Nuttin, J. M. (1985). Narcissism beyond gestalt and awareness: The name letter effect. European Journal of Social Psychology, 15 (3), 353–361.
Ono, H. (1967). Difference threshold for stimulus length under simultaneous and nonsimultaneous viewing conditions. Perception & Psychophysics, 2 (5), 201–207.
Parker, J. R. & Lehmann, D. R. (2011). When shelf-based scarcity impacts consumer preferences. Journal of Retailing, 87 (2), 142–155.
Patall, E. A., Cooper, H. & Wynn, S. R. (2010). The effectiveness and relative importance of choice in the classroom. Journal of Educational Psychology, 102(4), 896.
Pelham, B. W., Carvallo, M. & Jones, J. T. (2005). Implicit egotism. Current Directions in Psychological Science, 14 (2), 106–110.
Pelham, B. W., Mirenberg, M. C. & Jones, J. T. (2002). Why Susie sells seashells by the seashore: Implicit egotism and major life decisions. Journal of Personality and Social Psychology, 82 (4), 469–487.
Pepitone, A. & DiNubile, M. (1976). Contrast effects in judgments of crime severity and the punishment of criminal violators. Journal of Personality and Social Psychology, 33(4), 448.
Perdue, C. W., Dovidio, J. F., Gurtman, M. B. & Tyler, R. B. (1990). Us and them: Social categorization and the process of intergroup bias. Journal of Personality and Social Psychology, 59 (3), 475–486.
Petty, R. E. & Cacioppo, J. T. (1984). Source factors and the elaboration likelihood model of persuasion. Advances in Consumer Research, 11 (1), 668–672.
Petty, R. E. & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.) Advances in Experimental Social Psychology (Vol. 19, pp. 121–203). New York: Academic Press.
Petty, R. E. & Cacioppo, J. T. (1990). Involvement and persuasion: Tradition versus integration. Psychological Bulletin, 107(3), 367–374.
Petty, R. E., Cacioppo, J. T. & Heesacker, M. (1981). Effects of rhetorical questions on persuasion: A cognitive response analysis. Journal of Personality and Social Psychology, 40 (3), 432–440.
Plassmann, H., O'Doherty, J., Shiv, B. & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. Proceedings of the National Academy of Sciences, 105 (3), 1050 –1054.
Pocheptsova, A., Labroo, A. A. & Dhar, R. (2010). Making products feel special: When metacognitive difficulty enhances evaluation. Journal of Marketing Research, 47 (6), 1059–1069.
Quattrone, G. A., Lawrence, C. P., Finkel, S. E. & Andrus, D. C. (1984). Explorations in anchoring: The effects of prior range, anchor extremity, and suggestive hints. Unpublished Manuscript, Stanford University.
Reber, R., Schwarz, N. & Winkielman, P. (2004). Processing fluency and aesthetic pleasure: Is beauty in the perceiver's processing experience?. Personality and Social Psychology Review, 8 (4), 364–382.
Rhodes, G., Simmons, L. W. & Peters, M. (2005). Attractiveness and sexual behavior: Does attractiveness enhance mating success? Evolution and Human Behavior, 26 (2), 186–201.
Rogers, R. W. & Mewborn, C. R. (1976). Fear appeals and attitude change: effects of a threat's noxiousness, probability of occurrence, and the efficacy of coping responses. Journal of Personality and Social Psychology, 34 (1), 54–61.
Rist, R. C. (1970). Student social class and teacher expectations: The self-fulfilling prophecy in ghetto education. Harvard Educational Review, 40 (3), 411–451.
Rucker, D. D., Petty, R. E. & Briñol, P. (2008). What's in a frame anyway?: A meta-cognitive analysis of the impact of one versus two sided message framing on attitude certainty. Journal of Consumer Psychology, 18, 137–149.
Ryan, R. M. (1982). Control and information in the intrapersonal sphere: An extension of cognitive evaluation theory. Journal of Personality and Social Psychology, 43 (3), 450–461.
Sanbonmatsu, D. M. & Kardes, F. R. (1988). The effects of physiological arousal on information processing and persuasion. Journal of Consumer Research, 379–385.
Santos, M. D., Leve, C. & Pratkanis, A. R. (1994). Hey buddy, can you spare seventeen cents? Mindful persuasion and the pique technique. Journal of Applied Social Psychology, 24 (9), 755–764.
Schachter, S. & Singer, J. E. (1962). Cognitive, social, and physiological determinants of emotional state. Psychological Review, 69 (5), 379–399.
Schubert, T. W. & Koole, S. L. (2009). The embodied self: Making a fist enhances men's power-related self-conceptions. Journal of Experimental Social Psychology, 45 (4), 828–834.
Schwarz, N., Bless, H., Strack, F., Klumpp, G., Rittenauer-Schatka, H., & Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic. Journal of Personality and Social Psychology, 61 (2), 195–202.
Schwarz, N. & Clore, G. L. (1983). Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology, 45 (3), 513.
Seiter, J. S. & Dutson, E. (2007). The effect of compliments on tipping behavior in hairstyling salons. Journal of Applied Social Psychology, 37 (9), 1999–2007.
Sherif, M. (1936). The Psychology of Social Norms. New York: Harper.
Shih, M., Pittinsky, T. L. & Ambady, N. (1999). Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological Science, 10 (1), 80–83.
Shiv, B., Carmon, Z. & Ariely, D. (2005). Placebo effects of marketing actions: Consumers may get what they pay for. Journal of Marketing Research, 383–393.
