К главе 4 Социальное познание
1. Lippmann,W. (\911).Public opinion.New York: Harcourt, Brace, amp; Co.
2. Именно в те времена возник обычай, согласно которому мужчина должен был идти так, чтобы ‹прикрывать› женщину от проезжей части улицы. В эпоху средневековья подобный обычай казался вполне осмысленным: сапоги мужчины, если их забрызгает грязью, было легче отчистить, чем платье женщины.
3. Panati, С. (1987). Extraordinary origins of everyday things. New York: Harper amp; Row.
4. Gilovich, T. (1991). How we know what isn 't so. New York: Free Press.
5. Bentham, J. (1876/1948). A fragment on government and an introduction to the principles of morals and legislation.Oxford: Blackwell.Pyc.nep, - Избранные сочинения Иеремии Бентама. Т. 1. Спб., Русская книжная торговля. 1867, Современную версию ‹калькуляции блага› - см.: Fishbein, M., amp;.А^еп, J. (1975). Belief, attitude, intention, and behavior: An introduction to theory and research. Reading, MA: Addison-Wesley.
6. Kelley, H.H. (1967), Attribution theory in social psychology. In D. Levine (Ed.), Nebraska symposium on motivation (Vol. 15, pp. 192-241). Lincoln: University of Nebraska Press. Kelley, H.H. (1973). The process of causal attribution. American Psychologist, 28, 107-128.
7. Высказывается интересная мысль о том, что даже ученые не всегда мыслят как ученые, подпадая под действие тех предрассудков, которые описаны в данной главе. CM. Greenwald, A. G., Pratkanis, A. R., Leippe, M.R., amp; Baumgardner, M.H. (1986). Under what conditions does theory obstruct research process? Psychological Review, 93, 216-229.
8. Fiske, S. Т., amp; Taylor, S.E. (1991). Social cognition. New York: McGraw-Hill.
9. Bronowski, J. (1973). The ascent of man. Boston: Little, Brown, Co. Pratkanis, A.R., amp; Aronson, E. (1991). The age of propaganda: The everyday use and abuse of persuasion. New York: W.H. Freeman.
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10. Pratkanis, A.R., Farquhar, P.H., Silbert, S., amp; Hearst, J. (1989). Decoys produce contrast effects and alter choice probabilities. University of California, Santa Cruz.
11. Kenrick, D. Т., amp; Guttieres, S.E. (1980). Contrast effects in judgements of attractiveness: When beauty becomes a social probern. Journal of Personality and Social Psychology, 38,131-140.
12. Higgins, E.T., Rholes, W.S., amp; Jones, C.R. (1977). Category accessibility and impression formation. Journal of Experimental Social Psychology, 13, 141-154.
13. Heath, L., Acklin, M., amp; Wiley, K. (1991). Cognitive heuristics and AIDS risk assessment among physicians. Personality and Social Psychology Bulletin, 21, 1859- 1867.
14. Rogers, E.M., amp; Dearing, J. W. (1988), Agenda-setting research: Where has it been, Where is it going? In J.A. Anderson (Ed.), Communication Yearbook II (pp.
555-594). Beverly Hills, CA: Sage Publications.
15. McCombs, M.E., amp; Shaw, D.L. (1972). The agenda-setting function of mass media. Public Opinion Quarterly, 36, 176-187.
16. lyengar, S., amp; Kinder, D.R. (1987). News that matters. Chicago, IL: University of Chicago Press.
17. Цит. по: Rogers and Dearing, Agenda-setting research.
18. Kahneman, D., amp; Tversky, A. (1984). Choices, values, and frames. American Psychologist, 39,341-350.
19. Gonzales, M.H.,Aronson, E., amp; Costan^o, M. (1988). Increasing the effectiveness of energy auditors: A field experiment. Journal of Applied Social Psychology, 18, 1046- 1066.
