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References to Research in Coercive Persuasion

Asch, S. E. (1951). Effects of group pressure on the modification and distortion of judgements. In Guetzkow, H. (Ed.). Groups, Leadership and Men. (S. 177-190). Pittsburg: Carnegie.

Axsom, D., Yates, S. & Chaiken, S. (1987). Audience response as a heuristic cue in persuasion. Journal of Personality and Social Psychology, 53, 30-40.

Baker, S. M. & Petty, R. E. (1994). Majority Influence: Source-Position Imbalance as a Determinant of Message Scrutiny. Journal of Personality and Social Psychology, 67(1), 5-19.

Beauvois, J.-L., Bungert, M., & Mariette, P. (1995). Forced compliance: commitment to compliance and commitment to acitivity. European Journal of Social Psychology, 25, 17-26.

Bohner, G., Chaiken, S., & Hunyadi, P. (1994). The role of mood and message ambiguity in the interplay of heuristic and systematic processing. European Journal of Social Psychology, 24, 207-221.

Bohner, G., Crow, K., Erb, H.-P., & Schwarz, N. (1992). Affect and persuasion: Mood effects on the processing of persuasive message content and context cues and on subsequent behavior. European Journal of Social Psychology, 22, 511-530.

Bohner, G., Erb, H.-P., Reinhard, M. A., & Frank, E. (in press). Distinctiveness information in minority and majority influence: A attributional analysis and preliminary data. British Journal of Social Psychology.

Bohner, G., Frank, E., & Erb, H.-P. (1995). Distinctiveness information as a heuristic cue in minority and majority influence. Unpublished data, Universität Mannheim, Germany.

Bohner, G., Moskowitz, G. B., & Chaiken, S. (1995). The interplay of heuristic and systematic processing of social information. In Stroebe, W. & Hewstone, M. (Eds.), European Review of Social Psychology, 6, 33-68.

Burnstein, E. & Vinokur, A. (1977). Persuasive argumentation and social comparison as determinants of attitude polarization. Journal of Experimental Social Psychology, 13, 315-332.

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 Zanna, M. P., Olson, J. M., & Herman, C. P. (Eds.), Social Influence: The Ontario Symposium, 5, 3-39. Hillsdale, NJ: Erlbaum.

Chaiken, S., Giner-Sorolla, R., & Chen, S. (in press). Beyond accuracy: Defense and impression motives in heuristic and systematic processing. In Gollwitzer P. M. & Bargh, J. A. (Eds.), Action Science: Linking cognition and motivation to behavior. New York: Guilford Press.

Chaiken, S., Liberman, A. & Eagly, A. H. (1989). Heuristic and systematic information processing within and beyond the persuasion context. In Uleman, J. S. & Bargh, J. A. (Eds.), Unintended thought, 212-252. New York: Guilford Press.

Chaiken, S. & Lutz, S. (1993). Time pressure and social judgment. Paper presented at the Society of Experimental Social Psychology Meeting, Santa Barbara, CA.

Chaiken, S. & Maheswaran, D. (1994). Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology, 66, 460-473.

Chaiken S. & Stangor, Ch. (1987). Attitudes and attitude change. Annual Rewiew of Psychology, 38, 575-630.

Dittes, J. E. & Kelley, H. H. (1956). Effects of different conditions of acceptance on conformity to group norms. Journal of Abnormal and Social Psychology, 53, 100-107.

Di Vesta, F. J. (1959). Effects of confidence and motivation on susceptibility to informational social influence. Journal of Abnormal and Social Psychology, 59, 204-209.

Doms, M. & Van Avermaet, E. (1985). The conformity effect: a timeless phenomenon. Bulletin of the British Psychological Society, 35, 383-385.

Doms, M. & Van Avermaet, E. (1985). Social support and minority influence: the innovation effect reconsidered. In Moscovici, S., Mugny, G. & Van Avermaet, E. (Eds.). Perspectives on Minority Influence. (S. 53-74). Cambridge: Cambridge University Press.

Eagly, A. H. & Chaiken, S. (1975). An attribution analysis of the effect of communicator characteristics on opinion change: The case of communicator attractiveness. Journal of Personality and Social Psychology, 32, 136-144.

Eagly, A. H. & Chaiken, S. (1993). The Psychology of Attitudes. Fort Worth, TX: Harcourt Brace Jovanovich.

Eagly, A. H., Chaiken, S., & Wood, W. (1982). An attribution analysis of persuasion. In Harvey, J. H., Ickes, W., & Kidd, R. F. (Eds.), New Directions in Attribution Theory and Research, 3, 37-62. Hillsdale, NJ: Erlbaum.

Eagly, A. H., Wood, W., & Chaiken, S. (1978). Causal inferences about communicators and their effect on opinion change. Journal of Personality and Social Psychology, 36, 424-435.

Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.

Fishbein, M. (1963). An investigation of the relationships between beliefs about an object and the attitudes toward that object. Human Relations, 16, 233-240.

Hastie, R. & Kumar, P. A. (1979). Person memory: Personality traits as organizing principles in memory for behavior. Journal of Personality and Social Psychology, 37, 25-38.

Hovland, C. I. & Rosenberg, M. J. (1960). Attitude Organization and Change. New Haven: Yale University Press.

