Система убеждения. Как влиять на людей с помощью психологии - Ник Коленда

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.