Читаем Человек и ситуация. Уроки социальной психологии полностью

Darley, J. M., & Fazio, R. H. (1980). Expectancy confirmation processes arising in the social interaction sequence. American Psychologist, 35, 867-881.

Darley, J. M., & Latane, B. (1968). Bystander intervention in emergencies: Diffusion of responsibility. Journal of Personality and Social Psychology, 8, 377-383.

Dawes, R. M. (1988a). Rational choice in an uncertain world. New York: Harcourt, Brace, Jovanovich.

Dawes, R. M. (1988b). The potential non-falsity of the false consensus effect. Unpublished manuscript, Carnegie-Mellon University, Pittsburgh.

de Charms, R. (1968). Personal causation: The internal affective determinants of behavior. New York: Academic.

De Vos, G. (1985). Dimensions of the self in Japanese culture. In A. Marsella, G. DeVos, & F. Hsu (Eds.), Culture and self. London: Tavistock.

Deci, E. L. (1971). Effects of externally mediated rewards on intrinsic motivation. Journal of Personality and Social Psychology, 7^,105-111.

Deci, E. L. (1972). Effects of contingent and noncontingent rewards and controls on intrinsic motivation. Organizational Behavior and Human Performance, 8, 217-229.

Deci, E. L., & Ryan, R. M. (1980). The empirical exploration of intrinsic motivational processes. In L. Berkowitz (Ed,), Advances in experimental social psychology (Vol. 13). New York: Academic.

Deci, E. L., & Ryan, R. M. (1985). Intrinsic motivation and self-determination in human behavior. New York: Plenum.

Deutsch, M. (1982). Interdependence and psychological orientation. In V. J. Derlega and J. Grzelad (Eds.), Cooperation and helping behavior. New York: Academic.

Deutsch, M., & Collins, M. E. (1951). Inter-racial housing: A psychological evaluation of a social experiment. Minneapolis: University of Minnesota Press.

Deutsch, M., & Gerard, H. B. (1955). A study of normative and informational social influence upon individual judgment. Journal of Abnormal and Social Psychology, 51, 629-636.

Diener, D. l" & Dweck, C. S. (1978). An analysis of learned helplessness: Continuous changes in performance, strategy, and achievement conditions following failure. Journal of Personality and Social Psychology, 36, 451-462.

396

Diener, D. 1., & Dweck, С. S. (1980). An analysis of learned helplessness; II. The processing of success. Journal of Personality and Social Psychology, 39, 940-952.

Dienstbier, R. A., & Munter, P. 0. (1971). Cheating as a function of the labeling of natural arousal. loumal of Personality and Social Psychology, 17, 208-213.

Digman, J. M., & Inouye, J. (1986). Further specification of the five robust factors of personality. Journal of Personality and Social Psychology, SO, 116-123.

Dion, K. K. (1972). Physical attractiveness and evaluations of children's transgressions. loumal of Personality and Social Psychology, 24, 207-213.

Dion, К. К., Berscheid, E., & Walster, E. (1972). What is beautiful is good. Journal of Personality and Social Psychology, 24, 285-290.

Dodge, K. A. (1986), A social information processing model of social competence in children. In M. Pennutter (Ed.), Minnesota symposium on child psychology (Vol. 18). Hillsdale, NJ: Eribaum.

Doi, T.L. (1971). Amae no kozo: The anatomy of dependency. Tokyo: Kobunsho. Dreeben, R., & Barr, R. (1983). How schools work. Chicago, IL: University of Chicago Press.

Dunning, D., Griffin, D. W., Milojkovic, J" & Ross, L. (1990). The overconfidence effect in social prediction. Journal of Personality and Social Psychology, 58, 568-581.

Dweck, С. S. (1975). The role of expectations and attributions in the alleviation of learned helplessness. Journal of Personality and Social Psychology, 31, 674-685.

Dweck, С. S., & Goetz, Т. E. (1978). Attributions and learned helplessness. In J. H. Harvey, W. lckes, & R. F. Kidd (Eds.), New directions in attribution theory (Vol. 2). Hillsdale, NJ: Erlbaum.

Dweck, C. S., & Leggett, E. L. (1988). A social-cognitive approach to motivation and personality. Psychological Review, 95, 256-273.

Dweck, С. S" & Wortman, C. B. (1982). Learned helplessness, anxiety, and achievement motivation. In H. W. Krohne & L. Laux (Eds.), Achievement, stress, and anxiety. New York: Hemisphere.

Dweck, C. S., Davidson, W., Nelson, S., & Enna, B. (1978). Sex differences in learned helplessness: II. The contingencies of evaluative feedback in the classroom and III. An experimental analysis. Developmental Psychology, 14, 268-276.

Egbert, L. D., Battit, G. E" Welch, C. E., & Bartlett, M. K. (1964). Reduction of postoperative pain by encouragement and instruction of patients: A study of doctor-patient rapport. New England Journal of Medicine, 270, 825-827.

Einhom, H. J., & Hogarth, R. M. (1978). Confidence in judgment: Persistence of the illusion of validity. Psychological Review, 85, 395-416.

Elder, G. H" Jr. (1969). Appearance and education in marriage mobility. American Sociological Review, 34,519-533.

Ellsworth, P. (1985, July). Juries on trial. Psychology Today, 44-46.

Перейти на страницу:

Похожие книги

Психология согласия. Революционная методика пре-убеждения
Психология согласия. Революционная методика пре-убеждения

Лучший способ добиться согласия — это воспользоваться пре-убеждением. Революционной методикой, которая позволяет получать положительные ответы еще до начала переговоров. Хотите уговорит руководителя повысить вам зарплату? Соблазнить потенциального клиента на дорогую покупку? Убедить супруга провести выходные так, как хочется вам и не хочется ему? Пре-убеждение от социального психолога №1 в мире, автора бестселлера "Психология влияния" Роберта Чалдини срабатывает во всех случаях. Она помогает избежать клиентских возражений, утомительных споров и обидных отказов. 7 простых принципов пре-убеждения позволяют выстроить разговор таким образом, что его исход почти наверняка приведет к желаемому согласию.

Роберт Чалдини

Психология / О бизнесе популярно / Образование и наука / Финансы и бизнес