Chapter 12

1.J. Maxwell and J. Dornan, Becoming a Person of Influence (Nashville: Thomas Nelson, 1997), p. 50.

2.Maxwell Maltz, Psycho-Cybernetics (Los Angeles: Wilshire Book Company, 1960).

3.E. Walster Hatfield, ‘‘The Effect of Self-Esteem on Romantic Liking,’’ Journal of Experimental Social Psychology (1965): 1.

4.Stephen R. Covey, Principle-Centered Leadership (New York: Simon & Schuster, 1990).

5.Ibid.

6.Maxwell and Dornan, Becoming a Person of Influence, p. 43.

7.Science Newsletter, April 16, 1949.

8.K. Erickson, The Power of Praise (St. Louis: Concordia Publishing House, 1984), pp. 79–80.

9.J. D. Watt, ‘‘The Impact of Frequency of Ingratiation on the Performance Evaluation of Bank Personnel,’’ Journal of Psychology 127, 2 (1993): 171–177.

10.S. J. Wayne and R. C. Liden, ‘‘Effects of Impression Management on Performance Ratings: A Longitudinal Study,’’ Academy of Management Journal 38, 1 (1995): 232–260.

11.R. J. Deluga, ‘‘Supervisor Trust Building, Leader-Member Exchange and Organizational Citizenship Behaviour,’’

Journal of Occupational and Organizational Psychology 67 (1994): 315–326.

12.D. Drachman, A. DeCarufel, and C. Insko, ‘‘The Extra Credit Effect in Inter-Personal Attraction,’’ Journal of Experimental Social Psychology (1978): 458– 467.

13.M. Tesser, Advanced Social Psychology (New York: McGraw-Hill, 1995).

Chapter 13

1.A. Pratkanis and E. Aronson, Age of Propaganda (New York: W. H. Freeman and Company, 1992), p. 93.

2.G. E. Belch and M. A. Belch, Advertising and Promotion: An Integrated Marketing Communications Perspective (New York: McGraw-Hill, 1998).

3.M. Schleidt and B. Hold, ‘‘Human Odour and Identity,’’ in Olfaction and Endocrine Regulation, W. Breipohl, editor (London: IRL Press, 1982), pp. 181– 194.

4.Robert A. Baron, ‘‘Sweet Smell of Success: The Impact of Pleasant Artificial Scents on Evaluations of Job Applicants,’’ Journal of Applied Psychology 68 (1983): 709–713.

5.Ibid.

6.G. H. S. Razran, ‘‘Conditioned Response Changes in Rating and Appraising Sociopolitical Slogans,’’

Psychological Bulletin 37 (1940): 481.

7.Doug Murphy. See: www.ahwatukee.com/afn/community/articles/010704b.html

8.David Leonhardt, with Kathleen Kerwin, ‘‘Hey Kid, Buy This!’’ Business Week, June 30, 1997.

9.R. Feinberg, ‘‘Credit Cards As Spending Facilitation Stimuli,’’ Journal of Consumer Research (1986): 348–356.

10.K. Fehrman and C. Fehrman, Color: The Secret Influence (Englewood Cliffs, N.J.: Prentice Hall, 2000), 141.

11.Ibid, p. 142.

12.Ibid, pp. 12-13.

13.Ibid, p. 84.

14.Ibid, p. 144.

15.Ibid, p. 144.

16.Ibid, p. 145.

17.Ibid, p. 145.

Chapter 14

1.Arthur Lefford, ‘‘The Influence of Emotional Subject Matter on Logical Reading,’’ Journal of General Psychology 34 (1946): 127–151.

2.Randall Reuchelle, ‘‘An Experimental Study of Audience Recognition of Emotional and Intellectual Appeals in Persuasion,’’ Speech Monographs 25, 1 (1958): 49–57.

3.Gerard Tellis, Advertising and Sales Promotion Strategy (Reading, Mass.: Addison-Wesley, 1998), p. 138.

4.George Miller, ‘‘The Magical Number of Seven,’’ Psychological Review 63, 2 (1956).

5.Charles Larson, Persuasion (Belmont, Calif.: Wadsworth,1995), pp. 222– 225.

6.J. C. McCroskey, ‘‘A Summary of Experimental Research on the Effects of Evidence in Persuasive Communication,’’ Quarterly Journal of Speech 55 (1969): 169–176.

7.P. Salovey and J. D. Mayer, ‘‘Emotional Intelligence: Imagination, Cognition, and Personality,’’ reprinted in Human Emotions, J. M. Jenkins, K. Oatley, and N. L. Stein, editors (Oxford: Blackwell Publishers, 1998), pp. 313–319.

8.Tellis, Advertising and Sales Promotion Strategy, pp. 160–161.

9.L. Janis and S. Feshbach, ‘‘Effects of Fear-Arousing Communications,’’ Journal of Abnormal and Social Psychology (1953): 78–92.