59 Seconds: Think a Little, Change a Lot (34 page)

30.
Schnall, S., & Laird, J. D. (2003). Keep smiling: Enduring effects of facial expressions and postures on emotional experience.
Cognition and Emotion, 17
, 787–797.

31.
Roberts, T., & Arefi-Afshar, Y. (2007). Not all who stand tall are proud: Gender differences in the propioceptive effects of upright posture.
Cognition and Emotion, 21
, 714–727.

32.
For a fascinating review of this work, see Gosling, S. (2008).
Snoop: What your stuff says about you
. New York: Basic Books.

33.
Sheldon, K. M., & Lyubomirsky, S. (2007). Is it possible to become happier? (And if so, how?)
Social and Personality Psychology Compass, 1
, 129–145. Sheldon, K. M., & Lyubomirsky, S. (2006). Achieving sustainable happiness: Change your actions, not your circumstances.
Journal of Happiness Studies, 7
, 55–86.

PERSUASION

1.
Lepper, M. R., Greene, D., & Nisbett, R. E. (1973). Undermining children’s intrinsic interest with extrinsic reward: A test of the “overjustification” hypothesis.
Journal of Personality and Social Psychology, 28
, 129–137.

2.
This experiment was carried out as part of the BBC television series
The People Watchers
. It is based on similar studies in “cognitive dissonance,” a term that refers to the uncomfortable feeling that people get when they hold two contradictory ideas simultaneously.

3.
For a review of this work, see Kohn, A. (1993).
Punished by rewards: The trouble with gold stars, incentive plans, A’s, praise, and other bribes
. Boston: Houghton Mifflin.

4.
Higgins, C. A., & Judge, T. A. (2004). The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: A field study.
Journal of Applied Psychology, 89
, 622–632.

5.
Jones, E., & Gordon, E. (1972). Timing of self-disclosure and its effects on personal attraction.
Journal of Personality and Social Psychology, 24
, 358–365.

6.
Williams, K. D., Bourgeois, M. J., & Croyle, R. T. (1993). The effects of stealing thunder in criminal and civil trials.
Law and Human Behavior, 17
, 597–609.

7.
Gilovich, T., Medvec, V. H., & Savitsky, K. (2000). The spotlight effect in social judgment: An egocentric bias in estimates of the salience of one’s own actions and appearance.
Journal of Personality and Social Psychology, 78
, 211–222.

8.
Raghubir, P., & Valenzuela, A. (2006). Centre-of-inattention: Position biases in decision-making.
Organisational Behaviour and Human Decision Processes, 99
, 66–80.

9.
Alter, A., & Oppenheimer, D. M. (2006). Predicting short-term stock fluctuations by using processing fluency.
Proceedings of the National Academy of Sciences, USA, 103
, 9369–9372.

10.
Oppenheimer, D. M. (2005). Consequences of erudite vernacular utilized irrespective of necessity: Problems with using long words needlessly.
Journal of Applied Cognitive Psychology, 20
, 139–156.

11.
For a review of the research examining the impact of likeability on politics, relationships, health, and the workplace, see Sanders, T (2005).
The likeability factor
. New York: Crown Publishers.

12.
Jecker, J., & Landy, D. (1969). Liking a person as function of doing him a favor.
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, 371–378.

13.
Aronson, E., Willerman, B., & Floyd, J. (1966). The effect of a pratfall on increasing interpersonal attractiveness.
Psychonomic Science, 4
, 227–228.

14.
This study was conducted as part of the BBC series
The People Watchers
.

15.
Skowronski, J. J., Carlston, D. E., Mae, L., & Crawford, M. T. (1998). Spontaneous trait transference: Communicators take on the qualities they describe in others.
Journal of Personality and Social Psychology, 74
, 837–848.

16.
Small, D. A., Loewenstein, G., & Slovic, P. (2007). Sympathy and callousness: The impact of deliberative thought on donations to identifiable and statistical victims.
Organisational Behaviour and Human Decision Processes, 102
, 143–153.

17.
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.

18.
See, for example, Razran, G. H. S. (1940). Conditional response changes in rating and appraising sociopolitical slogans.
Psychological Bulletin, 37
, 481.

19.
Bodenhausen, G. V. (1993). Emotions, arousal, and stereotypic judgments: A heuristic model of affect and stereotyping. In D. M. Mackie & D. L. Hamilton (Eds.),
Affect, cognition, and stereotyping
(pp. 13–37). San Diego, CA: Academic Press.

