Read Methods of Persuasion: How to Use Psychology to Influence Human Behavior Online
Authors: Nick Kolenda
Tags: #human behavior, #psychology, #marketing, #influence, #self help, #consumer behavior, #advertising, #persuasion
Anderson, C. A., & Bushman, B. J. (2001). Effects of violent video games on aggressive behavior, aggressive cognition, aggressive affect, physiological arousal, and prosocial behavior: A meta-analytic review of the scientific literature.
Psychological Science
,
12
(5), 353–359.
Ariely, D. (2009).
Predictably Irrational: The Hidden Forces that Shape our Decisions
. New York: HarperCollins.
Ariely, D., Gneezy, U., Loewenstein, G., & Mazar, N. (2009). Large stakes and big mistakes.
The Review of Economic Studies
,
76
(2), 451–469.
Aronson, E., & Carlsmith, J. M. (1963). Effect of the severity of threat on the devaluation of forbidden behavior.
The Journal of Abnormal and Social Psychology
,
66
(6), 584.
Asch, S. (1946). Forming impressions of personality.
Journal of Abnormal Psychology
,
41
, 258.
Asch, S. (1951). Effects of group pressure upon the modification and distortion of judgments.
Groups, Leadership, and Men. S
, 222–236.
Baeyens, F., Eelen, P., Crombez, G., & Van den Bergh, O. (1992). Human evaluative conditioning: Acquisition trials, presentation schedule, evaluative style and contingency awareness.
Behaviour Research and Therapy
,
30
(2), 133–142.
Bargh, J. A., Chen, M., & Burrows, L. (1996). Automaticity of social behavior: Direct effects of trait construct and stereotype activation on action.
Journal of Personality and Social Psychology
,
71
(2), 230–244.
Berger, J. (2013).
Contagious: Why Things Catch On
. New York: Simon & Schuster.
Berger, J., & Fitzsimons, G. (2008). Dogs on the street, pumas on your feet: How cues in the environment influence product evaluation and choice.
Journal of Marketing Research
,
45
(1), 1–14.
Bem, D. J. (1972). Self-Perception Theory.
Advances in Experimental Social Psychology
,
6
, 1–62.
Bless, H., Bohner, G., Schwarz, N., & Strack, F. (1990). Mood and persuasion: A cognitive response analysis.
Personality and Social Psychology Bulletin
,
16
(2), 331–345.
Bornstein, R. F., Leone, D. R., & Galley, D. J. (1987). The generalizability of subliminal mere exposure effects: Influence of stimuli perceived without awareness on social behavior.
Journal of Personality and Social Psychology
,
53
(6), 1070–1079.
Bransford, J. D., & Johnson, M. K. (1972). Contextual prerequisites for understanding: Some investigations of comprehension and recall.
Journal of Verbal Learning and Verbal Behavior
,
11
(6), 717–726.
Brehm, J. W. (1966).
Response to loss of freedom: A theory of psychological reactance
. New York: Academic Press.
Brendl, C. M., Chattopadhyay, A., Pelham, B. W., & Carvallo, M. (2005). Name letter branding: Valence transfers when product specific needs are active.
Journal of Consumer Research
, 32(3), 405–415.
Briñol, P., & Petty, R. E. (2008). Embodied persuasion: Fundamental processes by which bodily responses can impact attitudes.
Embodiment Grounding: Social, Cognitive, Affective, and Neuroscientific Approaches
, 184–207.
Brock, T. C. (1968). Implications of commodity theory for value change.
Psychological Foundations of Attitudes
, 243–275.
Bull, P. E. (1987).
Posture and Gesture
(Vol. 16). Oxford: Pergamon Press.
Burger, J. M., Horita, M., Kinoshita, L., Roberts, K., & Vera, C. (1997). Effects on time on the norm of reciprocity.
Basic and Applied Social Psychology
,
19
(1), 91–100.
Burger, J. M., Messian, N., Patel, S., del Prado, A., & Anderson, C. (2004). What a coincidence! The effects of incidental similarity on compliance.
Personality and Social Psychology Bulletin
,
30
(1), 35–43.
Burger, J. M., Sanchez, J., Imberi, J. E., & Grande, L. R. (2009). The norm of reciprocity as an internalized social norm: Returning favors even when no one finds out.
Social Influence
,
4
(1), 11–17.
Burnkrant, R. E., & Unnava, H. R. (1995). Effects of self-referencing on persuasion.
Journal of Consumer Research
, 22(1), 17–26.
Bushman, B. J., & Stack, A. D. (1996). Forbidden fruit versus tainted fruit: Effects of warning labels on attraction to television violence.
Journal of Experimental Psychology: Applied
,
2
(3), 207–226.
Carlin, A. S., Hoffman, H. G., & Weghorst, S. (1997). Virtual reality and tactile augmentation in the treatment of spider phobia: a case report.
Behaviour Research and Therapy
,
35
(2), 153–158.
Catherall, D. R. (2004).
Handbook of Stress, Trauma, and the Family
(Vol. 10). New York: Brunner-Routledge.
