Психология влияния полностью

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Hunt, J.M., Domzal, T.J., Kernan, J.B. (1981). Causal attribution and persuasion: The case of disconfirmed expectancies. In A. Mitchell (Ed.), Advances in consumer research(Vol. 9). Ann Arbor, MI: Association for Consumer Research.

James, J.M., Bolstein, R. (1992). Effect of monetary incentives and follow-up mailings on the response rate and response quality in mail surveys. Public Opinion Quarterly, 54,442–453.

Johnson, C.S. (1972). Fraternities in our colleges.New York: National Interfraternity Foundation.

Johnson, D.W. (2003). Social interdependence: Interrelationships among theory, research, and practice. American Psychologist, 58, 934–945.

Jones, E.E., Harris, V.E. (1967). The attribution of attitudes. Journal of Experimental Social Psychology, 3, 1–24.

Jones, J.T., Pelham, B.W., Carvallo, M., Mirenberg, M.C. (2004). How do I love thee? Let me count the J’s. Implicit egoism and interpersonal attraction. Journal of Personality and Social Psychology, 87, 665–683.

Joule, R.V. (1987). Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique. European Journal of Social Psychology, 17, 361–365.

Judge, T.A., Cable, D.M. (2004). The effect of physical height on workplace success and income.Journal of Applied Psychology, 89,428–441.

Kahn, B.E., Baron, J. (1995). An exploratory study of choice rules favored for high-stakes decisions. Journal of Consumer Psychology, 4, 305–328.

Kahneman, D., Slovic, P., Tversky, A. (Eds.). (1982). Judgment under uncertainty: Heuristics and biases.New York: Cambridge University Press.

Kamisar, Y. (1980). Police interrogation and confession: Essays in law and policy. Ann Arbor: University of Michigan Press.

Katzev, R., Johnson, T. (1984). Comparing the effects of monetary incentives and foot-in-the- door strategies in promoting residential electricity conservation. Journal of Applied Psychology, 14, 12–27.

Katzev, R., Pardini, A. (1988). The comparative effectiveness of token reinforcers and personal commitment in promoting recycling. Journal of Environmental Systems, 17, 93–113.

Keinan, G. (1987). Decision making under stress: Scanning of alternatives under controllable and uncontrollable threats. Journal of Personality and Social Psychology, 52, 639–644.

Kenrick, D.T., Keefe, R.C. (1992). Age preferences in mates reflect sex differences in human reproductive strategies. Brain and Behavioral Sciences, 15, 75–133.

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, 159–167.

Kerr, N.L., MacCoun, R.J. (1985). The effects of jury size and polling method on the process and product of jury deliberation. Journal of Personality and Social Psychology, 48,349–363.

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Kissinger, H. (1982). Years of upheaval.Boston: Little, Brown.

Knishinsky, A. (1982). The effects of scarcity of material and exclusivity of information on industrial buyer perceived risk in provoking a purchase decision.Unpublished doctoral dissertation, Arizona State University, Tempe.

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Kraut, R.E. (1973). Effects of social labeling on giving to charity. Journal of Experimental Social Psychology, 9, 551–562.