The Small BIG: Small Changes That Spark Big Influence (26 page)

For the research on Enhanced Active Choice, see: Keller, P., Harlam, B., Loewenstein, G., & Volpp, K. G. (2011). Enhanced active choice: A new method to motivate behavior change.
Journal of Consumer Psychology
21, 376–383.

For the gift certificate studies, see: Shu, S., & Gneezy, A. (2010). Procrastination of enjoyable experiences.
Journal of Marketing Research
47(5), 933–944.

The email invitations research can be found in: Porter, S. R., & Whitcomb, M. E. (2003). The impact of contact type on web survey response rates.
Public Opinion Quarterly
67, 579–588.

The waiting-in-line research can be found in: Janakiraman, N., Meyer, R. J., & Hoch, S. J. (2011). The psychology of decisions to abandon waits for service.
Journal of Marketing Research
48(6), 970–984.

The potential versus achievement studies can be found in: Tormala, Z. L., Jia, J. S., & Norton, M. I. (2012). The preference for potential.
Journal of Personality and Social Psychology
103(4), 567–583. doi:10.1037/a0029227

Titus and Stasser’s research on group decision making can be found in: Stasser, G., & Titus, W. (1985). Pooling of unshared information in group decision making: Biased information sampling during discussion.
Journal of Personality and Social Psychology
48(6), 1467–1478. doi:10.1037//0022-3514.48.6.1467

For the medical cases study, see: Larson, J. R., Christensen, C., Franz, T. M., & Abbott, S. (1998). Diagnosing groups: The pooling, management, and impact of shared and unshared case information in team-based medical decision making.
Journal of Personality and Social Psychology
75(1), 93–108.

The full reference for
The Checklist Manifesto
is: Gawande, A. (2009).
The Checklist Manifesto: How to Get Things Right
. New York: Metropolitan Books.

The seating arrangements research can be found in: Zhu, R., & Argo, J. J. (2013). Exploring the impact of various shaped seating arrangements on persuasion.
Journal of Consumer Research
40(2), 336–349. doi:10.1086/670392

For more on the powerful sway of the well-attired, see: Bickman, L. (1974). The social power of a uniform.
Journal of Applied Social Psychology
4(1), 47–61.

The stethoscope research can be found in: Castledine, G. (1996). Nursing image: It is how you use your stethoscope that counts!
British Journal of Nursing
5(14), 882.

For the jaywalker study, see: Lefkowitz, M., Blake, R. R., & Mouton, J. S. (1955). Status factors in pedestrain violation of traffic signals.
Journal of Abnormal Psychology
51(3), 704–706.

More about the “cognitive response model” can be found in: Greenwald, A. G. (1968). Cognitive learning, cognitive response to persuasion, and attitude change.
Psychological Foundations of Attitudes
147–170.

For the brain-imaging studies, see: Engelmann, J. B., Capra, C. M., Noussair, C., & Berns, G. S. (2009). Expert financial advice neurobiologically “offloads” financial decision-making under risk.
PLOS ONE
4(3), e4957. doi:10.1371/journal.pone.0004957

The doctor introduction intervention is currently unpublished and part of the same Demand and Capacity experiment mentioned in chapter 5.

The studies on (un)certain experts can be found in: Karmarkar, U. R., & Tormala, Z. L. (2010). Believe me, I have no idea what I’m talking about: The effects of source certainty on consumer involvement and persuasion.
Journal of Consumer Research
36(6), 1033–1049.

The
Weakest Link
and center-of-inattention research can be found in: Raghubir, P., & Valenzuela, A. (2006). Center-of-inattention: Position biases in decision-making.
Organizational Behavior and Human Decision Processes
99(1), 66–80. doi:10.1016/j.obhdp.2005.06.001

For the chewing gum and related studies, see: Raghubir, P., & Valenzuela, A. (2009). Position based beliefs: The center stage effect.
Journal of Consumer Psychology
19(2), 185–196.

The plate size study can be found in Van Ittersum, K., & Wansink, B. (2012). Plate size and color suggestibility: The Delboeuf Illusion’s bias on serving and eating behavior.
Journal of Consumer Research
39(2), 215–228.

The tipping study can be found in: McCall, M., & Belmont, H. J. (1996). Credit card insignia and restaurant tipping: Evidence for an associative link.
Journal of Applied Psychology
81(5), 609.

The voting study can be found in: Berger, J., Meredith, M., & Wheeler, S. C. (2008). Contextual priming: Where people vote affects how they vote.
Proceedings of the National Academy of Sciences
105(26), 8846–8849.

The ceiling height study can be found in: Meyers-Levy, J., & Zhu, R. (2007). The influence of ceiling height: The effect of priming on the type of processing that people use.
Journal of Consumer Research
34, 174–187.

For the home advantage study, see: Brown, G., & Baer, M. (2011). Location in negotiation: Is there a home field advantage?
Organizational Behavior and Human Decision Processes
114(2), 190–200. doi:10.1016/j.obhdp.2010.10.004

Courneya, K. S., & Carron, A. V. (1992). The home field advantage in sports competitions: A literature review.
Journal of Sport and Exercise Psychology
14, 13–27.

The warm drink equals warm heart study can be found in: Williams, L. E., & Bargh, J. A. (2008). Experiencing physical warmth promotes interpersonal warmth.
Science
322(5901), 606–607.

