Система убеждения. Как влиять на людей с помощью психологии

Miller, N. & Campbell, D. T. (1959). Recency and primacy in persuasion as a function of the timing of speeches and measurements. , 59(1), 1.

Mita, T. H., Dermer, M. & Knight, J. (1977). Reversed facial images and the mere-exposure hypothesis. , 35(8), 597–601.

Mogilner, C., Rudnick, T. & Iyengar, S. S. (2008). The mere categorization effect: How the presence of categories increases choosers' perceptions of assortment variety and outcome satisfaction. , 35 (2), 202–215.

Monahan, J. L., Murphy, S. T. & Zajonc, R. B. (2000). Subliminal mere exposure: Specific, general, and di use effects. , 11 (6), 462–466.

Montoya, R. M., Horton, R. S. & Kirchner, J. (2008). Is actual similarity necessary for attraction? A meta-analysis of actual and perceived similarity. , 25 (6), 889–922.

Morales, A. C. & Fitzsimons, G. J. (2007). Product contagion: Changing consumer evaluations through physical contact with "disgusting" products. , 272–283.

Moreland, R. L. & Beach, S. R. (1992). Exposure effects in the classroom: The development of affinity among students. , 28 (3), 255–276.

Murdock Jr., B. B. (1962). The serial position effect of free recall. , 64 (5), 482.

Mussweiler, T. & Strack, F. (2000). Numeric judgments under uncertainty: The role of knowledge in anchoring. , 36 (5), 495–518.

Nedungadi, P. (1990). Recall and consumer consideration sets: Influencing choice without altering brand evaluations. , 263–276.

Nickerson, R. S. (1998). Confirmation bias: A ubiquitous phenomenon in many guises. , 2 (2), 175.

Niedenthal, P. M., Barsalou, L. W., Winkielman, P., Krauth-Gruber, S. & Ric, F. (2005). Embodiment in attitudes, social perception, and emotion. , 9 (3), 184–211.

Nuttin, J. M. (1985). Narcissism beyond gestalt and awareness: The name letter effect. , 15 (3), 353–361.

Ono, H. (1967). Difference threshold for stimulus length under simultaneous and nonsimultaneous viewing conditions. , 2 (5), 201–207.

Parker, J. R. & Lehmann, D. R. (2011). When shelf-based scarcity impacts consumer preferences. , 87 (2), 142–155.

Patall, E. A., Cooper, H. & Wynn, S. R. (2010). The effectiveness and relative importance of choice in the classroom. , 102(4), 896.

Pelham, B. W., Carvallo, M. & Jones, J. T. (2005). Implicit egotism. , 14 (2), 106–110.

Pelham, B. W., Mirenberg, M. C. & Jones, J. T. (2002). Why Susie sells seashells by the seashore: Implicit egotism and major life decisions. , 82 (4), 469–487.

Pepitone, A. & DiNubile, M. (1976). Contrast effects in judgments of crime severity and the punishment of criminal violators. , 33(4), 448.

Perdue, C. W., Dovidio, J. F., Gurtman, M. B. & Tyler, R. B. (1990). Us and them: Social categorization and the process of intergroup bias. , 59 (3), 475–486.

Petty, R. E. & Cacioppo, J. T. (1984). Source factors and the elaboration likelihood model of persuasion. , 11 (1), 668–672.

Petty, R. E. & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.) (Vol. 19, pp. 121–203). New York: Academic Press.

Petty, R. E. & Cacioppo, J. T. (1990). Involvement and persuasion: Tradition versus integration. , 107(3), 367–374.

Petty, R. E., Cacioppo, J. T. & Heesacker, M. (1981). Effects of rhetorical questions on persuasion: A cognitive response analysis. , 40 (3), 432–440.

Plassmann, H., O'Doherty, J., Shiv, B. & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness. , 105 (3), 1050 –1054.

Pocheptsova, A., Labroo, A. A. & Dhar, R. (2010). Making products feel special: When metacognitive difficulty enhances evaluation. , 47 (6), 1059–1069.

Quattrone, G. A., Lawrence, C. P., Finkel, S. E. & Andrus, D. C. (1984). Explorations in anchoring: The effects of prior range, anchor extremity, and suggestive hints. Unpublished Manuscript, Stanford University.

Reber, R., Schwarz, N. & Winkielman, P. (2004). Processing fluency and aesthetic pleasure: Is beauty in the perceiver's processing experience?. , 8 (4), 364–382.