Notes

Chapter 1

1.Amanda Bennett, ‘‘Economist plus meeting equals a zillion causes and effects,’’ Wall Street Journal, January 10, 1995.

2.F. Roselli, J. J. Skelly, and D. M. Mackie, ‘‘Processing Rational and Emotional Messages: The Cognitive and Affective Mediation of Persuasion,’’ Journal of Experimental Applied Social Psychology 163 (1995).

3.Aristotle, The Art of Rhetoric, translation by H. C. Lawson-Tancred (New York: Penguin Books, 1991).

4.Ibid.

5.Carl Hovland and I. Weiss, ‘‘The Influence of Source Credibility on Communication Effectiveness,’’ Walter Public Opinion Quarterly 15 (1951): 635–650.

6.Aristotle, The Art of Rhetoric.

7.Wall Street Journal, December 29, 1998.

Chapter 3

1.R. E. Knox and J. A. Inkster, ‘‘Post-decision Dissonance at Post-time,’’ Journal of Personality and Social Psychology 18 (1968): 319–323.

2.J. C. Younger, L. Walker, and A. S. Arrowood, ‘‘Post-decision Dissonance at the Fair,’’ Personality and Social Psychology Bulletin 3 (1977): 284–287.

3.David Mitchie, Invisible Persuaders (New York: Bantam Books, 1988), p. 95.

4.C. I. Hovland, ‘‘Reconciling Conflicting Results Derived from Experimental and Survey Studies of

Attitude-Change,’’ American Psychologist 14, 1 (1959): 8–17.

5.J. Brockner and J. Z. Rubin, Entrapment in Escalating Conflicts: A Social Psychological Analysis (New York: Springer Verlag, 1985).

6.M. Deutsch and H. B. Gerard, ‘‘A Study of Normative and Informational Social Influence upon Judgment,’’

Journal of Abnormal Psychology 51 (1955): 629– 636.

7.E. Aronson and J. Mills, ‘‘The Effect of Severity of Initiation on Liking for the Group,’’ Journal of Abnormal and Social Psychology 59 (1959): 177–181.

8.H. B. Gerard and G. C. Mathewson, ‘‘The Effects of Severity of Initiation on Liking for a Group: A Replication,’’

Journal of Experimental Social Psychology 2 (1966): 278–287.

9.F. W. Young, Initiation Ceremonies (New York: Bobbs-Merrill, 1965).

10.M. S. Pallak, D.A. Cook, and J.J. Sullivan, ‘‘Commitment and Energy Conservation,’’ Applied Social Psychology Annual 1(1980): 235–253.

11.J. L. Freedman and S. C. Fraser, ‘‘Compliance Without Pressure: The Foot-in-the-Door Technique,’’ Journal of Personality and Social Psychology (1966): 195–203.

12.R. B. Cialdini, J. T. Cacioppo, R. Bassett, and J. A. Miller, ‘‘Low-Ball Procedure for Producing Compliance: Commitment Then Cost,’’ Journal of Personality and Social Psychology (1978): 463–476.

13.S. J. Sherman, ‘‘On the Self-Erasing Nature of Prediction,’’ Journal of Personality and Social Psychology (1980): 211–221.

14.C. Seligman, M. Bush, and K. Kirsch, ‘‘Relationship Between Compliance in the Foot-in-the-Door Paradigm and Size of First Request,’’ Journal of Personality and Social Psychology 33 (1976): 517–520.

15.J. P. Dillard, J. E. Hunter, and M. Burgoon, ‘‘Sequential-Request Persuasive Strategies: Meta-Analysis of

Foot-in-the-Door and Door-in-the-Face,’’ Human Communication Research 10 (1984): 461–488.

Chapter 4

1.I. Eibl-Eibesfeldt, Ethology: The Biology of Behavior, 2nd edition (New York: Holt, Rinehart & Winston, 1975).

2.B. M. Depaulo, A. Nadler, and J. D. Fisher, New Directions in Helping. Volume 2: Help Seeking (New York: Academic Press, 1984).

3.K. Gergen, P. Ellsworth, C. Maslach, and M. Seipel, ‘‘Obligation, Donor Resources, and Reactions to Aid in Three Cultures,’’ Journal of Personality and Social Psychology (1975): 390–400.

4.P. R. Kunz and M. Wolcott, ‘‘Seasons Greetings: From My Status to Yours,’’ Social Science Research (1976): 269–278.

5.Dennis Regan, ‘‘Effects of a Favor on Liking and Compliance,’’ Journal of Experimental Social Psychology (1971): 627–639.

6.M. S. Greenburg, ‘‘A Theory of Indebtedness,’’ Social Exchange: Advances in Theory and Research 3 (1980):

7.Bob Stone, Successful Direct Marketing Methods (Lincolnwood, Ill.: NTC Business Books, 1994), p. 92.

8.S. H. Berry and D. E. Kanouse, ‘‘Physician Response to a Mailed Survey: An Experiment in Timing of Payment,’’

Public Opinion Quarterly (1987): 102–114.

9.Ibid.