20. Meyerowitz, В.E., amp; Chaiken, S. (1987). The effect of message framing on breast self-examination attitudes, intentions, and behavior. Journal of Personality and Social Psychology, 52,500-510.
21. Asch, S. (1946). Forming impressions of personality. Journal of Abnormal and Social Psychology, 41,258-290.
22. Jones, E.E., Rock, L., Shaver, K.G., Goethals, G.R., amp; Ward, L.M. (1968). Pattern of performance and ability attribution: An unexpected primacy effect. Journal of Personality and Social Psychology, 10, 317-340.
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23. Aronson, J.M., amp; Jones, E.E. (1992). Inferring abilities after influencing performance. Journal of Experimental Social Psychology, 28, 277-299.
24. Zukier, ff. (1982). The dilution effect: The role of the correlation and dispersion of predictor variables in the use of nondiagnostic information. Journal of Personality and Social Psychology, 43,1163-1174.
25. Nisbett, R., amp; Ross, L. (1980). Human inference: Strategies and shortcomings of social judgement. Englewood Cliffs, NJ: Prentice-Hall. Sherman, S.J., amp; Corty, E. (1984). Cognitive heuristics. In R.S.Wyer amp; T.K.Srull (Eds.), Handbook of Social Cognition (Vol. I, pp. 189-286), Hilisdale, NJ: Eribaum. Tversky, A., amp; Kahneman, D. (1974). Judgement under uncertainty: Heuristics and biases. Science, 185, 1124-1131.
26. ‹Which cereal for breakfast?› Consumer Reports, February 1981, pp. 68-75.
27. Сравнение основано на: ‹Eating to lower your blood cholesterol›. U.S. Department of Health and Human Services, NIH Publication No. 87-2920, September 1987. Было показано, что насыщенные жирные кислоты - те, что содержатся в мясе животных и отдельных видах растительных жиров (в кокосовом, шоколадном, пальмовом и во всех гидрированных маслах), повышают уровень холестерола. Изготовители хлопьев иногда используют подобные жиры в своих продуктах - особенно кокосовое, пальмовое и гидрированные масла. Чтобы исключить их, многие производители хлопьев в настоящее время заняты изменением состава своих продуктов - так что, перед тем как принять окончательное решение, какой именно сорт покупать, внимательно ознакомьтесь с тем, что написано на коробке.
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28. Nisbett amp; Ross (1980); Shweder, R. (1977). Likeness and likelihood in everyday thought: Magical thinking in judgments about personality. Current Anthropology, 18, 637-658.
29. Pratkanis, A.R. (1989). The cognitive representation of attitudes. In A.R. Pratkanis, S.J. Bleckler, amp; A.G. Greenwald (Eds.), Attitude structure and function (pp. 71-98). Hilisdale, NJ: Eribaum. Pratkanis, A.R., amp; Greenwald, A.G. (1989). A socio-cognitive model of attitude structure and function. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 22, pp. 245-285). New York: Academic Press.
30. Pratkanis, A.R. (1988). The attitude heuristic and selective fact identification. British Journal of Social Psychology, 27, 257-263.
31. Thistlewaite, D. (1950). Attitude and structure as factors in the distortion of reasoning. Journal of Abnormal and Social Psychology, 45, 442-458.
32. Ross, L., Greene, D., amp; House, P. (1977). The ‹false-consensus› effect: An egocentric bias in social perception and attribution process. Journal of Experimental Soda! Psychology, 13,279-301.
33. Pratkanis, Cognitive representation.
34. О лабораторной демонстрации - см.: Gilovich, Т. (1981). Seeing the past in the present: The effect of associations to familiar judgments and decisions. Journal of Personality and Social Psychology, 40, 797-808.
35. Darley, J.M., amp; Gross, P.ff. (1983). A hypothesis-confirming bias in labeling effects. Journal of Personality and Social Psychology, 44, 20-33.
