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Persuasion: Books, Chapters and Articles

 

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Book Chapters

Dijksterhuis, A., Aarts, H., & Smith, P. K. (2005). The power of the subliminal: On subliminal persuasion and other potential applications. In Ran R. Hassin, James S. Uleman, & John A. Bargh (Eds.), The new unconscious (pp. 77-106). New York: Oxford University Press.

Greenwald, A. G. (1968). Cognitive learning, cognitive response to persuasion, and attitude change. In A. G. Greenwald, T. C. Brock, and T. M. Ostrom (Eds.), Psychological foundations of attitudes (pp. 147-170). New York: Academic Press.

Richardson, James T. (1993). "A social psychological critique of "brainwashing" claims about recruitment to new religions" from J. Hadden and D. Bromley, eds. The Handbook of Cults and Sects in America. Greenwich, CT: JAI Press, Inc., pp. 75-97.

Articles

Bushman, B.J. & Bonacci, A.M. (2002). Violence and sex impair memory for television ads. Journal of Applied Psychology, 87, 557-564.

Bushman, B. J. (1998). Effects of warning and information labels on consumer choices regarding fatty products. Journal of Applied Psychology, 83, 97-101.

Correll, J., Spencer, S. J., & Zanna, M. P. (2004). An affirmed self and an open mind: Self-affirmation and sensitivity to argument strength. Journal of Experimental Social Psychology, 40, 350-356.

Dal Cin, S., MacDonald, T. K., Fong, G. T., Zanna, M. P., & Elton-Marshall, T. E. (2006). Remembering the message: Using a reminder cue to increase condom use following a safer sex intervention. Health Psychology, 25, 438-443.

Epley, N., Savitsky, K., & Kachelski, R.A. (1999). What every skeptic should know about subliminal persuasion. Skeptical Inquirer, 23, 40-45.

Epstein, L. H., Dearing, K. K., Roba, L. G., & Finkelstein, E. (2010). The influence of taxes and subsidies on energy purchased in an experimental purchasing study. Psychological Science, 21, 406-414.

Forehand, M. R., & Perkins, A. (2005). Implicit assimilation and explicit contrast: A set/reset model of response to celebrity voiceovers. Journal of Consumer Research, 32, 435-441.

Freitas, A.L., Azizian, A., Travers, S., & Berry, S.A. (2005). The evaluative connotation of processing fluency: Inherently positive or moderated by motivational context? Journal of Experimental Social Psychology, 41, 636-644.

Gerber, A., Green, D., & Larimer, C. (2008). Social pressure and voter turnout: Evidence from a large-scale field experiment. American Political Science Review, 102, 33-48.

Gino, F. (2008). Do we listen to advice just because we paid for it? The impact of advice cost on its use. Organizational Behavior and Human Decision Processes, 107, 234-245.

Greenwald, A. G., & Leavitt, C. (1984) Audience involvement in advertising: Four levels. Journal of Consumer Research, 11, 581-592.

Greenwald, A. G., Spangenberg, E. R., Pratkanis, A. R., & Eskenazi, J. (1991). Double-blind tests of subliminal self-help audiotapes. Psychological Science, 2, 119-122.

 new Harackiewicz, J. M., Rozek, C. S., Hulleman, C. S., & Hyde, J. S. (2012). Helping parents to motivate adolescents in mathematics and science: An experimental test of a utility-value intervention. Psychological Science, 23, 899-906.

Hsee, C. K., Yang Y., Gu, Y., & Chen, J. (2008). Specification seeking: How product specifications influence consumer preference. Journal of Consumer Research, 35, 952-966.

Johnson, B. T., & Eagly, A. H. (1989). Effects of involvement on persuasion: A meta-analysis. Psychological Bulletin, 106, 290-314.

Keller, S. N., Rosenthal, L. H. & Rosenthal, P. S. (2009). A comparison of pro-anorexia and treatment Web sites: A look at the Health Belief and Stages of Change Models online. Journal of Health Psychology.

