Эпоха пропаганды - Эллиот Аронсон

class="p1">Gerbner, G., Gross, L., Morgan, M., & Signorielli, N. (1982). Living with television: The dynamics of the cultivation process. In J. Byrant & D. Zillman (Eds.), Perspectives on media effects (pp. 17–40). Hillsdale, NJ: Erlbaum; Iyengar, S., & Kinder, D. R. (1987). News that matters. Chicago: University of Chicago Press.

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Jones, J. P. (1995). When ads work: New proof that advertising triggers sales. New York: Lexington.

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Zaller, J. (1996). The myth of massive media impact revived: New support for a discredited idea. In D. C. Mutz, P. M. Sniderman, & R. A. Brody (Eds.), Political persuasion and attitude change (pp. 17–78). Ann Arbor: University of Michigan Press.

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См.: Greenwald, A. G., Brock, T. C, & Ostrom, T. M. (Eds.). (1968). Psychological foundations of attitudes. New York: Academic Press; Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: Brown; Petty, R. E., Ostrom, T. M., & Brock, T. C. (Eds.). (1981). Cognitive responses in persuasion. Hillsdale, NJ: Erlbaum; Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion. New York: Springer-Verlag; Pratkanis, A. R., Breckler, S. J., & Greenwald, A. G. (Eds.). (1989). Attitude structure and function. Hillsdale, NJ: Erlbaum.

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Liddy, G. G. (1980). Will. New York: St. Martins.

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Более подробно об этих принципах см.: Aronson, E. (1999). Social animal (8th ed.). New York: Worth. Аронсон Э. Общественное животное. Введение в оциальную психологию. — М.: Аспект Пресс, 1988, особ. гл. 4 и 5).

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Burton, P. W. (1981). Which ad pulled best? Chicago: Crain; Caples, J. (1974). Tested advertising methods. Englewood Cliffs, NJ: Prentice Hall; Loudon, D. L., & Delia Bitta, A. J. (1984). Consumer behavior. New York: McGraw-Hill; 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; Ogilvy, D. (1983). Ogilvy on advertising. New York: Crown.

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Loudon & Delia Bitta (1984), см. прим. 1.

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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, 635–642.

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Preston, I. L. (1994). The tangled web they weave: Truth, falsity, and advertisers. Madison: University of Wisconsin Press.

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Santos, M., Leve, C, & Pratkanis, A. R. (1994). Hey buddy, can you spare 17 cents? Mindful persuasion and the pique technique. Journal of Applied Social Psychology, 24, 755–764.

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Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 19, pp. 123–205). New York: Academic Press; Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag. See also Chaiken, S. (1980). Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39, 752–766; Chaiken, S., Liberman, A., & Eagly, A. (1989). Heuristic versus systematic information processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.), Unintended thought (pp. 212–252). New York: Guilford.

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Petty, R. E., Cacioppo, J. T, & Goldman, R. (1981). Personal involvement as a determinant of argument-based persuasion. Journal of Personality and Social Psychology, 41, 847–855.

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Fiske, S. T., & Taylor, S. E. (1991). Social cognition. New York: McGraw-Hill.

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Festinger, L., Riecken, H. W., & Schachter, S. (1956). When prophecy fails. New York: Harper & Row.

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Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.

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Aronson, E. (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.

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Pratkanis, A. R., & Turner, M. E. (1999). Groupthink and preparedness for the Loma Prieta earthquake: A social identity maintenance analysis of causes and preventions. In B. Mannix, M. Neale, & R. Wageman (Eds.), Research on groups and teams: Groups in context (Vol. 2, pp. 115–136). Greenwich, CT: JAI Press. For a laboratory demonstration, see Turner, M. E., Pratkanis, A. R., Probasco, P., & Leve, C. (1992). Threat, cohesion, and group effectiveness: Testing a social identity maintenance perspective on groupthink. Journal of Personality and Social Psychology, 63, 781–796.

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Cialdini, R. B., & Schroeder, D. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps. Journal of Personality and Social Psychology, 34, 599–604.

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Harris, J. (1970). Hiroshima: A study of science, politics, and the ethics of war. Menlo Park, CA: Addison-Wesley.

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Обсуждение того, как помешать вредному влиянию группового снижения диссонанса или как ослабить его, см.: Turner, M. E., & Pratkanis, A. R. (1994). Social identity maintenance prescriptions for preventing groupthink: Reducing identity protection and enhancing intellectual conflict. International Journal of Conflict Management, 5, 254–270; Turner, M. E., & Pratkanis, A. R. (1997). Mitigating groupthink by stimulating constructive conflict. In C. K. W. De Dreu & E. Van de Vliert (Eds.), Using conflict in organizations (pp. 53–71). Thousand Oaks, CA: Sage.

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Превосходное исследование Геттисбергской речи Линкольна см.: Wills, G. (1992). Lincoln at Gettysburg: Words that remade America. New York: Simon & Schuster. For a discussion of Abraham Lincoln’s life and times, see Bursey, L. G. (1988). Abraham