36. Hamilton, D.L., amp; Ross, T.L. (1980). Illusory correlation and the maintenance ofstereotypic beliefs. Journal of Personality and Social Psychology, 39, 832-845.
37. Pratkanis, A.R. Личное сообщение.
38. Chapman, L.J. (1967). Illusory correlation in observational report. Journal of Verbal Learning and Verbal Behavior, 6, 151-155. Chapman, L.J., amp; Chapman, J.P. (1967). Genesis of popular but erroneous psychodiagnostic observations. Journal of Abnormal Psychology, 72, 193-204. Chapman, L.J., amp; Chapman, J.P. (1969). Illusory correlation as an obstacle to the use of valid psychodiagnostic signs. Journal of Abnormal Psychology, 74,271-280.
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39. Park, В., amp; Rothbart, M. (1982). Perception of out-group homogeneity and levels of social categorization: Memory for the subordinate attributes of in-group and out-group members. Journal of Personality and Social Psychology, 42, 1051-1068.
40. Обзоры и дискуссию - см.: Tajfel, Н. (1981). Human groups and social categories. Cambridge: Cambridge University Press. Turner, J.C. (1987), Rediscovering the social group. New York: Basil Blackwell.
41. Loflus, E.F., amp; Loftus, G.R. (1980). On the permanence of stored information in the human brain. American Psychologist, 35, 409-420.
42. Loftus, E.F., amp; Ketchum, К. (1991). Witness forthe defense. New York: St.Martin's Press.
43. Loftus, E.F., amp; Palmer, J.C. (1974). Reconstruction ofautomobile destruction: An example of the interaction between language and memory. Journal of Verbal Learning and Verbal Behavior, 13, 585-589.
44. Loftus, E.F. (1977). Shifting human color memory. Memory and Cognition, 5, 696-699.
45. Loftus, E.F. (1993). The reality of repressed memories. American Psychologist, 48, 518-537.
46. Ross, M., McFarland, С., amp; Fletcher, G.O.J. (1981). The effect of attitude on the recall of personal history. Journal of Personality and Social Psychology, 40, 627-634.
47. Gibbs, G. (1981). Teaching students to learn. Milton Keynes, England: Open University Press.
48. Pratkanis, A.R., Eskenaw, J., amp; Greenwald, A. G. (1990). What you expect is what you believe (but not necessarily what you get): On the effectiveness of subliminal self-help audiotapes.Unpublished manuscript.University of Santa Cruz. Greenwald, A.G., Spangenberg, E.R., Pratkanis, A.R., amp; Eskena^i, J. (1991). Double-blind tests of subliminal self-help audiotapes. Psychological Science, 12, 119-122.
49. Conway, M., amp; Ross, M. (1984). Getting what you want by revising what you had. JoumalofPersonality andSocial Psychology, 47, 738-748.
50. Wyatt, D.F., amp; Campbell, D. T. (1951). On the liability of stereotype or hypothesis. Journal of Abnormal and Social Psychology, 46, 496-500. Bruner, J.S., amp; Potter, M.C. (1964). Science, 144, 424-425.
51. Snyder, M., amp; Swann, W.B. (1978). Hypothesis-testing processes in social interaction. Journal of Personality and Social Psychology, 36, 1202-1212.
52. Fischhoff, В. (1975). Hindsight does not equal foresight: The effect of outcome knowledge on judgment under uncertainty. Journal of Experimental Psychology: Human Perception and Performance, 1, 288-299. Fischhoff, В. (1977). Perceived informativeness offacts. Journal of Experimental Psychology: Human Perception and Performance, 3,349-358.
53. Greenwald, A.G. (1980). The totalitarian ego: Fabrication and revision of personal history. American Psychologist, 35, 603-618.
54. LaPier, R. (1934). Attitudes versus actions. Social Forces, 13, 230-237.
55. Wicker, A. (1969). Attitudes versus actions: The relationship of verbal and overt behavioral responses to attitude objects. Journal of Social Issues, 25 (4), 41-78.