You can find the power priming research in: Lammers, J., Dubois, D., Rucker, D. D., & Galinsky, A. D. (2013). Power gets the job: Priming power improves interview outcomes.
Journal of Experimental Social Psychology
49(4), 776–779. doi:10.1016/j.jesp.2013.02.008

The study showing that adopting a high-power physical posture can increase feelings of power can be found in: Carney, D. R., Cuddy, A. J. C., & Yap, A. J. (2010). Power posing: Brief nonverbal displays cause changes in neuroendocrine levels and risk tolerance.
Psychological Science
21, 1363–1368.

The study conducted with pedestrians can be found in: Fischer-Lokou, J., Lamy, L., & Guéguen, N. (2009). Induced cognitions of love and helpfulness to lost persons.
Social Behavior and Personality
37, 1213–1220.

For the “donating = loving” study, see: Guéguen, N., & Lamy, L. (2011). The effect of the word “love” on compliance to a request for humanitarian aid: An evaluation in a field setting.
Social Influence
6(4), 249–58. doi:10.1080/15534510.2011.627771

The heart-shaped plate study can be found in: Guéguen, N. (2013). Helping with all your heart: The effect of cardioid dishes on tipping behavior.
Journal of Applied Social Psychology
43(8), 1745–9. doi:10.1111/jasp.12109

The gift studies can be found in: Gino, F., & Flynn, F. J. (2011). Give them what they want: The benefits of explicitness in gift exchange.
Journal of Experimental Social Psychology
47(5), 915–22. doi:10.1016/j.jesp.2011.03.015

For the favor-doing research, see: Flynn, F. J. (2003). How much should I give and how often? The effects of generosity and frequency of favor exchange on social status and productivity.
Academy of Management Journal
46(5), 539–53. doi:10.2307/30040648

The appreciation studies can be found in: Grant, A. M., & Gino, F. (2010). A little thanks goes a long way: Explaining why gratitude expressions motivate prosocial behavior.
Journal of Personality and Social Psychology
98, 946–955.

For more on the British vicar and his “uncollection,” see:
http://www.bbc.co.uk/news/uk-22012215
.

The restaurant-tipping study can be found in: 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(2), 300–309.

The study showing how consumers react more favorably to unexpected coupons can be found in: Heilman, C. M., Nakamoto, K., & Rao, A. G. (2002). Pleasant surprises: Consumer response to unexpected in-store coupons.
Journal of Marketing Research
, 242–252.

For the studies on asking for help, see: Flynn, F. J., & Lake, V. K. B. (2008). If you need help, just ask: Underestimating compliance with direct requests for help.
Journal of Personality and Social Psychology
95(1), 128–143. doi:10.1037/0022-3514.95.1.128

The research showing that helpers tend to overestimate the likelihood that a requester will ask for help can be found in: Bohns, V. K., & Flynn, F. J. (2010). “Why didn’t you just ask?” Underestimating the discomfort of help-seeking.
Journal of Experimental Social Psychology
46(2), 402–409.

The research on making the first offer in negotiations can be found in: Galinsky, A., & Mussweiler, T. (2001). First offers as anchors: The role of perspective-taking and negotiator focus.
Journal of Personality and Social Psychology
81(4), 657–669. doi:10.1037//OO22-3514.81.4.657

For the studies on precise offers, see: Mason, M. F., Lee, A. J., Wiley, E. A., & Ames, D. R. (2013). Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations.
Journal of Experimental Social Psychology
49(4), 759–763. doi:10.1016/j.jesp.2013.02.012

A nice review of the origins of odd and 99-cent price endings can be found in: Gendall, P., Holdershaw, J., & Garland, R. (1997). The effect of odd pricing on demand.
European Journal of Marketing
31(11/12), 799–813.

For the research on .99 price endings, see: Gaston-Breton, C., & Duque, L. (2012). Promotional benefits of 99-ending prices: The moderating role of intuitive and analytical decision style. In
Proceedings of the 41st Conference of the European Marketing Academy (EMAC)
. Lisbon, Portugal.

More information about the leveling-down effect can be found in: Stirving, M., & Winer, R. (1997). An empirical analysis of price ending with scanner data.
Journal of Consumer Research
24, 57–67.

The pen study can be found in: Manning, K. C., & Sprott, D. E. (2009). Price endings, left-digit effects, and choice.
Journal of Consumer Research
36(2), 328–335. doi:10.1086/597215

For the item-price order study, see: Bagchi, R., & Davis, D. F. (2012). $29 for 70 items or 70 items for $29? How presentation order affects package perceptions.
Journal of Consumer Research
39(1), 62–73. doi:10.1086/661893

The additive versus averaging effect studies can be found in: Weaver, K., Garcia, S. M., & Schwarz, N. (2012). The presenter’s paradox.
Journal of Consumer Research
39(3), 445–460. doi:10.1086/664497

For the research on the “and that’s not all” approach, see: Burger, J. M. (1986). Increasing compliance by improving the deal: The that’s-not-all technique.
Journal of Personality and Social Psychology
51(2), 277–283. doi:10.1037//0022-3514.51.2.277

For the donation study, see: Hsee, C. K., Zhang, J., Lu, Z. Y., & Xu, F. (2013). Unit asking: A method to boost donations and beyond.
Psychological Science
24(9), 1801–1808. doi:10.1177/0956797613482947

For more on the impact of attaching a photograph to a CT scan, see: Wendling, P. (2009). Can a photo enhance a radiologist’s report?
Clinical Endocrinology News
4(2), 6.

A nice report on the same can be found at
http://www.nytimes.com/2009/04/07/health/07pati.html
.

For more on the “identifiable victim” effect in donations, see: Small, D. A., & Loewenstein, G. (2003). Helping the victim or helping a victim: Altruism and identifiability.
Journal of Risk and Uncertainty
26(1), 5–16.