Read Methods of Persuasion: How to Use Psychology to Influence Human Behavior Online
Authors: Nick Kolenda
Tags: #human behavior, #psychology, #marketing, #influence, #self help, #consumer behavior, #advertising, #persuasion
McDaniel, M. A., Einstein, G. O., DeLosh, E. L., May, C. P., & Brady, P. (1995). The bizarreness effect: It’s not surprising, it’s complex.
Journal of Experimental Psychology. Learning, Memory, and Cognition
,
21
(2), 422.
McFerran, B., Dahl, D. W., Fitzsimons, G. J., & Morales, A. C. (2010a). Might an overweight waitress make you eat more? How the body type of others is sufficient to alter our food consumption.
Journal of Consumer Psychology
,
20
(2), 146.
McFerran, B., Dahl, D. W., Fitzsimons, G. J., & Morales, A. C. (2010b). I’ll have what she’s having: Effects of social influence and body type on the food choices of others.
Journal of Consumer Research
,
36
(6), 915–929.
McGuire, W. J. (1964). Inducing resistance to persuasion: Some contemporary approaches.
Advances in Experimental Social Psychology
,
1
, 192–229.
Meier, B. P., & Robinson, M. D. (2004). Why the sunny side is up: Associations between affect and vertical position.
Psychological Science
,
15
(4), 243–247.
Meston, C. M., & Frohlich, P. F. (2003). Love at first fright: Partner salience moderates roller-coaster-induced excitation transfer.
Archives of Sexual Behavior
,
32
(6), 537–544.
Milgram, S. (1973). Behavioral study of obedience.
Journal of Abnormal and Social Psychology
,
67
(4), 371–378.
Miller, G. (1956). The magical number seven, plus or minus two: Some limits on our capacity for processing information.
The Psychological Review
,
63
, 81–97.
Miller, N., & Campbell, D. T. (1959). Recency and primacy in persuasion as a function of the timing of speeches and measurements.
Journal of Abnormal Psychology
,
59
(1), 1.
Mita, T. H., Dermer, M., & Knight, J. (1977). Reversed facial images and the mere-exposure hypothesis.
Journal of Personality and Social Psychology
,
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.
Journal of Consumer Research
,
35
(2), 202–215.
Monahan, J. L., Murphy, S. T., & Zajonc, R. B. (2000). Subliminal mere exposure: Specific, general, and diffuse effects.
Psychological Science
,
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.
Journal of Social and Personal Relationships
,
25
(6), 889–922.
Morales, A. C., & Fitzsimons, G. J. (2007). Product contagion: Changing consumer evaluations through physical contact with “disgusting” products.
Journal of Marketing Research
, 272–283.
Moreland, R. L., & Beach, S. R. (1992). Exposure effects in the classroom: The development of affinity among students.
Journal of Experimental Social Psychology
,
28
(3), 255–276.
Murdock Jr., B. B. (1962). The serial position effect of free recall.
Journal of Experimental Psychology
,
64
(5), 482.
Mussweiler, T., & Strack, F. (2000). Numeric judgments under uncertainty: The role of knowledge in anchoring.
Journal of Experimental Social Psychology
,
36
(5), 495–518.
Nedungadi, P. (1990). Recall and consumer consideration sets: Influencing choice without altering brand evaluations.
Journal of Consumer Research
, 263–276.
Nickerson, R. S. (1998). Confirmation bias: A ubiquitous phenomenon in many guises.
Review of General Psychology
,
2
(2), 175.
Niedenthal, P. M., Barsalou, L. W., Winkielman, P., Krauth-Gruber, S., & Ric, F. (2005). Embodiment in attitudes, social perception, and emotion.
Personality and Social Psychology Review
,
9
(3), 184–211.
Nuttin, J. M. (1985). Narcissism beyond gestalt and awareness: The name letter effect.
European Journal of Social Psychology
,
15
(3), 353–361.
Ono, H. (1967). Difference threshold for stimulus length under simultaneous and nonsimultaneous viewing conditions.
Perception & Psychophysics
,
2
(5), 201–207.
Parker, J. R., & Lehmann, D. R. (2011). When shelf-based scarcity impacts consumer preferences.
Journal of Retailing
,
87
(2), 142–155.
Patall, E. A., Cooper, H., & Wynn, S. R. (2010). The effectiveness and relative importance of choice in the classroom.
Journal of Educational Psychology
,
102
(4), 896.
Pelham, B. W., Carvallo, M., & Jones, J. T. (2005). Implicit egotism.
Current Directions in Psychological Science
,
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.