Kosfeld, M., Heinrichs, M., Zak, P., Fischbacher, U., & Fehr, E. (2005). Oxytocin increases trust in humans. Nature, 435, 673-676.

Laran, J., Dalton, A.N. & Andrade, E.B. 2011. The curious case of behavioral backlash: Why brands produce priming effects and slogans produce reverse priming effects. Journal of Consumer Research, 37, 999-1014.

Lee, S. W. S., Schwarz, N., Taubman, D., & Hou, M. (2009). Sneezing in times of a flu epidemic: Public sneezing increases perception of unrelated risks and shifts preferences for federal spending. Psychological Science, 20, 375-377.

Little, A. C., Burriss, R. P., Jones, B. C., & Roberts, S. C. (2007). Facial appearance affects voting decisions. Evolution and Human Behavior, 28, 18–27.

McCabe, D.P. & Castel, A.D. (2008). Seeing is believing: The effect of brain images on judgments of scientific reasoning. Cognition, 107, 343-352.

Miller, E. G., & Kahn, B. E. (2005). Shades of meaning: The effect of color and flavor names on consumer choice. Journal of Consumer Research, 32, 86-92.

Moradi, P., Thornton, J., Edwards, R., Harrison, R. A., Washington, S. J., & Kelly, S. P. (2007). Teenagers' perceptions of blindness related to smoking: A novel message to a vulnerable group. British Journal of Opthalmology, 91, 605-607.

Myrseth, K. O. R., Fishbach, A., & Trope, Y. (2009). Counteractive self-control: When making temptation available makes temptation less tempting. Psychological Science, 20, 159-163.

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

Robinson, T.N., Borzekowski, D.L.G., Matheson, D.M., & Kraemer, H.C. (2007). Effects of fast food branding on young children's taste preferences. Archives of Pediatrics and Adolescent Medicine, 161, 792-797.

Sargent, J. D., Tanski, S. E., & Gibson, J. (2007). Exposure to movie smoking among US adolescents aged 10 to 14 Years: A population estimate. Pediatrics, 119, 1167-1176.

Scherer, C. R., & Sagarin, B. J. (2006). Indecent influence: The positive effects of obscenity on persuasion. Social Influence, 1, 138-146.

Sherry, J. L. (2003). Media effects theory and the nature/nurture debate: A historical overview and implications for future research. Media Psychology, 6, 83-109.

Silvia, P. J., Graham, J. S., & Hawley, C. N. (2005). Changing attitudes toward prison reform: Effects of similarity to prisoners on attraction and rejection. Journal of Applied Social Psychology, 35, 248-258.

Stangor, C., Sechrist, G.B., & Jost, J.T. (2001). Changing racial beliefs by providing consensus information. Personality and Social Psychology Bulletin, 27, 486-496.

Strahan, E. J., Spencer, S. J., & Zanna, M. P. (2002). Subliminal priming and persuasion: Striking while the iron is hot. Journal of Experimental Social Psychology, 38, 556-568.

Strahan, E. J., White, K., Fong, G. T., Fabrigar, L. R., Zanna, M. P., & Cameron, R. (2002). Enhancing the effectiveness of tobacco package warning labels: A social psychological perspective. Tobacco Control, 11, 183-190.

Watts, D.J. and P.S. Dodds. (2007). Influentials, networks, and public opinion formation. Journal of Consumer Research, 34, 441-458.

Weaver, K., Garcia, S. M., Schwarz, N., & Miller, D. T. (2007). Inferring the popularity of an opinion from its familiarity: A repetitive voice can sound like a chorus. Journal of Personality and Social Psychology, 92, 821-833.

Williams, P. & Drolet, A. (2005). Age-related differences in responses to emotional advertisements. Journal of Consumer Research, 32, 343-354.

 

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Resources for the Teaching of Social Psychology is a part of the CROW Project, Course Resources on the Web. CROW was initially sponsored by the Associated Colleges of Illinois and generously supported by UPS. This site was created by Jon Mueller, Professor of Psychology at North Central College, Naperville, IL. Send comments to Jon.