Эпоха пропаганды - Эллиот Аронсон

Abrams, D., Wetherell, ML, Cochrane, S., Hogg, M. A., & Turner, J. C. (1990). Knowing what to think by knowing who you are: Self-categorization and the nature of norm formation, conformity, and group polarization. British Journal of Social Psychology, 29, 97-119.

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Cialdini, R. B., Borden, R. J., Thorne, A., Walker, M. R., Freeman, S., & Sloan, L. R. (1976). Basking in reflected glory: Three (football) field studies. Journal of Personality and Social Psychology, 36, 463–476.

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Cialdini, R. B., Finch, J. F, & De Nicholas, M. E. (1990). Strategic self-presentation: The indirect route. In M. J. Cody & M. L. McLaughlin (Eds.), The psychology of tactical communication (pp. 194–206). Clevedon, UK: Multilingual Matters; Finch, J. F, & Cialdini, R. B. (1989). Another indirect tactic of (self-) image management: Boosting. Personality and Social Psychology Bulletin, 15, 222–232.

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Miller, D. T, Downs, J. S., & Prentice, D. A. (1998). Minimum conditions for the creation of a unit relationship: The social bond between birthdaymates. European Journal of Social Psychology, 28, 475–481.

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См., напр.: Weiss, M. J. (1988). The clustering of America. New York: Harper & Row; Mitchell, A. (1983). The nine American lifestyles. New York: Warner; Riche, M. F. (1989, July). Psychographics for the 1990s. American Demographics, pp. 24–31, 53–55.

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Don’t fall for a telephone line. (1997). [Видеозапись]. Washington, DC: American Association of Retired Persons.

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Jamieson, K. H. (1988). Eloquence in an electronic age. Oxford: Oxford University Press.

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Описания см.: Abelman, R., & Neuendorf, K. (1985). How religious is religious television programming? Journal of Communication, 35, 98-110; Hoover, S. M. (1988). Mass media religion: The social sources of the electronic church. Beverly Hills, CA: Sage.

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Исследование того, как представители псевдонауки — те, кто продает все, от кристаллов, лекарств от рака до возможностей услышать дельфина-контактера — создают и используют гранфаллуны, см.: Pratkanis, A. R. (1995). How to sell a pseudoscience. Skeptical Inquirer, 19, 19–25.

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Kassin, S. M., & Keichel, K. L. (1996). The social psychology of false confessions: Compliance, internalization, and confabulation. Psychological Science, 7, 125–128.

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Исследования и анализ признаний преступников см.: Gudjonsson, G. (1992). The psychology of interrogations, confessions, and testimony. New York: Wiley; Inbau, F. E., Reid, J. E., & Buckley, J. P (1986). Criminal interrogation and confessions. Baltimore: Williams & Wilkins; Lassiter, G. D., Geers, A. L., Munhall, P. J., Handley, I. M., & Beers, M. J. (in press). Videotaped confessions: Is guilt in the eye of the camera? In M. P. Zanna (Ed.), Advances in experimental social psychology. San Diego, CA: Academic Press; Leo, R. A. (1996). Miranda’s revenge: Police interrogation as a confidence game. Law and Society, 30, 259–288; Rogge, O. J. (1959)..Wfcy men confess. New York: Nelson; Shuy, R. W. (1998). The language of confession, interrogation, and deception. Thousand Oaks, CA: Sage; Wrightsman, L. S., & Kassin, S. M. (1993). Confessions in the courtroom. Newbury Park, CA: Sage; Zimbardo, P. G. (1968). Coercion and compliance: The psychology of police confessions. In R. Perruci & M. Pilisuk (Eds.), The triple revolution: Social problems in depth (pp. 550–570). Boston: Little, Brown. Мы должны также отметить, что некоторые полицейские руководства по допросам настоятельно выступают против ложных заявлений об обладании инкриминирующими свидетельствами, если таковых не имеется; см.: Macdonald, J. M., & Michaud, D. L. (1992). Criminal interrogation. Denver, CO: Apache.

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I Confess. (1996). [Видеозапись]. New York: A & E for the History Channel.

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Carlsmith, J. M., & Gross, A. E. (1969). Some effects of guilt on compliance. Journal of Personality and Social Psychology, 11, 232–239. See also Freedman, J. L., Wallington, S. A., & Bless, E. (1967). Compliance without pressure: The effect of guilt. Journal of Personality and Social Psychology, 7, 117–124.

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Kelln, B. R. C, & Ellard, J. H. (1999). An equity theory analysis of the impact of forgiveness and retribution on transgressor compliance. Personality and Social Psychology Bulletin, 25, 864–872.

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Davis, K., & Jones, E. E. (1960). Changes in interpersonal perception as a means of reducing dissonance. Journal of Abnormal and Social Psychology, 61, 402–410. See also Glass, D. (1964). Changes in liking as a means of reducing cognitive discrepancies between self-esteem and aggression. Journal of Personality, 32, 531–549.

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Подробно историю кришнаитов см.: Rochford, E. B. (1985). Hare Krishna in America. New Brunswick, NJ: Rutgers University Press.

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Cialdini, R. B. (1984). Influence. New York: Morrow. (перевод на русский язык: Чалдини Р. Психология влияния. — СПб: «Питер», 1999, 2001).

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Дискуссию об использовании норм в социальном контроле см.: Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). A focus theory of normative conduct: A theoretical refinement and reevaluation of the role of norms in human behavior. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 24, pp. 201–234). San Diego, CA: Academic Press; Kallgren, C. A., Reno, R. R., & Cialdini, R. B. (2000). A focus theory of normative conduct: When norms do and do not affect behavior. Personality and Social Psychology Bulletin, 26, 1002–1012.

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Regan, D. T. (1971). Effects of a favor and liking on compliance. Journal of Experimental Social Psychology, 7, 627–639. О других проявлениях силы нормы взаимности см.: Cialdini, R. B., Green, B. L., & Rusch, A. J. (1992). When tactical pronouncements of change become real change: The case of reciprocal persuasion. Journal of Personality and Social Psychology, 63, 30–40.

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Cialdini, R. B., &