——, and L. A. Brannon. “Liberalization of Commodity Theory.” Basic
and Applied Social Psychology 13 (1992): 135–43.
Broeder, D. “The University of Chicago Jury Project.” Nebraska Law Re-
view 38 (1959): 760–74.
Brooks-Gunn, J., and M. Lewis. “The Development of Self-Knowledge.”
In The Child, edited by C. B. Kopp and J. B. Krakow. Reading, Mass.:
Addison-Wesley, 1982.
Brownstein, R., and R. Katzev. “The Relative Effectiveness of Three
Compliance Techniques in Eliciting Donations to a Cultural Organiz-
ation.” Journal of Applied Social Psychology 15 (1985): 564–74.
Bruner, J. S., and C. C. Goodman. “Value and Need as Organizing
Factors in Perception.” Journal of Abnormal and Social Psychology 42
(1947): 33–44.
Burger, J. M., and R. E. Petty. “The Low-Ball Compliance Technique:
Task or Person Commitment?” Journal of Personality and Social Psycho-
logy 40 (1981): 492–500.
Burgess, T., and S. Sales. “Attitudinal Effects of ‘Mere Exposure’: A
Reevaluation.” Journal of Experimental Social Psychology 7 (1971):
461–72.
Bushman, B. A. “The Effects of Apparel on Compliance.” Personality
and Social Psychology Bulletin 14 (1988): 459–67.
Chaiken, S. “Communicator Physical Attractiveness and Persuasion.”
Journal of Personality and Social Psychology 37 (1979): 1387–97.
——, and C. Stangor. “Attitudes and Attitude Change.” Annual Review
of Psychology 38 (1987): 575–630.
Choo, T. “Communicator Credibility and Communication Discrepancy
as Determinants of Opinion Change.” Journal of Social Psychology 64
(1964): 1–20.
Cialdini, R. B. “Full Cycle Social Psychology,” Applied Social Psychology
Annual, Vol. 1, ed. L. Beckman. Beverly Hills, Calif.: Sage, 1980.
——, and K. Ascani. “Test of a Concession Procedure for Inducing
Verbal, Behavioral, and Further Compliance with a Request to Give
Blood.” Journal of Applied Psychology 61 (1976): 295–300.
Cialdini, R. B., R. R. Reno, and C. A. Kallgren. “A Focus Theory of
Normative Conduct: Recycling the Concept of Norms to Reduce
Littering in Public Places.” Journal of Personality and Social Psychology
58 (1990): 1015–26.
Cialdini, R. B. et al. “Basking in Reflected Glory: Three (Football) Field
Studies.” Journal of Personality and Social Psychology 34 (1976): 366–75.
Robert B. Cialdini Ph.D / 227