20.
Martin, P. Y., Laing, J., Martin, R., & Mitchell, M. (2005). Caffeine, cognition, and persuasion: Evidence for caffeine increasing the systematic processing of persuasive
messages. Journal of Applied Social Psychology, 35
, 160–182.

21.
McGlone, M. S., & Tofighbakhsh, J. (2000). Birds of a feather flock conjointly: Rhyme as reason in aphorisms.
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, 424–428.

22.
Described in Garner, R. (2005). Post-it note persuasion: A sticky influence.
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, 230–237.

23.
Caprara, G. V., Vecchione, M., Barbaranelli, C., & Fraley, R. C. (2007). When likeness goes with liking: The case of political preference.
Political Psychology, 28
, 609–632.

24.
O’Quinn, K., & Aronoff, J. (1981). Humor as a technique of social influence.
Social Psychology Quarterly, 44
, 349–357.

25.
A thorough discussion of the exact circumstance surrounding the attack, and the unreliability of many media and textbook descriptions of the incident, can be found at
http://kewgardenshistory.com/kitty_genovese-001.html
.

26.
For a review of this work, see Latané, B., & Nida, S. (1981). Ten years of research on group size and helping.
Psychological Bulletin, 89
(2), 308–324.

27.
Latané, B., & Darley, J. M. (1968). Group inhibition of bystander intervention in emergencies.
Journal of Personality and Social Psychology, 10
, 215–221.

28.
Latané, B., & Dabbs, J. M. (1975). Sex, group size, and helping in three cities.
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, 180–194.

29.
Manning, R., Levine, M., & Collins, A. (2007). The Kitty Genovese murder and the social psychology of helping: The parable of the 38 witnesses.
American Psychologist, 62(6)
, 555–562.

30.
Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2007).
Yes! 50 secrets from the science of persuasion
. London: Profile Books.

31.
Cialdini, R. B., & Schroeder, D. A. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps.
Journal of Personality and Social Psychology, 34
, 599–604.

32.
Kunz, P. R. & Woolcott, M. (1976). Seasons greetings: From my status to yours.
Social Science Research, 5
, 269–278.

33.
Regan, D. T. (1971). Effects of a favor and liking on compliance.
Journal of Experimental Social Psychology, 7
, 627–639.

34.
Strohmetz, D. B., Rind, B., Fisher, R., & Lynn, M. (2002). Sweetening the till: The use of candy to increase restaurant
tipping. Journal of Applied Social Psychology, 32
, 300–309.

35.
Schneider, M. E., Major, B., Luhtanen, R., & Crocker, J. (1996). When help hurts: Social stigma and the costs of assumptive help.
Personality and Social Psychology Bulletin, 22
, 201–209.

36.
Goei, R., Roberto, A. J., Meyer, G., & Carlyle, K. E. (2007). The effects of favor and apology on compliance.
Communication Research, 34
, 575–595.

37.
Morris, M. W., Podolny, J., & Ariel, S. (2001). Culture, norms, and obligations: Cross-national differences in patterns of interpersonal norms and felt obligations toward co-workers. In W. Wosinska, R. B. Cialdini, D. W. Barrett, & J. Reykowski (Eds.),
The Practice of Social Influence in Multiple Cultures
, pp. 97–123. Mahwah, NJ: Lawrence Erlbaum Associates.

38.
Flynn, F J. (2003). What have you done for me lately? Temporal changes in subjective favor evaluations.
Organizational Behavior and Human Decision Processes, 91
(1), 38–50.

39.
Hornstein, H. A., Fisch, E., & Holmes, M. (1968). Influence of a model’s feeling about his behavior and his relevance as a comparison on other observers’ helping
behavior. Journal of Personality and Social Psychology, 10(3)
, 222–226.

40.
Kringelbach, M. L., Lehtonen, A., Squire, S., Harvey, A. G., Craske, M. G., et al. (2008). A specific and rapid neural signature for parental instinct.
PLoS ONE, 3
(2),
http://e1664doi:10.1371/journal.pone.0001664
.

MOTIVATION

1.
Pham, L. B., & Taylor, S. E. (1999). From thought to action: Effects of process- versus outcome-based mental simulations on performance.
Personality and Social Psychology Bulletin, 25
, 250–260.

2.
Oettingen, G., & Wadden, T. A. (1991). Expectation, fantasy, and weight loss: Is the impact of positive thinking always positive?
Cognitive Therapy and Research, 15
, 167–175.