Shultz, T. R. & Lepper, M. R. (1996). Cognitive dissonance reduction as constraint satisfaction. Psychological Review, 103(2), 219.
Sigall, H. & Ostrove, N. (1975). Beautiful but dangerous: Effects of offender attractiveness and nature of the crime on juridic judgment. Journal of Personality and Social Psychology, 31 (3), 410–414.
Simons, D. J. & Levin, D. T. (1998). Failure to detect changes to people during a real-world interaction. Psychonomic Bulletin & Review, 5 (4), 644–649.
Skinner, B. F. (1948). Superstition in the pigeon. Journal of Experimental Psychology, 38 (2), 168–172.
Snyder, M., Tanke, E. D. & Berscheid, E. (1977). Social perception and interpersonal behavior: On the self-fulfilling nature of social stereotypes.
Stepper, S. & Strack, F. (1993). Proprioceptive determinants of emotional and nonemotional feelings. Journal of Personality and Social Psychology, 64, 211–211.
Strack, F., Martin, L. L. & Stepper, S. (1988). Inhibiting and facilitating conditions of the human smile: A nonobtrusive test of the facial feedback hypothesis. Journal of Personality and Social Psychology, 54 (5), 768–777.
Strack, F. & Mussweiler, T. (1997). Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology, 73, 437–446.
Strack, F. & Neumann, R. (2000). Furrowing the brow may undermine perceived fame: The role of facial feedback in judgments of celebrity. Personality and Social Psychology Bulletin, 26 (7), 762–768.
Strick, M., van Baaren, R. B., Holland, R. W. & van Knippenberg, A. (2011). Humor in advertisements enhances product liking by mere association. Psychology of Popular Media Culture, 1, 16–31.
Thompson, D. V. & Chandon Ince, E. (2013). When disfluency signals competence: The effect of processing difficulty on perceptions of service agents. Journal of Marketing Research, 50 (2), 228–240.
Townsend, C. & Shu, S. B. (2010). When and how aesthetics influences financial decisions. Journal of Consumer Psychology, 20 (4), 452–458.
Tversky, A. & Kahneman, D. (1973). Availability: A heuristic for judging frequency and probability. Cognitive Psychology, 5 (2), 207–232.
Tversky, A. & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185 (4157), 1124–1131.
Tversky, A. & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211(4481), 453–458.
Tversky, A. & Kahneman, D. (1991). Loss aversion in riskless choice: A reference-dependent model. The Quarterly Journal of Economics, 106 (4), 1039–1061.
Valins, S. (1967). Emotionality and information concerning internal reactions. Journal of Personality and Social Psychology, 6 (4), 458.
Van Baaren, R. B., Holland, R. W., Steenaert, B. & van Knippenberg, A. (2003). Mimicry for money: Behavioral consequences of imitation. Journal of Experimental Social Psychology, 39(4), 393–398.
Van Bavel, J. J., Packer, D. J. & Cunningham, W. A. (2008). The neural substrates of in-group bias: A functional magnetic resonance imaging investigation. Psychological Science, 19 (11), 1131–1139.
Wansink, B., Kent, R. J. & Hoch, S. J. (1998). An anchoring and adjustment model of purchase quantity decisions. Journal of Marketing Research, 35 (1), 71–81.
Wells, G. L. & Petty, R. E. (1980). The effects of overt head movements on persuasion: Compatibility and incompatibility of responses. Basic and Applied Social Psychology, 1 (3), 219–230.
White, G. L., Fishbein, S. & Rutsein, J. (1981). Passionate love and the misattribution of arousal. Journal of Personality and Social Psychology, 41(1), 56.
Whittlesea, B. W. (1993). Illusions of familiarity. Journal of Experimental Psychology: Learning, Memory, and Cognition, 19 (6), 1235.
Williams, K. B., Radefeld, P. S., Binning, J. F. & Sudak, J. (1993). When job candidates are "hard-" versus "easy-to-get": Effects of candidate availability on employment decisions. Journal of Applied Social Psychology, 23 (3), 169–198.
Wilson, T. D., Houston, C. E., Etling, K. M. & Brekke, N. (1996). A new look at anchoring effects: Basic anchoring and its antecedents. Journal of Experimental Psychology-General, 125 (4), 387–402.
Worchel, S., Lee, J. & Adewole, A. (1975). Effects of supply and demand on ratings of object value. Journal of Personality and Social Psychology, 32(5), 906.
Zajonc, R. B. (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9, 1–27.
Zajonc, R. B. (2001). Mere exposure: A gateway to the subliminal. Current Directions in Psychological Science, 10 (6), 224–228.
Zajonc, R. B., Murphy, S. T. & Inglehart, M. (1989). Feeling and facial efference: Implications of the vascular theory of emotion. Psychological Review, 96 (3), 395–416.
Zaltman, G. & Zaltman, L. H. (2008). Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers. Boston: Harvard Business Press.
Ариели Д. Предсказуемая иррациональность. Скрытые силы, определяющие наши решения. — М.: Манн, Иванов и Фербер, 2010.
Бергер Й. Заразительный. Психология сарафанного радио. Как продукты и идеи становятся популярными. — М.: Манн, Иванов и Фербер, 2017.
Скиннер Б.Ф. Поведение организмов. — М.: Оперант, 2016.
Чалдини Р. Психология влияния. Как научиться убеждать и добиваться успеха. — М.: Эксмо, 2016.
Шварц Б. Парадокс выбора. Почему «больше» значит «меньше». — М.: Добрая книга, 2005.
notes