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
(5), 752–766.
Chandon, P., Hutchinson, J. W., Bradlow, E. T., & Young, S. H. (2009). Does in-store marketing work? Effects of the number and position of shelf facings on brand attention and evaluation at the point of purchase.
Journal of Marketing
,
73
, 1–17.
Chartrand, T. L., Dalton, A. N., & Fitzsimons, G. J. (2007). Nonconscious relationship reactance: When significant others prime opposing goals.
Journal of Experimental Social Psychology
,
43
(5), 719–726.
Chatterjee, A. (2010). Neuroaesthetics: A coming of age story.
Journal of Cognitive Neuroscience
,
23
(1), 53–62.
Chernev, A. (2011). Semantic anchoring in sequential evaluations of vices and virtues.
Journal of Consumer Research
,
37
(5), 761–774.
Cialdini, R. B. (2001).
Influence: Science and Practice
. Boston: Allyn & Bacon.
Cialdini, R. B. (2003). Crafting normative messages to protect the environment.
Current Directions in Psychological Science
,
12
(4), 105–109.
Cialdini, R. B., Demaine, L. J., Sagarin, B. J., Barrett, D. W., Rhoads, K., & Winter, P. L. (2006). Managing social norms for persuasive impact.
Social Influence
,
1
(1), 3–15.
Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places.
Journal of Personality and Social Psychology
,
58
(6), 1015–1026.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique.
Journal of Personality and Social Psychology
,
31
(2), 206–215.
Cohen, B., Waugh, G., & Place, K. (1989). At the movies: An unobtrusive study of arousal-attraction.
The Journal of Social Psychology
,
129
(5), 691–693.
Collins, A. M., & Loftus, E. F. (1975). A spreading-activation theory of semantic processing.
Psychological Review
,
82
(6), 407–428.
DeBono, K. G., & Krim, S. (1997). Compliments and perceptions of product quality: An individual difference perspective.
Journal of Applied Social Psychology
,
27
(15), 1359–1366.
Deci, E. L., & Ryan, R. M. (1980). The empirical exploration of intrinsic motivational processes.
Advances in Experimental Social Psychology
,
13
(2), 39–80.
Deighton, J., Romer, D., & McQueen, J. (1989). Using drama to persuade.
Journal of Consumer Research
, 335–343.
DeWall, C. N., MacDonald, G., Webster, G. D., Masten, C. L., Baumeister, R. F., Powell, C., Combs, D., Schurtz, D., Stillman, T., Tice, D., & Eisenberger, N. I. (2010). Acetaminophen reduces social pain behavioral and neural evidence.
Psychological Science
,
21
(7), 931–937.
Diehl, K., & Lamberton, C. (2008). Great expectations?! Assortment size, expectations and satisfaction.
Journal of Marketing Research
,
47
(2), 312–322.
Dienstbier, R. A. (1989). Arousal and physiological toughness: implications for mental and physical health.
Psychological Review
,
96
(1), 84.
Dijksterhuis, A., & van Knippenberg, A. (1998). The relation between perception and behavior, or how to win a game of Trivial Pursuit.
Journal of Personality and Social Psychology
,
74
(4), 865.
Drolet, A. L., & Morris, M. W. (2000). Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts.
Journal of Experimental Social Psychology
,
36
(1), 26–50.
Dutton, D. G., & Aron, A. P. (1974). Some evidence for heightened sexual attraction under conditions of high anxiety.
Journal of Personality and Social Psychology
,
30
(4), 510.
Dunyon, J., Gossling, V., Willden, S., & Seiter, J. S. (2010). Compliments and purchasing behavior in telephone sales interactions.
Psychological Reports
,
106
(1), 27.
Eisenberger, N. I., & Lieberman, M. D. (2004). Why rejection hurts: a common neural alarm system for physical and social pain.
Trends in Cognitive Sciences
,
8
(7), 294–300.
Englich, B., Mussweiler, T., & Strack, F. (2006). Playing dice with criminal sentences: The influence of irrelevant anchors on experts’ judicial decision making.
Personality and Social Psychology Bulletin
,
32
(2), 188–200.
Epley, N., & Gilovich, T. (2006). The anchoring-and-adjustment heuristic: Why the adjustments are insufficient.
Psychological Science
,
17
(4), 311–318.
Epley, N., & Whitchurch, E. (2008). Mirror, mirror on the wall: Enhancement in self-recognition.
Personality and Social Psychology Bulletin
,
34
(9), 1159–1170.
Falk, A., & Kosfeld, M. (2006). The hidden costs of control.
The American Economic Review
, 1611–1630.
Festinger, L., & Carlsmith, J. M. (1959). Cognitive consequences of forced compliance.
The Journal of Abnormal and Social Psychology
,
58
(2), 203.
Fitzsimons, G. M., & Bargh, J. A. (2003). Thinking of you: Nonconscious pursuit of interpersonal goals associated with relationship partners.
Journal of Personality and Social Psychology
,
84
(1), 148.