56. Jones, E.E. (1990). Interpersonal perception. New York: W.H. Freeman. Jones, E.E., amp; Davis, K.E. (1965). From acts to dispositions: The attribution process in person perception. In L. Berkowitz (Ed.), Advances in Experimental Social Psychology (Vol. 2, pp. 219-266). New York: Academic Press.
57. Jones, E.E., amp; Harris, V.A. (1967). The attribution of attitudes. Journal of Experimental Social Psychology, 3, 1-24.
58. Favo, R.H. (1986). How do attitudes guide behavior? In R.M. Sorrentino amp; E.T. Higgins (Eds.), Handbook of motivation and cognition (pp. 204-242). New York: Guilford Press. Fa^io, R.H. (1989). On the power and functionality of attitudes: The role of attitude accessibility. In A.R. Pratkanis, S.J. Breckler, amp;A.G. Greenwald (Eds.), Attitude structure and function (pp. 153-179). Hilisdale, NJ: Eribaum.
59. Fazio, R.H., amp; Williams, C.J. (1986). Attitude accessibility as a moderator of the attitude-perception and attitude-behavior relations: An investigation of the 1984 presidential elections. JoumalofPersonality and Social Psychology, 51, 505-514.
60. Fazio, R.H., Chen, J., McDonel, E.G., amp; Sherman, S.J. (1982). Attitude accessibility, attitude-behavior consistency, and the strength of the object-evaluation association. Journal of Experimental Social Psychology, 50, 339-357. Fa^io, R.H., Powell, M.C., amp; 456 Herr, P.M. (1983). Toward a process model of attitude-behavior relation: Accesing one's attitude upon mere observation of the attitude object. Journal of Personality and Social Psychology, 44, 723-735. Favo, R.H., amp; Zanna, M. P. (1981). Direct experience and attitude-behavior consistency. In L. Berkowitz (Ed.), Advances in Experimental Social Psychology (Vol. 14, pp. 162-202). New York: Academic Press. Regan, D.T., amp; Fa^io, R.H. (1977). On the consistency between attitudes and behavior: Look to the method of attitude formation. Journal of Experimental Social Psychology, 13,38-45.
61. Herr, P.M. (1986). Consequences of priming: Judgment and behavior. Journal of Personality and Social Psychology, 51, 1106-1115.
62. Ross, L. (1977). The intuitive psychologist and his shortcomings: Distortion in the attribution process. In L. Berkowitz (Ed.), Advances in Experimental Social Psychology (Vol. 10, pp. 173-220). New York: Academic Press.
63. Bierbrauer, G. (1973). Effect of set, perspective, and temporal factors in attribution. Unpublished Ph.D. dissertation, Stanford University. Цит. по: Ross (1977).
64. Ross, L., Amabile, T.M., amp; Steinmet^, J.L. (1977). Social roles, social control, and biases in social-perception processes. Journal of Personality and Social Psychology, 35, 485-494.
65. Ответы: стадион ‹Форбс› в Питтсбурге, Вильнюс и 4 июля 1826 года.
66. Jones, Е.Е., amp; Nisbett, R.E. (1971). The actor and the observer: Divergent perceptions of the causes of behavior. In Е.Е. Jones, D.E. Kanouse, H.H. Kelley, R.E. Nisbett, S. Valins, amp; B. Weiner (Eds.), Attribution: Perceiving the causes of behavior (pp. 79-94). Morristown, NJ: General Learning Press.
67. CM: Jones, Е.Е., Rock, L., Shaver, K.G., Goethals, G. R., amp; Ward, L.M. (1968). Pattern of performance and ability attribution: An unexpected primacy effect. Journal of Personality and Social Psychology, 10, 317-349. McArthur, L. (1972). The how and what of why: Some determinants and consequences of causal attribution. Journal of Personality and Social Psychology, 22, 171-193. Nisbett, R.E., Caputo, C., Legant, P., amp; Marecek, J. (1973). Behavior as seen by the actor and as seen by the observer. Journal of Personality and Social Psychology, 27, 154-164.