10.R. M. Groves, R. B. Cialdini, and M. P. Couper, ‘‘Understanding the Decision to Participate in a Survey,’’

Public Opinion Quarterly 56 (1992): 475– 495.

11.D. Broeder, ‘‘The University of Chicago Jury Project,’’ Nebraska Law Review (1959): 744–760.

Chapter 5

1.A. H. Eagley, R. D. Ashmore, M. G. Makhijani, and L. C. Longo, ‘‘What Is Beautiful Is Good, But . . . : A Meta-Analytical Review of Research on the Physical Attractiveness Stereotype,’’ Psychological Bulletin (1990): 109–128.

2.R. A. Kulka and J. R. Kessler, ‘‘Is Justice Really Blind? The Effect of Litigant Physical Attractiveness on Judicial Judgment,’’ Journal of Applied Social Psychology (1978): 336–381.

3.M. G. Efran and E. W. J. Patterson, ‘‘The Politics of Appearance,’’ unpublished manuscript, University of Toronto, 1976.

4.J. Rich, ‘‘Effects of Children’s Physical Attractiveness on Teachers’ Evaluations,’’ Journal of Educational Psychology (1975): 599–609.

5.G. H. Smith and R. Engel, ‘‘Influence of a Female Model on Perceived Characteristics of an Automobile,’’

Proceedings of the 76th Annual Convention of the American Psychological Association (1968): 681–682.

6.M. L. Knapp and J. A. Hall, Nonverbal Communication in Human Interaction, 3rd edition (New York: Holt, Rinehart and Winston, 1992).

7.D. Mack and D. Rainey, ‘‘Female Applicants’ Grooming and Personnel Selection,’’ Journal of Social Behavior and Personality (1990): 399–407.

8.P. Suedfeld, S. Bocher, and C. Matas, ‘‘Petitioner’s Attire and Petition Signing by Peace Demonstrators: A Field Experiment,’’ Journal of Applied Social Psychology (1971): 278–283.

9.T. Emswiller, K. Deaux, and J. E. Willits, ‘‘Similarity, Sex and Requests for Small Favors,’’ Journal of Applied Psychology (1971): 284–291.

10.H. A. Hornstein, E. Fisch, and M. Holmes, ‘‘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 (1968): 222–226.

11.H. Russell Bernard and Peter Killworth, ‘‘The Search for Social Physics,’’ Connections 20, 1 (1997): 16–34.

12.J. C. McCroskey, V. P. Richmond, and J. A. Daly, ‘‘The Development of a Measure of Perceived Homophily in Interpersonal Communication,’’ Human Communication Research (1975): 323–332.

13.Bernard Asbell, with Karen Wynn, What They Know About You (New York: Random House, 1991), pp. 28–33.

14.D. J. O’Keefe, Persuasion: Theory and Research (Newbury Park, Calif.: Sage, 1990).

224

15.L. Zunin and N. Zunin, Contact: The First Four Minutes (New York: Ballantine Books, 1986).

16.Dale Carnegie, How to Win Friends and Influence People (New York: Simon & Schuster / Pocket Books, 1936), p.139.

17.Malcom L. Kushner, The Light Touch (New York: Simon & Schuster, 1991) p. 18.

18.Albert Mehrabian, Silent Messages (Belmont, Calif.: Wadsworth, 1971).

19.T. G. Hegstrom, ‘‘Message Impact: What Percentage Is Nonverbal?’’ Western Journal of Speech Communication (1979): 134–142.

20.Simon Ungar, Mark Blades, and Christopher Spencer, ‘‘Mental Rotation of a Tactile Layout by Young Visually Impaired Children,’’ Perception 24 (1995): 898–900.

21.John Carton, ‘‘Nonverbal Decoding Skills and Relationship Well-Being in Adults,’’ Journal of Non-Verbal Behavior 23 (Spring 1999): 91–100.

22.J. Kellerman, J. Lewis, and J.D. Laird, ‘‘Looking and Loving: The Effects of Mutual Gaze on Feelings of Romantic Love,’’ Journal of Research and Personality (1989): 23.

23.J. D. Robinson, J. Seiter, and L. Acharya, ‘‘I Just Put My Head Down and Society Does the Rest: An Examination of Influence Strategies Among Beggar,’’ paper presented to the Western Speech Communication Association, Boise, Idaho (1992).

24.J. K. Burgoon, D. B. Buller, and W. G. Woodall, Nonverbal Communication: The Unspoken Dialogue (New York: Harper and Row, 1989).

25.J. K. Burgoon, J. B. Walther, and E. J. Baesler, ‘‘Interpretations, Evaluations, and Consequences of Interpersonal Touch,’’ Human Communication Research 19 (1992): 237–263.

26.J. D. Fisher, M. Rytting, and R. Heslin, ‘‘Hands Touching Hands: Affective and Evaluative Effects of an Interpersonal Touch,’’ Sociometry 39 (1976): 416– 421.

27.J. Hornick, ‘‘Tactile Stimulation and Consumer Response,’’ Journal of Consumer Research (1992): 449–458.

28.Ibid.