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Six Degrees of Social InfluenceScience, Application, and the Psychology of Robert Cialdini$

Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Print publication date: 2012

Print ISBN-13: 9780199743056

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199743056.001.0001

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(p.155) References

(p.155) References

Source:
Six Degrees of Social Influence
Publisher:
Oxford University Press

Chapter 1

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Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Boston: Allyn & Bacon.

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Cialdini, R. B., Brown, S. L., Lewis, B. P., Luce, C., & Neuberg, S. L. (1997). Reinterpreting the empathy-altruism relationship: When one into one equals oneness. Journal of Personality and Social Psychology, 73, 481–494.

Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). A focus theory of normative conduct: A theoretical refinement and reevaluation of the role of norms in human behavior. In M. Zanna (Eds.), Advances in experimental social psychology (Vol. 24, pp. 201–234). New York: Academic Press.

Cialdini, R. B., & Kenrick, D. T. (1976). Altruism as hedonism: A social development perspective on the relationship of negative mood and helping. Journal of Personality and Social Psychology, 34, 907–914.

Cialdini, R. B., & Richardson, K. D. (1980). Two indirect tactics of image management: Basking and blasting. Journal of Personality and Social Psychology, 89, 406–415.

Cialdini, R. B., Schaller, M., Houlihan, D., Arps, K., Fultz, J., & Beaman, A. L. (1987). Empathy–based helping: Is it selflessly or selfishly motivated? Journal of Personality and Social Psychology, 52, 749–758.

Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). A reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206–215.

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Griskevicius, V., Cialdini, R. B., & Kenrick, D. T. (2006). Peacocks, Picasso, and parental investment: The effects of romantic motives on creativity. Journal of Personality and Social Psychology, 91, 63–76.

Griskevicius, V., Goldstein, N. J., Mortensen C. R., Cialdini, R. B., & Kenrick, D. T. (2006). Going along versus going alone: When fundamental motives facilitate strategic (non)conformity. Journal of Personality and Social Psychology, 91, 281–294.

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Latané, B. (1997). Dynamic social impact: The societal consequences of human interaction. In C. McGarty, & S. A. Haslam (Eds.), The message of social psychology (pp. 200–220). Malden, MA: Blackwell.

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Chapter 2

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Baumeister, R. F., Bratslavsky, E., Finkenauer, C., & Vohs, K. D. (2001). Bad is stronger than good. Review of General Psychology, 5, 323–370.

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Cialdini, R. B. (1984). Influence: The psychology of persuasion. New York: HarperCollins.

Cialdini, R. B., & Kenrick, D. T. (1976). Altruism as hedonism: A social development perspective on the relationship of negative mood and helping. Journal of Personality and Social Psychology, 34, 907–914.

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Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with a viewpoint: Using social norms to motivate environmental conservation in hotels. Journal of Consumer Research, 35, 472–482.

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Chapter 3

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Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology, 83, 526–541.

Chapter 4

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Cialdini, R. B. (2005). Basic social influence is underestimated. Psychological Inquiry, 16, 158–161.

Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Boston: Allyn & Bacon.

Cialdini, R. B., Petrova, P. K., Demaine, L. J., Barrett, D. W., Sagarin, B. J., Rhoads, K. L., & Maner, J. (2010). The poison parasite defense: A strategy for sapping a stronger opponent’s persuasive strength. Hanover, NH: Tuck School of Business at Dartmouth, available at http://mba.tuck.dartmouth.edu/pages/faculty/petia.petrova/working_papers.html.

Cialdini, R. B., Demaine, L., Sagarin, B. J., Barrett, D. W., Rhoads, K., & Winter, P. L. (2006). Managing social norms for persuasive impact. Social Influence, 1, 3–15.

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