68. Storms, M.D. (1973). Videotape and the attribution process: Reversing the perspective of actors and observers. Journal of Personality and Social Psychology, 27, 165-175.
69. James, W. (1890/1950). The principles of psychology (pp. 314-315). New York: Dover.
70. Greenwald, A.G. (1980). The totalitarian ego: Fabrication and revision of personal history. American Psychologist, 35, 603-618. Greenwald, A.G., amp; Pratkanis, A.R. (1984). The self. In R.S. Wyer amp; Т.К. Srull (Eds.), Handbook of Social Cognition (Vol. 3, pp. 129-178). Hilisdale, NJ: Eribaum.
71. Greenwald, The totalitarian ego.
72. Jervis, R. (1976). Perception and misperception in international politics. Princeton, NJ: Princeton University.
73. Longer, E.J. (1975). The illusion of control. Journal of Personality and Social Psychology, 32, 311-329. Longer, E.J. (1977). The psychology of chance. Journal of the Theory of Social Behavior, 7, 185-208.
74. Petty, R.E., amp; Brock, T.C. (1979). Effects of‹Bamum› personality assessments on cognitive behavior. Journal of Consulting and Clinical Psychology, 47, 201-203.
75. Markus, Н. (1977). Self-schemata and processing information about the self. Journal of Personality and Social Psychology, 35, 63-78. Breckler, S.J., Pratkanis, A.R., amp; McCann, D. (1991). The representation of self in multidimensional cognitive space. British Journal of Social Psychology, 30, 97-112. Brenner, M. (1973). The next-in-line effect. Journal of Verbal Learning and Verbal Behavior, 12, 320-323. Slamecka, N.J., amp; Graf, P. (1978). The generation effect: Delineation of a phenomenon. Journal of Experimental Psychology: Human Learning and Memory,4, 592-604. Rogers, Т. B.,Kuiper, N.A., amp; Kirker, W.S. (1977). Self-reference and the encoding of personal information. Journal of Personality and Social Psychology, 35, 677-688. Klein, S.B., amp; Loftus, J. (1988). The nature ofself-referent encoding: The contributions ofelaborative and organizational processes. Journal of Personality and Social Psychology, 55, 5-11.
76. San Francisco Sunday Examiner and Chronicle, April 22, 1979, p. 35.
77. Greenberg, J., Pysy^ynski, Т., amp; Solomon, S. (1982). The self-serving attributional bias: Beyond self-presentation. Journal of Experimental Social Psychology, 18, 56-67. Arkin, P.M., amp; Maruyama, G.M. (1979). Attribution, affect, and college exam performance. Journal of Educational Psychology, 71, 85-93. Gilovich, Т. (1983). Biased evaluation and persistence in gambling. Journal of Personality and Social Psychology, ^,1110-1126. Ross, M., amp; Sicoly, F. (1979). Egocentric biases in availability and attribution. Journal of Personality and Social Psychology, 37, 322-336. Breckler, S.J., Pratkanis, A.R., amp; McCann, D. (1991). The representation of self in multidimensional cognitive space. British Journal of Social Psychology, 30, 97-112. Johnston, W.A. (1967). Individual performance and self-evaluation in a simulated team. Organizational Behavior and Human Performance, 2, 309-328. Cunningham, J.D., Starr, P.A., amp; Kanouse, D.E. (1979). Self as actor, active observer, and passive observer: Implications for causal attribution. Journal of Personality and Social Psychology, 37, 1146-1152.
78. Greenwald, A.G., amp; Bleckler, S.J. (1985). To whom is the self presented? In B.R. Schlenker (Ed.), The self and social life (pp. 126-145). New York: McGraw-Hill.