Journal of Personality and Social Psychology
,
82
(4), 469–487.
Pepitone, A., & DiNubile, M. (1976). Contrast effects in judgments of crime severity and the punishment of criminal violators.
Journal of Personality and Social Psychology
,
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.
Journal of Personality and Social Psychology
,
59
(3), 475–486.
Petty, R. E., & Cacioppo, J. T. (1984). Source factors and the elaboration likelihood model of persuasion.
Advances in Consumer Research
,
11
(1), 668–672.
Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.)
Advances in Experimental Social Psychology
(Vol. 19, pp. 121–203) New York: Academic Press.
Petty, R. E., & Cacioppo, J. T. (1990). Involvement and persuasion: Tradition versus integration.
Psychological Bulletin
,
107
(3), 367–374.
Petty, R. E., Cacioppo, J. T., & Heesacker, M. (1981). Effects of rhetorical questions on persuasion: A cognitive response analysis.
Journal of Personality and Social Psychology
,
40
(3), 432–440.
Plassmann, H., O’Doherty, J., Shiv, B., & Rangel, A. (2008). Marketing actions can modulate neural representations of experienced pleasantness.
Proceedings of the National Academy of Sciences
,
105
(3), 1050–1054.
Pocheptsova, A., Labroo, A. A., & Dhar, R. (2010). Making products feel special: When metacognitive difficulty enhances evaluation.
Journal of Marketing Research
,
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?.
Personality and Social Psychology Review
,
8
(4), 364–382.
Rhodes, G., Simmons, L. W., & Peters, M. (2005). Attractiveness and sexual behavior: Does attractiveness enhance mating success?
Evolution and Human Behavior
,
26
(2), 186–201.
Rogers, R. W., & Mewborn, C. R. (1976). Fear appeals and attitude change: effects of a threat’s noxiousness, probability of occurrence, and the efficacy of coping responses.
Journal of Personality and Social Psychology
,
34
(1), 54–61.
Rist, R. C. (1970). Student social class and teacher expectations: The self-fulfilling prophecy in ghetto education.
Harvard Educational Review
,
40
(3), 411–451.
Rucker, D. D., Petty, R. E., & Briñol, P. (2008). What’s in a frame anyway?: A meta-cognitive analysis of the impact of one versus two sided message framing on attitude certainty.
Journal of Consumer Psychology
,
18
, 137–149.
Ryan, R. M. (1982). Control and information in the intrapersonal sphere: An extension of cognitive evaluation theory.
Journal of Personality and Social Psychology
,
43
(3), 450–461.
Sanbonmatsu, D. M., & Kardes, F. R. (1988). The effects of physiological arousal on information processing and persuasion.
Journal of Consumer Research
, 379–385.
Santos, M. D., Leve, C., & Pratkanis, A. R. (1994). Hey buddy, can you spare seventeen cents? Mindful persuasion and the pique technique.
Journal of Applied Social Psychology
,
24
(9), 755–764.
Schachter, S., & Singer, J. E. (1962). Cognitive, social, and physiological determinants of emotional state.
Psychological Review
,
69
(5), 379–399.
Schubert, T. W., & Koole, S. L. (2009). The embodied self: Making a fist enhances men’s power-related self-conceptions.
Journal of Experimental Social Psychology
,
45
(4), 828–834.
Schwartz, B. (2004).
The Paradox of Choice: Why Less is More
. New York: Ecco.
Schwarz, N., Bless, H., Strack, F., Klumpp, G., Rittenauer-Schatka, H., & Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic.
Journal of Personality and Social Psychology
,
61
(2), 195–202.
Schwarz, N., & Clore, G. L. (1983). Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states.
Journal of Personality and Social Psychology
,
45
(3), 513.
Seiter, J. S., & Dutson, E. (2007). The effect of compliments on tipping behavior in hairstyling salons.
Journal of Applied Social Psychology
,
37
(9), 1999–2007.
Sherif, M. (1936).
The Psychology of Social Norms
. New York: Harper.
Shih, M., Pittinsky, T. L., & Ambady, N. (1999). Stereotype susceptibility: Identity salience and shifts in quantitative performance.
Psychological Science
,
10
(1), 80–83.
Shiv, B., Carmon, Z., & Ariely, D. (2005). Placebo effects of marketing actions: Consumers may get what they pay for.
Journal of Marketing Research
, 383–393.
Shultz, T. R., & Lepper, M. R. (1996). Cognitive dissonance reduction as constraint satisfaction.
Psychological Review
,
103
(2), 219.