Эпоха пропаганды - Эллиот Аронсон

culture. New York: Oxford University Press; Capaldi, N. (1987). The art of deception. Buffalo, NY: Prometheus; Cialdini, R. B. (1984). Influence. New York: Morrow; Eiler, A. (1984). The consumer protection manual. New York: Facts on File; Gilbert, M. A. (1996). How to win an argument. New York: Wiley; Green, M. (1995). The consumer bible. New York: Workman; Jacobson, M. E, & Mazur, L. A. (1995). Marketing madness. Boulder, CO: Westview; Pratkanis, A. R. (1993). Propaganda and persuasion in the 1992 U.S. presidential election: What are the implications for a democracy? Current World Leaders, 35, 341–362; Pratkanis, A. R., & Turner, M. E. (1996). Persuasion and democracy: Strategies for increasing deliberative participation and enacting social change. Journal of Social Issues, 52, 187–205; Preston, I. L. (1994). The tangled web they weave. Madison: University of Wisconsin Press; Sabato, L. J., & Simpson, G. R. (1996). Dirty little secrets: The persistence of corruption in American politics. New York: Random House; Schulte, F. (1995). Fleeced! Amherst, NY: Prometheus; Zimbardo, P. G., & Anderson, S. (1993). Understanding mind control: Exotic and mundane mental manipulations. In M. D. Lagone (Ed.), Recovery from cults (pp. 104–125). New York: Norton.

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Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2000). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Unpublished manuscript (неопубликованная рукопись), Northern Illinois University.

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Цит. по Young, J. W. (1991). Totalitarian language. Charlottesville: University of Virginia Press, p. 225.

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Asch, S. E. (1955). Opinions and social pressure. Scientific American, 193, 31–35; Pratkanis, A. R., Horvitz, T, & Gliner, M. (1996). A replication of the Asch line experiment for NBC Dateline. Unpublished data, University of California, Santa Cruz.

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Полный список и великолепные советы по потребительским проблемам см.: Eiler (1984), прим. 1.

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Brill, S. (2000, April). The mega threat. Brill’s Content, pp. 23, 26–27; Rosenwein, R. (2000, January). Why media mergers matter. Brill’s Content, pp. 92–95.

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Дополнительные способы прекращения негативного проведения кампаний см.: Jamieson, K. H. (1992). Dirty politics. New York: Oxford University Press. For a discussion of how to improve media coverage of elections, see Pratkanis, A. R. (2001). Propaganda and deliberative persuasion: The implications of Americanized mass media for established and emerging democracies. In W. Wosinski, R. B. Cialdini, J. Reykowski, & D. W. Barrett (Eds.), The practice of social influence in multiple cultures (pp. 259–285). Mahwah, NJ: Erlbaum.

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Эти цифры основаны на типичном федеральном бюджете 1990-х годов; вклад Джонсов в каждый пункт — просто процент бюджета по данному параграфу применительно к налоговому вкладу Джонсов.

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Suchard, D. (1993, February 15). “The seduction” of TV ads: Popular Dutch talk show focuses on and reviews commercials. Advertising Age, 1–3,1-22.

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Великолепное обсуждение обмана в рекламе и того, что с ним можно сделать, см.: Preston (1994), прим. 1.

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Мы благодарим Питера Фарквара (Peter Farquhar) и Навина Гойяла (Naveen Goyal) за дискуссию по потребительским правилам, включая недоступность.

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Великолепное обсуждение мошенничества в сфере телемаркетинга см.: Schulte (1995), прим. 1..

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Lewin, K., & Lippitt, R. (1938). An experimental approach to the study of autocracy and democracy: A preliminary note. Sociometry, 1, 292–300; Lewin, K., Lippitt, R., & White, R. K. (1939). Patterns of aggressive behavior in experimentally created climates. Journal of Social Psychology, 10, 271–299; Pratkanis (2001), см. прим. 7; Pratkanis & Turner (1996), см. прим. 1; White, R. K., & Lippitt, R. (1960). Autocracy and democracy: An experimental inquiry. New York: Harper & Brothers.

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Beck, E. M., & Tolnay, S. E. (1990). The killing fields of the deep South: The market for cotton and the lynching of blacks, 1882–1930. American Sociological Review, 55, 526–539; Ezekiel, R. S. (1995). The racist mind. New York: Viking; Pettigrew, T. F. (1971). Racially separate or together? New York: McGraw-Hill; Pratkanis, A. R., & Turner, M. E. (1999). The significance of affirmative action for the souls of white folk: Further implications of a helping model. Journal of Social Issues, 55, 787–815; Senechal, R. (1990). The sociogenesis of a race riot. Urbana: University of Illinois Press.

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Обсуждение этики и роли убеждения в обществе см.: Alinsky, S. D. (1971). Rules for radicals. New York: Vintage; Entman, R. M. (1989). Democracy without citizens. New York: Oxford University Press; Cialdini, R. B. (1996). Social influence and the triple tumor structure of organizational dishonesty. In D. M. Messick & A. E. Tenbrunsel (Eds.), Codes of conduct (pp. 44–58). New York: Russell Sage; Fisher, R, Ury, W., & Patton, B. (1991). Getting to yes. New York: Penguin; Freire, P. (1968). Pedagogy of the oppressed. New York: Seabury; Johannesen, R. L. (1967). Ethics and persuasion. New York: Random House; Pratkanis, A. R., & Turner, M. E. (1996). Persuasion and democracy: Strategies for increasing deliberative participation and enacting social change. Journal of Social Issues, 52, 187–205; Quaker, T. H. (1962). Propaganda and psychological warfare. New York: Random House; Spence, G. (1995). How to argue and win every time. New York: St. Martin’s; Stone, I. F. (1988). The trial of Socrates. Boston: Little, Brown; Zimbardo, P. G. (1972). The tactics and ethics of persuasion. In B. T. King & E. McGinnies (Eds.), Attitudes, conflict, and social change (pp. 81–99). New York: Academic Press. Примеры использования полезного для общества убеждения см. Pratkanis, A. R., & Turner, M. E. (1994). Nine principles of successful affirmative action: Mr. Branch Rickey, Mr. Jackie Robinson, and the integration of baseball. Nine: A Journal of Baseball History and Social Policy Perspectives, 3, 36–65.

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Еще одну сводку правил, обусловливающих способы