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4.5: Works Cited

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    Works Cited

    Chaiken, Shelly. “Communicator Physical Attractiveness and Persuasion.” Journal of Personality and Social Psychology, vol. 37, no. 8, 1979, pp. 1387–97, EBSCOhost, doi.org/10.1037/0022-3514.37.8.1387.

    ---. "Heuristic Versus Systematic Information Processing and the Use of Source Versus Message Cues in Persuasion.” Journal of Personality and Social Psychology, vol. 39, no. 5, 1980, pp. 752–66, EBSCOhost, doi.org/10.1037/0022-3514.39.5.752.

    Chaiken, Shelly and Alice H. Eagly. "Communication Modality as a Determinant of Message Persuasiveness and Message Comprehensability." Journal of Personality and Social Psychology. vol. 34, no. 4, 1976, pp. 605-614. doi.org/10.1037/0022-3514.34.4.605.

    Charry, Karine M. "Product Placement and the Promotion of Healthy Food to Pre-Adolescents: When Popular TV Series Make Carrots Look Cool." International Journal of Advertising, vol. 33, no. 3, 2014, pp. 599–616, doi.org/10.2501/IJA-33-3-599-616.

    Cialdini, Robert B. Influence: The Psychology of Persuasion. Rev. ed. Harper Collins, 2007.

    Cialdini, Robert B. et al. "Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique." Journal of Personality and Social Psychology, vol. 31, 1975, pp. 206 –215. doi.org/10.1037/h0076284.

    Deaux, Kay, et al. Social Psychology in the '90s. Brooks/Cole Publishing Company, 1993.

    Demìrdögen, Ülkü D. "The Roots of Research in (Political) Persuasion: Ethos, Pathos, Logos and the Yale Studies of
    Persuasive Communications." International Journal of Social Inquiry, vol. 3, no. 1, 2010, pp. 189-201. dergipark.org.tr/en/download/article-file/164133.

    Dolinski, Dariusz . "The Nature of the First Small Request as a Decisive Factor in the Effectiveness of the Foot-in-the-Door Technique." Applied Psychology: An International Review, vol. 63, no. 3, 2012, pp. 437-453. doi:10.1111/j.1464-0597.2011.00477.x.

    Eagly, Alice H. and Linda L. Carli. “"Sex of Researchers and Sex-Typed Communicationsas Determinants of Sex Differences in Influenceability: A Meta-Analysis of Social Influence Studies”. Psychological Bulletin, vol. 90, no. 1, 1981, pp. 1-20. doi.org/10.1037/0033-2909.90.1.1.

    Faraji-Rad, Ali, et al. “On the Persuasiveness of Similar Others: The Role of Mentalizing and the Feeling of Certainty.” The Journal of Consumer Research, vol. 42, no. 3, 2015, pp. 458–71, EBSCOhost, doi.org/10.1093/jcr/ucv032.

    Freedman, Jonathan L. and Scott C. Fraser. "Compliance Without Pressure: The Foot-in-the Door Technique." Journal ol Personality and Social Psychology, vol. 4, no. 2, 1966, pp. 155-202.  doi.org/10.1037/h0023552.

    Gass, Robert H. and John S. Seiter. Persuasion: Social Influence and Compliance Gaining. 7th ed. Taylor & Francis, 2022.

    Genschow, Oliver et al. "Does Social Psychology Persist Over Half a Century? A Direct Replication of Cialdini et al.’s (1975) Classic Door-in-the-Face Technique." Journal of Personality and Social Psychology: Attitudes and Social Cognition, vol. 120, no. 2, 2021, pp. e1-e7. dx.doi.org/10.1037/pspa0000261.

    Gupta Pola B. and Kenneth R. Lord. "Product Placement in Movies: the Effect of Prominence and Mode on Audience Recall." Journal of Current Issues & Research in Advertising. vol. 20, no. 1, 1998, pp. 47–59. doi:10.1080/10641734.1998.10505076.

    Hovland, Carl and A. A. Lumsdaine.  Experiments on Mass Communication. Princeton UP, 1949.

    Hovland, Carl et al. Communication and Persuasion. Yale UP, 1953.

    Jiang, Lan et al. "The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context." Journal of Consumer Research, vol. 36, no. 5, 2010, pp. 778-791. doi.org/10.1086/605364.

    Larson, Charles U. Persuasion: Reception and Responsibility. Wadsworth, 1992.

    Lau, Richard R. "Class Models of Persuasion." The Oxford Handbook of Electoral Persuasion. Edited by Elizabeth Suhay, Bernard Grofman and Alexander H. Trechsel. Oxford University Press, 2020.

    Li, Zongya and Yiyi Yin. "Attractiveness, Expertise and Closeness: The Effect of Source Credibility of the First Lady as Political Endorser on Social Media in China." Global Media and China, vol. 3, no. 4, 2018, pp. 233-315. Sage Journals, doi/epdf/10.1177/2059436418819228.

    Nan, Xiaoli. “The Relative Persuasive Effect of Gain- versus Loss-Framed Messages: Exploring the Moderating Role of the Desirability of End-States.” Journalism & Mass Communication Quarterly, vol. 84, no. 3, 2007, pp. 509–24, Sage Journals, doi.org/10.1177/107769900708400307.

    Nisbett, Richard E. and Timothy DeCamp Wilson. "The Halo Effect: Evidence for Unconscious Alteration of Judgments." Journal of Personality and Social Psychology, vol. 35, no. 4, 1977, pp, 250-256. doi.org/10.1037/0022-3514.35.4.250.

    O’Keefe, Daniel J.  Persuasion: Theory and Research. Sage Publications, 2002.

    Perloff, Richard M. The Dynamics of Persuasion. Erlbaum, 1993.

    Reinhard, Marc-André, et al. “Explicit Persuasive Intent and Its Impact on Success at Persuasion—The Determining Roles of Attractiveness and Likeableness.” Journal of Consumer Psychology, vol. 16, no. 3, 2006, pp. 249–59,  doi.org/10.1207/s15327663jcp1603_7.

    This page titled 4.5: Works Cited is shared under a CC BY-NC-SA license and was authored, remixed, and/or curated by Paula Cardwel, Angela Prelip, and Jennifer Graber-Peters (ASCCC Open Educational Resources Initiative (OERI)) .