Эпоха пропаганды - Эллиот Аронсон

Ascani, K. (1976). Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. Journal of Applied Psychology, 61, 295–300.

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Burger, J. M. (1986). Increasing compliance by improving the deal: The that’s-not-all technique. Journal of Personality and Social Psychology, 51, 277–283.

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Freedman, J., & Fraser, S. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195–202.

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Pliner, P., Hart, H., Kohl, J., & Saari, D. (1974). Compliance without pressure: Some further data on the foot-in-the-door technique. Journal ofExperimental Social Psychology, 10, 17–22.

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Greenwald, A. G., Carnot, C. G., Beach, R., & Young, B. (1987). Increasing voting behavior by asking people if they expect to vote. Journal of Applied Psychology, 72, 315–318.

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Cialdini, R. B., Cacioppo, J. X, Bassett, R., & Miller, J. (1978). Low-ball procedure for compliance: Commitment then cost. Journal of Personality and Social Psychology, 36, 463–476.

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McNamara, R. S. (1996). In retrospect. New York: Vintage, p. 29.

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McNamara (1996), pp. 174–175, см. прим. 5.

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Pentagon papers: The secret war. (1971, June 28). Time, p. 12.

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White, R. (1971, November). Selective inattention. Psychology Today, pp. 47–50, 78–84. Превосходное исследование социальной психологии принятия решений по Вьетнамской войне см.: White, R. K (1968). Nobody wanted war. Garden City, NY: Doubleday.

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Исследование легкости принятия обязательств см.: Salancik, G. R. (1977). Commitment is too easy. Organizational Dynamics, 6, 62–80.

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Aronson, E., Fried, C, & Stone, J. (1991). Overcoming denial and increasing the intention to use condoms through the induction of hypocrisy. American Journal of Public Health, 81, 1636–1638; Stone, J., Aronson, E., Crain, A. L., Winslow, M. P., & Fried, C. B. (1994). Inducing hypocrisy as a means of encouraging young adults to use condoms. Personality and Social Psychology Bulletin, 20, 116–128.

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Fried, C. B., & Aronson, E. (1995). Hypocrisy, misattribution, and dissonance reduction. Personality and Social Psychology Bulletin, 21, 925–933.

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Dickerson, C. A., Thibodeau, R., Aronson, E., & Miller, D. (1992). Using cognitive dissonance to encourage water conservation. Journal of Applied Social Psychology, 22, 841–854.

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Franken, A. (1996). Rush Limbaugh is a big fat idiot. New York: Delacorte, p. 71.

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Batson, C. D., Kobrynowicz, D., Dinnerstein, J. L., Kampf, H. C, & Wilson, A. D. (1997). In a very different voice: Unmasking moral hypocrisy. Journal of Personality and Social Psychology, 72, 1335–1348; Batson, C. D., Thompson, E. R., Seuferling, G., Whitney, H, & Strongman, J. A. (1999). Moral hypocrisy: Appearing moral to oneself without being so. Journal of Personality and Social Psychology, 77, 525–537.

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См.: Fromkin, H. L., Olson, J. C, Dipboye, R. L., & Barnaby, D. A. (1971). A commodity theory analysis of consumer preferences for scarce products. Paper presented at the annual meeting of the American Psychological Association, Washington, DC; Worchel, S., Lee, J., & Adewole, A. (1975). Effects of supply and demand on ratings of object value. Journal of Personality and Social Psychology, 32, 906–914; 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. Обзоры исследований см.: Lynn, M. (1991). Scarcity effects on value: A quantitative review of commodity theory literature. Psychology & Marketing, 8, 43–57; Lynn, M. (1992). Scarcity’s enhancement of desirability: The role of naive economic theories. Basic and Applied Social Psychology, 13, 67–78.

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Farquhar, P. H., Pratkanis, A. R., & Calvin, D. (1995). Phantom choices: The effects of unavailable alternatives on decision making. Unpublished manuscript, University of California, Santa Cruz.

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Pratkanis, A. R., & Farquhar, P. H. (1992). A brief history of research on phantom alternatives: Evidence for seven empirical generalizations about phantoms. Basic and Applied Social Psychology, 13, 103–122.

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Mischel, W. (1974). Processes in delay of gratification. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 7, pp. 249–292). New York: Academic Press.

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Holifield, E. B. (1989). Era of persuasion. Boston: Twayne, pp. 18–38.

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Freeman, K., Pratkanis, A. R., & Farquhar, P. H. (1990). Phantoms as psychological motivation: Evidence for compliance and reactance processes. Unpublished manuscript, University of California, Santa Cruz.

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Snyder, C. R. (1990, August). Scarce experiences and possessions: A source of uniqueness. Paper presented at the annual meeting of the American Psychological Association, Boston; Snyder, C. R., & Fromkin, H. L. (1980). Uniqueness: The human pursuit of difference. New York: Plenum.

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Fromm, E. (1976). To have or to be? New York: Harper & Row.

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Zellinger, D. A., Fromkin, H. L., Speller, D. E., & Kohn, C. A. (1975). A commodity theory analysis of the effects of age restrictions upon pornographic materials. Journal of Applied Psychology, 60, 94–99.

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Farquhar, P. H., & Pratkanis, A. R. (1993). Decision structuring with phantom alternatives. Management Science, 39, 1214–1226.

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Превосходное исследование политики в сфере учебников см.: Kahane, H. (1992). Logic and contemporary rhetoric: The use of reason in everyday life. Belmont, CA: Wadsworth. Чтобы