Kelman, H. C. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2, 51-60.

Kelman, H. C. (1961). Processes of opinion change. Public Opinion Quarterly, 25, 57-78.

Kriss, M., Kinchla, R. A., & Darley, J. M. (1977). A mathematical model for social influences on perceptual judgments. Journal of Experimental Social Psychology, 13, 403-420.

Kruglansky, A. W. & Mackie, D. M. (1990). Majority and minority influence: a judgemental process analysis. In Stroebe, W. & Hewstone, M. (Eds.). European Rewiew of Social Psychology. (S. 229-261). John Wiley & Sons Ltd.

Maass, A. & Clark, R. D. (1983). Internalization versus compliance: differential processes underlying minority influence and conformity. European Journal of Social Psychology, 3, 197-215.

Mackie, D. M. (1987). Systematic and nonsystematic processing of majority and minority persuasive communications. Journal of Personality and Social Psychology, 53, 41-52.

Martin, R. (1995). Majority and minority influence using the afterimage paradigm: a replication with an unambiguous blue side. European Journal of Social Psychology, 25, 373-381.

McGuire, W. J. (1985). Attitudes and attitude change. In Lindzey, G. & Elliot, A. (Eds.), The Handbook of Social Psychology, Vol. II, 233-346.

Meijnders, A. L., Midden, C. J. H., & Wilke, H. A. M. (1995). The role of emotion in environmental information: The effect of fear on information processing. Draft version, Eindhoven University of Technology.

Moscovici, S. (1976b). Social Influence and Social Change. London: Academic Press.

Moscovici, S. (1980). Toward a theory of conversion behavior. In Berkowitz, L. (Ed.). Advances in Experimental Psychology, Vol. 13. (S. 209-239). New York: Academic Press.

Moscovici, S. (1985b). Social influence and conformity. In Lindzy, G. & Aronson, E. (Eds.). Handbook of Social Psychology, Vol. 2 (S. 347-412). New York: Random House.

Moscovici, S. & Lage, E. (1976). Studies in social influence. Majority versus minority influence in a group. European Journal of Social Psychology, 6, 149-174.

Moscovici, S. & Lage, E. & Naffrechoux, M. (1969). Influence of a consistent minority on the responses of a majority in a colour perception task. Sociometry, 32, 365-380.

Mugny, G. (1975). Negotiations, image of the other and the process of minority influence. European Journal of Social Psychology, 5, 461-474.

Norman, P. & Smith, L. (1995). The theory of planned behavior and exercise: an investigation into the role of prior behavior, behavioral intentions and attitude variability. European Journal of Social Psychology, 25, 403-415.

Olson, J. M. & Zanna, M. P. (1993). Attitudes and attitude change. Annual Review of Psychology, 44 117-154.

Pallak, S. R. (1983). Salience of a communicator's physical attractivness and persuasion: A heuristic versus systematic processing interpretation. Social Cognition, 2, 158-170.

Perez, J. A. & Falomir, J. M. (1995). Internalization of conflict and attitude change. European Journal of Social Psychology, 25, 117-124.

Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In Berkowitz, L. (Ed.). Advances in Experimental Social Psychology. (S. 123-205). San Diego: Academic Press.

Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and Persuasion: classic and contemporary approaches. Dubuque: Wm C. Brown.

Ross, L., Greene, D. & House, P. (1977). The "false consensus effect": An egocentric bias in social perception and attribution processes. Journal of Experimental Social Psychology, 13, 279-301.

Sherif, M. (1935). A study of some factors in perception. Archives of Psychology, 27 (187).

Stahlberg, D. & Frey, D. (1990). Einstellungen I: Struktur, Messung und Funktionen. In Stroebe, W., Hewstone, M., Codol, J.-P., & Stephenson, G. M. (Eds.), Sozialpsychologie, 144-170. Berlin: Springer.

Tesser, A. & Leone, Ch. (1977). Cognitive schemas and thought as determinants of attitude change. Journal of Experimental Social Psychology, 13, 340-356.

Tversky, A. & Kahnemann, D. (1974). Judgement under uncertainty: heuristic and biases. Science, 185, 1124-1131.

Trost, M. R., Maass, A. & Kenrick, D. T. (1992). Minority influence: personal relevance biases cognitive processes and reverses private acceptance. Journal of Experimental Social Psychology, 28, 234-254.

Van Avermaet, E. (1990). Sozialer Einfluss in Kleingruppen. In Stroebe, W., Hewstone, M., Codol, J.-P. & Stephenson, G. M. (Hrsg). Sozialpsychologie. (S. 369-399). Berlin: Springer.

Vlaander, G. P. J. & Van Rooijen, L. (1985). Independence and conformity in Holland: Asch's experiment three decades later. Gedrag, 13, 49-55.

Wolf, S. (1985). The manifest and latent influence of majorities and minorities. Journal of Personality and Social Psychology, 48, 899-908.

Zanna, M. P. & Rempel. J. K. (1988). Attitudes: a new look at an old concept. In Bar-Tal, D. & Kruglanski, A. W. (Eds.). The Social Psychology of Knowledge. (S. 315-334). New York: Cambridge University Press