of behavior which helped the enemy,” and it thus included such diverse
activities as signing peace petitions, running errands, making radio
appeals, accepting special favors, making false confessions, informing
on fellow prisoners, or divulging military information.
- The Schein quote comes from his 1956 article “The Chinese Indoc-
trination Program for Prisoners of War: A Study of Attempted Brain-
washing.” - See Greene (1965) for the source of this advice.
- Freedman and Fraser published their data in the Journal of Person-
ality and Social Psychology, in 1966. - The quote comes from Freedman and Fraser (1966).
- See Segal (1954) for the article from which this quote originates.
- See Jones and Harris (1967).
- It is noteworthy that the housewives in this study (Kraut, 1973)
heard that they were considered charitable at least a full week before
they were asked to donate to the Multiple Sclerosis Association. - From “How to Begin Retailing,” Amway Corporation.
- See Deutsch and Gerard (1955) and Kerr and MacCoun (1985) for
the details of these studies. - From Whiting, Kluckhohn, and Anthony (1958).
- From Gordon and Gordon (1963).
- The survey was conducted by Walker (1967).
- The electric-shock experiment was published seven years after
the Aronson and Mills (1959) study by Gerard and Mathewson (1966). - Young (1965) conducted this research.
- The robot study is reported fully in Freedman (1965).
- The reader who wishes stronger evidence for the action of the
lowball tactic than my subjective observations in the car showroom
may refer to articles that attest to its effectiveness under controlled,
experimental conditions: Cialdini et al. (1978), Burger and Petty (1981),
Brownstein and Katzev (1985), and Joule (1987). - A formal report of the energy-conservation project appears in
Pallak et al. (1980). - It is not altogether unusual for even some of our most familiar
quotations to be truncated by time in ways that greatly modify their
character. For example, it is not money that the Bible claims as the root
of all evil, it is the love of money. So as not to be guilty of the same sort
of error myself, I should note that the Emerson quote from “Self-Reli-
ance” is somewhat longer and substantially more textured than I have
reported. In full, it reads, “A foolish consistency is the hobgoblin of
little minds adored by little statesmen, and philosophers, and divines.” - See Zajonc (1980) for a summary of this evidence.
- This is not to say that what we feel about an issue is always differ-
214 / Influence