Социальное влияние

Broadbent, D. E. (1971). Decision and stress. New York: Academic Press.

Brock, Т. С (1965). Communicator — recipient similarity and decision change. Journal of Personality and Social Psychology, 1, 650–654.

Brown, R. (1974). Further comments on the risky shift. American Psychologist, 29. 468–470.

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Bryan J. H., and Test, N.A. (1967). Models and helping: Naturalistic studies in aiding behavior. Journal of Personality and Social Psychology, 6, 400–407.

Buckhout, R. (1974). Eyewitness testimony. Scientific American, 231, 23–31.

Burger J. (1986). Increasing compliance by improving the deal: The that's — not — all technique. Journal of Personality and Social Psychology, 51, 277–283.

BurgoonJ.K., Pfau.M., Parrott.R., Birk, Т., Coker.R., and Burgoon M. (1987). Relational communication, satisfaction, compliance — gaining strategies, and compliance in communication between physicians and patients. Communication Monographs, 54, 307–324.

Burnstein, E., and Vinokur, A. (1973). Testing two classes of theories about group induced shifts in individual choice. Journal of Experimental Social Psychology, 9, 123–137.

Byrne, D. (1971). The attraction paradigm. New York: Academic Press.

Cacioppo,]. Т., and Petty, R. E. (1979). Effects of message repetition and position on cognitive response, recall, and persuasion. Journal of Personality and Social Psychology, 37, 97–109.

Cacioppo, J. Т., and Petty, R. E. (1980). Sex differences in influenceability: Toward specifying the underlying processes. Personality and Social Psychology Bulletin, 6, 651–656.

Cacioppo, J. Т., and Petty, R. E. (1982). The need for cognition. Journal of Personality and Social Psychology, 42, 116–131.

Cacioppo, J. Т., and Petty, R. E. (1987). Stalking rudimentary processes of social influence: A psychophysiological approach. In M. P. Zanna, J. M. Olson, and С. Р. Herman (Eds.), Social influence: The Ontario Symposium (vol. 5, pp. 41–74). Hillsdale, NJ: Erlbaum.

Cacioppo, J J., Petty, R.E., and Sidera J.A. (1982). The effects of a salient self — schema on the evaluation of proattitudenal editorials: Top — down versus bottom — up message processing. Journal of Experimental Social Psychology, 18, 324–338.

Colder, B.J. Jnsko, C.A.,andYandell,B.(1974). The relation of cognitive and memorial processes to persuasion in a simulated jury trial. Journal of Applied Social Psychology, 4, 62–93.

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Campbell, D. Т., and Stanley, J. C. (1966). Experimental and quasi — experimental designs for research. Chicago: Rand McNally.

Campbell, J. D., Tesser, A., and Fairey, P. J. (1986). Conformity and attention to the stimulus: Temporal and contextual dynamics. Journal of Personality and Social Psychology, 51, 315–324.

Caplan, R. D., Robinson, E. A. R., French, J. R. P., Caldwell, J. R., and Shinn, M. (1976). Adhering to medical regimens: Pilot experiments in patient education and social support. Ann Arbor, MI: Institute for Social Research, University of Michigan.

Chaiken, S. (1979). Communicator physical attractiveness and persuasion. Journal of Personality and Social Psychology, 37, 1387–1397.

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, 752–766.

Chaiken, S. (1987). The heuristic model of persuasion. In M. P. Zanna, J. M. Olson, and С. Р. Herman (Eds.), Social influence: The Ontario symposium (vol. 5, pp. 3–39). Hillsdale, NJ: Erlbaum.

Chaiken, S., Liberman.A., and Eagly, A. H. (1989). Heuristic and systematic information processing within and beyond the persuasion context. In J. S. Uleman and J. A. Bargh (Eds.), Unintended thought: Limits of awareness, intention, and control. New York: Guilford.

Chaiken, S., and Baldwin, M. W. (1981). Affective — cognitive consistency and the effect of salient behavioral information on the self — perception of attitudes. Journal of Personality and Social Psychology, 41, 1–12.

Chaiken, S., and Eagly, A. H. (1976). Communication modality as a determinant of message persuasiveness and message comprehensibility. Journal of Personality and Social Psychology, 34,605–614.