Chapter 9

1.David E. Kanouse and Hanson L. Reid, Jr., ‘‘Negativity in Evaluations,’’ in Attribution: Perceiving the Causes of Behavior, E. E. Jones et al., editors (Morristown, N.J.: General Learning Press, 1972).

2.J. M. Burger, ‘‘Increasing Compliance by Improving the Deal: The That’s-Not-All Technique,’’ Journal of Personality and Social Psychology (1986): 277–283.

3.I. P. Levin and G. J. Gaeth, ‘‘How Consumers Are Affected by the Framing of Attribute Information Before and After Consuming the Product,’’ Journal of Consumer Research, December 1988, pp. 374–378.

4.A. Tversky and D. Kahneman, ‘‘Choices, Values, and Frames,’’ American Psychologist 39 (1984): 341–350.

5.R. Cialdini and K. Ascani, ‘‘Test of Concession Procedure for Inducing Verbal Behavioral and Further Compliance with a Request to Give Blood,’’ Journal of Applied Psychology (1976): 295–300.

6.Alan N. Schoonmaker, Negotiate to Win: Gaining the Psychological Edge (Englewood Cliffs, N.J.: Prentice Hall, 1999), p. 236.

7.John Mowen, Consumer Behavior (New York: Macmillan, 1993), pp. 81–84.

8.D. Kenrick and S. Gutierres, ‘‘Contrast Effects in Judgments of Attractiveness: When Beauty Becomes a Social Problem,’’ Journal of Personality and Social Psychology, (1980): 131–140.

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

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

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

11.E. Fern, K. Monroe, and R. Avila, ‘‘Effectiveness of Multiple Requests Strategies: A Synthesis of Research Results,’’ Journal of Marketing Research 23 (1986): 144–152.

12.Daniel Howard, ‘‘The Influence of Verbal Responses to Common Greetings on Compliance Behavior: The Foot-in-the-Mouth Effect,’’ Journal of Applied Social Psychology 20 (1990): 58–59.

Chapter 10

1.John Maxwell and Jim Dornan, Becoming a Person of Influence (Nashville: Thomas Nelson Publishers, 1997), p.

2.R. L. Miller, P. Brickman, and D. Bolen, ‘‘Attribution vs. Persuasion As a Means for Modifying Behavior,’’

Journal of Personality and Social Psychology 3 (1975): 430–441.

3.R. E. Kraut, ‘‘Effects of Social Labeling on Giving to Charity,’’ Journal of Experimental Social Psychology 9 (1973): 551–562.

4.Kenneth Erickson, The Power of Praise (St. Louis: Concordia Publishing House, 1984), p. 56.

5.Miller, Brickman, and Bolen, ‘‘Attribution vs. Persuasion.’’

6.Maxwell and Dornan, Becoming a Person of Influence, p. 63.

7.Robert Cialdini, The Psychology of Influence (New York: Quill, 1984), p. 7.

8.Roger Dawson, The Secrets of Power Persuasion (Englewood Cliffs, N.J.: Prentice Hall, 1992), p. 29.

9.Wilson Bryan, The Age of Manipulation (Lanham, Md.: Madison Books, 1989), p. 189.

10.Milton Erickson, Ernest Rossi, and Sheila Rossi, Hypnotic Realities (New York: Irvington Publishers, 1976).

11.Milton Erickson and Ernest Rossi, Hypnotherapy: An Exploratory Casebook (New York: Irvington Publishers, 1979).

12.C. A. Mace, Incentives: Some Experimental Studies (London: Industrial Health Research Board, Report No. 72, 1935).

13.Mortimer R. Feinberg, Effective Psychology for Managers (Englewood Cliffs, N.J.: Prentice Hall, 1986).

14.George Kelling and Catherine Coles, Fixing Broken Windows (New York: Touchstone, 1996).

15.Malcolm Gladwell, The Tipping Point (New York: Little Brown, 2000), p. 142.

16.Maxwell and Dornan, Becoming a Person of Influence, pp. 71–72.

17.P. Zimbardo, C. Banks, and C. Haney, ‘‘Interpersonal Dynamics in a Simulated Prison,’’ International Journal of Criminology and Penology (1973): 73.

Chapter 11

1.David Sears, J. Freedman, and L. Peplau, Social Psychology (Englewood Cliffs, N.J.: Prentice Hall, 1985), p.154.

2.A. C. Elms, ‘‘Influence of Fantasy Ability on Attitude Change Through Role Playing,’’ Journal of Personality and Social Psychology 4 (1966): 36–43.

3.A. Pratkanis and E. Aronson, Age of Propaganda (New York: W. H. Freeman, 1992), pp. 123–124.

4.Les Giblin, How to Have Confidence and Power in Dealing with People (Englewood Cliffs, N.J.: Prentice Hall, 1956), p.120.

5.W. L. Gregory, R. B. Cialdini, and K. M. Carpenter, ‘‘Mediators of Likelihood Estimates and Compliance: Does Imagining Make It So?’’ Journal of Personality and Social Psychology (1982): 89–99

6.N. Christensen, The Art of Persuasion and Selling (New York: Parker Publishing, 1970), p. 20.

7.G. Wells and R. Petty, ‘‘The Effects of Overt Head Movements on Persuasion,’’ Basic and Applied Social Psychology 1, 3 (1980): 219–230.

8.Ibid.

9.P. Underhill, Why We Buy: The Science of Shopping (New York: Simon & Schuster, 1999), p. 37.

10.Ibid.

11.Ibid.

12.Des Dearlove, ‘‘A Breath of Lemon-Scented Air,’’ The London Times, April 3, 1997.

13.Matt Crenson, ‘‘Scent of Cookies Brings Out Best in Shoppers,’’ Las Vegas Review Journal, October 14, 1996.

14 Luke 10:30–37.

15.J. Darley and D. Batson, ‘‘From Jerusalem to Jericho: A Study of Situational and Situational and Dispositional Variables in Helping Behavior,’’ Journal of Personality and Social Psychology 27 (1973): 100–119.

16.S. Godin and M. Gladwell, Unleashing the Idea Virus (New York: Hyperion, 2001).

17.N. Rackham, Account Strategies for Major Sales (New York: McGraw-Hill, 1989), p. 143.

18.E. Loftus, ‘‘Reconstructing Memory: The Incredible Eyewitness,’’ Psychology Today 8 (1974): 116.

19.L. Wrightsman, M. Nietzel, and W. Fortune, Psychology and the Legal System (Pacific Grove, Calif.: Brooks/Cole Publishing, 1994), p. 147.

20.Ibid.

21.G. Gorn and M. Goldberg, ‘‘Children’s Responses to Repetitive TV Commercials,’’ Journal of Consumer

Research (1980): 421–425.

22.R. E. Petty and J. T. Cacioppo, ‘‘Effects of Forewarning of Persuasive Intent and Involvement on Cognitive Responses and Persuasion,’’ Personality and Social Psychology Bulletin (1979):173–176.

23.L. A. Festinger and N. Maccoby, ‘‘On Resistance to Persuasive Communication,’’ Journal of Abnormal and Social Psychology 68 (1964): 359–366.

24.Ibid.

25.M. Sherif, O. Harvey, B. White, W. Hood, and C. Sherif, Intergroup Conflict and Cooperation: The Robbers’ Cave Experience. (Norman, Okla.: University of Oklahoma Institute of Intergroup Relations, 1961).

26.D. Peoples, Presentations Plus (New York: John Wiley and Sons, 1988), p. 66.

27.The 3M Meeting Management Team, How to Run Better Business Meetings (New York: McGraw-Hill, 1987), pp. 114–115.