Психология влияния

Gonzales M. H., Aronson E. & Costanzo M. (1988). Increasing the effectiveness of energy auditors: A field experiment. Journal of Applied Social Psychology, 18,1046–1066.

Gonzales M. H., Davis J. M., Loney G. L, Lukens C. K. & Junghans С. М. (1983). Interactional approach to interpersonal attraction. Journal of Personality and Social Psychology, 44, 1192–1197.

Goodenough U. W. (1991). Deception by pathogens. American Scientist, 79,344–355. Gordon R. E. & Gordon K. (1963). The blight on the ivy. Englewood Cliffs, NJ: Prentice-Hall.

Corn G.J. (1982). The effects of music in advertising on choice behavior: A classical conditioning approach. Journal of Marketing, 46,94-101.

Gould M. S. & Shaffer D. (1986). The impact of suicide in television movies. The New England Journal of Medicine, 315, 690–694.

Gouldner A. W. (1960). The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161–178.

Green F. (1965). The «foot-in-the-door» technique. American Salesman, 10,14–16.

Greenberg M. S. & Shapiro S. P. (1971). Indebtedness: An adverse effect of asking for and receiving help. Sociometry, 34, 290–301. Greenwald A. F., Camot 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.

Gregory S. W., & Webster S.

(1996). A nonverbal signal in voices of interview partners effectively predicts communication accommodation and social status perceptions. Journal of Personality and Social Psychology, 70,1231–1240.

Gruner S.J. (1996, November). Reward good consumers. Inc., p. 84.

CrushJ. E. (1980). Impact of candidate expenditures, regionality, and prior outcomes on the 1976 Democratic presidential primaries. Journal of Personality and Social Psychology, 38, 337–347.

Crush J. E., McKeough K. L. & Ahlering R. F. (1978). Extrapolating laboratory exposure experiments to actual political elections. Journal of Personality and Social Psychology, 36, 257–270.

Hammermesh D., & Biddle J. E. (1994). Beauty and the labor market. The American Economic Review, 84,1174–1194.

Harper C. R., Kidera C.J. & Cullen J. F. (1971). Study of simulated airplane pilot incapaci-tation: Phase II, subtle or partial loss of function. Aerospace Medicine, 42,946–948.

Heider F. (1946). Attitudes and cognitive organization. Journal of Psychology, 21,107–112.

Heilman M. E. (1976). Oppositional behavior as a function of influence attempt intensity and retaliation threat. Journal of Personality and Social Psychology, 33, 574–578.

Higgins E. Т., Lee J., Kwon J., & Trope J. (1995). When combining intrinsic motivation undermines interest. Journal of Personality and Social Psychology,68,749–767.

Higham P. A. & Garment D. W. (1992). The rise and fall politicians. Canadian Journal of Behavioral Science, 404–409.

Hill G. W. (1982). Group versus individual performance: Are N + 1 heads better than one? Psychological Bulletin, 91,517–539.

Hockey G. R.J. & Hamilton P.

(1970). Arousal and information selection in short-term memory. Nature, 226, 866–867.

Holling C. K., Brotzman E., Dalrymple S., Graves N. & Pierce С. М. (1966). An experimental study of nurse-physician relationships. Journal of Nervous and Mental Disease, 143, 171–180.

Holldobler B. (1971). Communication between ants and their guests. Scientific American, 198, 68–76.

Homstein H. A., Fisch E. & Holmes M. (1968). Influence of a model’s feeling about his behavior and his relevance as a comparison other on observers’ helping behavior. Journal of Personality and Social Psychology, 10, 222–226.

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, 1185–1196.

Howard D.J., Gengler C. & Jain A. (1995). What’s in a name? A complimentary means of persuasion. Journal of Consumer Research, 22, 200–211.

Howard D.J., Gengler C. & Jain A. (1997). The name remembrance effect. Journal of Social Behavior and Personality, 12,801–810.

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.