Handbook of Psychology, Volume 5, Personality and Social Psychology

References 379 Murphy, S. T., & Zajonc, R. B. (1993). Affect, cognition, and aware- ness: Affective priming with optimal and ...

380 Persuasion and Attitude Change Petty, R. E., Schumann, D. W., Richman, S. A., & Strathman, A. J. (1993). Positive mood a ...

References 381 affective states. Journal of Personality and Social Psychology, 45,513–523. Seger, C. A. (1994). Implicit learnin ...

382 Persuasion and Attitude Change Visser, M. (1994). Policy voting, projection, and persuasion: An application of balance theor ...

CHAPTER 16 Social Influence and Group Dynamics ANDRZEJ NOWAK, ROBIN R. VALLACHER, AND MANDY E. MILLER 383 EXTERNAL CONTROL 384 B ...

384 Social Influence and Group Dynamics OVERVIEW OF CHAPTER Because social influence is deeply embedded in every aspect of inter ...

External Control 385 reward or threat of punishment could fail to influence peo- ple’s thoughts, feelings, and actions. Bases of ...

386 Social Influence and Group Dynamics detriment of themselves or others. In recognition of this po- tential, social psychologi ...

External Control 387 is made to feel personally responsible for his or her actions (Taylor, Peplau, & Sears, 1997). Resistan ...

388 Social Influence and Group Dynamics rather than less in an effort to assert their sense of control. Findings such as these c ...

External Control 389 a concern for restoring consistency can produce what can be described asreverse incentiveeffects (cf. Arons ...

390 Social Influence and Group Dynamics control in that context, for example, or perhaps to their sense of personal competence i ...

Manipulation 391 identify basic principles. However, requests are also central to businesses, charitable organizations, politica ...

392 Social Influence and Group Dynamics 1961), and in accordance with the affinity principle, they are inclined to respond affir ...

Manipulation 393 peek at the hard-to-find commodity. By the same token, after the censorship or prohibition is lifted, interest ...

394 Social Influence and Group Dynamics high point of the recipients’ day is confirmed by Cialdini’s observation that the flower ...

Manipulation 395 affection, self-disclosures, offers of assistance, and birthday gifts went unreciprocated (cf. Lerner & Mik ...

396 Social Influence and Group Dynamics people’s thought and behavior long after the tactic has run its course. Freedman and Fra ...

Social Coordination 397 another. The ways and means of coordination are discussed in this section, as are the functions—both ada ...

398 Social Influence and Group Dynamics reality rather than concerns with acceptance, rejection, and the like. Sherif felt that ...