79. Miller, D.T., amp; Ross, M. (1975). Self-serving biases in the attribution of causality: Fact or fiction? Psychological Bulletin, 82, 213-225.
80. Weary (Bradley), G. (1978). Self-serving biases in the attribution process: A reexamination of the fact or fiction question. Journal of Personality and Social Psychology, 36, 56-71. Weary, G. (1980). Examination of affect and egotism as mediators of bias in causal attribution. Journal of Personality and Social Psychology, 38, 348-357. Weary, G" Harvey, J.H., Schwieger, P., Olson, C.T., Perloff, R., amp; Pritchard, S. (1982). Self-presentation and the moderation of self-serving attributional biases. Social Cognition, 1,140-159.
81. Alloy, L.B., amp; Abramson, L.Y. (1979). Judgement of contingency in depressed and nondepressed students: Sadder but wiser. Journal of Experimental Psychology: General, 108,441-485.
82. Grove, J.R., Hanrahan, S.J., amp; Mcinman, A. (1991). Success/failure bias in attribution across involvement categories in sport. Personality and Social Psychology Bulletin, 17,93-97.
83. Taylor, S.E. (1989). Positive illusions: Creative self-deception and the healthy mind. New York: Basic Books.
84. Seligman, M.E.P. (1991). Learned optimism. New York: Knopf. Рус. пер. - Зелигман M. Как научиться оптимизму. Советы на каждый день. M., 1997.
К главе 5 Самооправдание
1. Prasad, J. (1950). A comparative study of rumors and reports in earthquakes. British Journal of Psychology, 41, 129-144.
2. Sinha, D. (1952). Behavior in a catastrophic situation: A psychological study of reports and rumors. British Journal of Psychology, 43, 200-209.
3. Festinger, L. (1957). A theory of cognitive dissonance. Stanford: Stanford University Press.
4. Kassarjian, H., amp; Cohen, J. (1965). Cognitive dissonance and consumer behavior. California Management Review, 8, 55-64.
5. Tagliaco^o, R. (1979). Smokers' self-categorization and the reduction of cognitive dissonance. Addictive Behaviors, 4, 393-399.
6. Goleman, D. (1982, January). Make-or-break resolutions. Psychology Today, p. 19.
7. Austin American, November 18, 1971, p. 69.
8. Hastorf, A., amp; Cantril, H. (1954). They saw a game: A case study. Journal of Abnormal and Social Psychology, 49, 129-134.
9. Bruce, L. (1966). How to talk dirty and influence people (pp. 232-233). Chicago: Playboy Press, and New York: Pocket Books.
10. Time, November 24, 1980, p. II.
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12. Lord, С., Ross, L., amp; Lepper, M. (1979). Biased assimilation and attitude polarization: The effects of prior theories on subseqently considered evidence. Journal of Personality and Social Psychology, 37, 2098-2109.
13. Ehrlich, D., Guttman, 1., Schonbach, P., amp; Mills, J. (1957). Postdecision exposure to relevant information. Journal of Abnormal and Social Psychology, 57, 98-102.
14. Brehm, J. (1956). Postdecision changes in the desirability of alternatives. Journal of Abnormal and Social Psychology, 52, 384-389.
15. Johnson, D.J., amp; Rusbult, C.E. (1989). Resisting temptation: Devaluation of alternative partners as ameans of maintaining commitment in close relationships. Journal of Personality and Social Psychology, 57, 967-980.
16. Simpson, J.A., Gangestad, S. W., amp; Lerma, M. (1990). Perception of physical attractiveness: Mechanisms involved in the maintenance of romantic relationships. Journal of Personality and Social Psychology, 59, 1192-1201.
17. Wiesel, E. (1969). Night. New York: Avon.
18. White, R. (1971, November). Selective inattention. Psychology Today, pp. 47- 50, 78-84.
19. Глубокий анализ данного процесса, имевшего место в ряде катастрофических политических решений, - см.: Janis, 1. (1972). Victims of group-think. Boston: Houghton Mifflin.
20. Pentagon papers: The secret war. (1971, June 28). Time, p. 12.
21. Freedman, J., amp; Eraser, S. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
22. Pliner, P., Hart, H., Kohl, J., amp; Saari, D. (1974). Compliance without pressure: Some further data on the foot-in-the-door technique. Journal of Experimental Social Psychology, 10,17-22.
23. Knox, R., amp; Inkster, J. (1968). Postdecision dissonance at post time. Journal of Personality and Social Psychology, 8, 319-323.
24. Frenkel, O.J., amp; Doob, A. (1976). Post-decision dissonance at the polling booth. Canadian Journal of Behavioural Science, 8, 347-350.
25. Cialdini, R., Cacioppo, J., Bassett, R., amp; Miller, J. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36,463-476.
26. Ibid.
27. Mills, J. (1958). Changes in moral attitudes following temptation. Journal of Personality, 26,517-531.
28. Festinger, L., amp; Carlsmith, J.M. (1959). Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203-210.
29. Cohen, A.R. (1962). An experiment on small rewards for discrepant compliance and attitude change. In J.W. Brehm amp; A.R. Cohen, Explorations in cognitive dissonance (pp. 73-78). New York: Wiley.
30. Между прочим, следует отметить, что исследование феномена ‹говорю-значит-верю› привело к ряду противоречивых экспериментальных данных. Однако факты в поддержку приведенного в тексте анализа перевешивают. Более детальное обсуждение этого вопроса - см.: Aronson, Е. (1969). The theory of cognitive dissonance: A current perspective. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 4, pp. 1-34). New York: Academic Press.
31. Zimbardo, P., Weisenberg, M., Firestone, 1., amp; Levy, B. (1965). Communicator effectiveness in producing public conformity and private attitude change. Journal of Personality 33, 233-255.
32. Mills, Changes in moral attitudes.
33. Aronson, Е. (1968). Dissonance theory: Progress and problems. In R.P. Abelson, Е. Aronson, W.J. McGuire, T.M. Newcomb, M.J. Rosenberg, and P.H. Tannenbaum (Eds.), Theories of cognitive consistency: A sourcebook (pp. 5-27). Chicago: Rand McNally. Aronson, Е. (1969). The theory of cognitive dissonance: A current perspective. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 4, pp. 1-34). New York: Academic Press.
34. Nel, Е., Helmreich, R., amp; Aronson, Е. (1969). Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
35. Hoyt, M., Henley, M., amp; Collins, B. (1972). Studies in forced compliance: Confluence of choice and consequence on attitude change. Journal of Personality and Social Psychology, 23, 204-210. Schlenker, B., amp; Schlenker, P. (1975). Reactions following counterattitudinal behavior which produces positive consequences. Journal of Personality and Social Psychology, 31, 962-971. Riess, M., amp; Schlenker, B. (1977). Attitude change and responsibility avoidance as modes of dilemma resolution in forced-compliance situations. Journal of Personality and Social Psychology, 35, 21-30.
36. Cialdini, R., amp; Schroeder, D. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps. Journal of Personality and Social Psychology, 34,599-604.
37. Freedman, J. (1963). Attitudinal effects of inadequate justification. Journal of Personality, 31,371-385.
38. Deci, Е. (1975). Intrinsic motivation. New York: Plenum. Deci, Е. (1971). Effects of externally mediated rewards on intrinsic motivation. Journal of Personality and Social Psychology, 18, 105-115. Deci, E., Nezlek, J., amp; Sheinman, L. (1981). Characteristics of the rewarder and intrinsic motivation of the rewardee. Journal of Personality and Social Psychology, 40, 1-10.
39. Lepper, M.R., amp; Greene, D. (1975). Turning play into work: Effects of adult surveillance and extrinsic rewards on children's intrinsic motivation. Journal of Personality and Social Psychology, 31, 479-486.
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