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1. Amanda Bennett, "Economist plus meeting equals a zillion causes and effects," Wall Street Journal, January 10, 1995.
2. F. Roselli, J. J. Skelly, and D. M. Mackie, "Processing Rational and Emotional Messages: The Cognitive and Affective Mediation of Persuasion," Journal of Experimental Applied Social Psychology 163 (1995).
3. Aristotle, The Art of Rhetoric, translation by H. C. Lawson-Tancred (New York: Penguin Books, 1991).
4. Ibid.
5. Carl Hovland and I. Weiss, "The Influence of Source Credibility on Communication Effectiveness," Walter Public Opinion Quarterly 15 (1951): 635–650.
6. Aristotle, The Art of Rhetoric.
7. Wall Street Journal, December 29, 1998.
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3. David Mitchie, Invisible Persuaders (New York: Bantam Books, 1988), p. 95.
4. C. I. Hovland, "Reconciling Conflicting Results Derived from Experimental and Survey Studies of Attitude-Change," American Psychologist 14, 1 (1959): 8–17.
5. J. Brockner and J. Z. Rubin, Entrapment in Escalating Conflicts: A Social Psychological Analysis (New York: Springer Verlag, 1985).
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9. F. W. Young, Initiation Ceremonies (New York: Bobbs-Merrill, 1965).
10. M. S. Pallak, D.A. Cook, and J.J. Sullivan, "Commitment and Energy Conservation," Applied Social Psychology Annual 1(1980): 235–253.
11. J. L. Freedman and S. C. Fraser, "Compliance Without Pressure: The Foot-in-the-Door Technique," Journal of Personality and Social Psychology (1966): 195–203.
12. R. B. Cialdini, J. T. Cacioppo, R. Bassett, and J. A. Miller, "Low-Ball Procedure for Producing Compliance: Commitment Then Cost," Journal of Personality and Social Psychology (1978): 463–476.
13. S. J. Sherman, "On the Self-Erasing Nature of Prediction," Journal of Personality and Social Psychology (1980): 211–221.
14. C. Seligman, M. Bush, and K. Kirsch, "Relationship Between Compliance in the Foot-in-the-Door Paradigm and Size of First Request," Journal of Personality and Social Psychology 33 (1976): 517–520.
15. J. P. Dillard, J. E. Hunter, and M. Burgoon, "Sequential-Request Persuasive Strategies: Meta-Analysis of Foot-in-the-Door and Door-in-the-Face," Human Communication Research 10 (1984): 461–488.
1. I. Eibl-Eibesfeldt, Ethology: The Biology of Behavior, 2nd edition (New York: Holt, Rinehart & Winston, 1975).
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5. Dennis Regan, "Effects of a Favor on Liking and Compliance," Journal of Experimental Social Psychology (1971): 627–639.
6. M. S. Greenburg, "A Theory of Indebtedness," Social Exchange: Advances in Theory and Research 3 (1980):26.
7. Bob Stone, Successful Direct Marketing Methods (Lincolnwood, Ill.: NTC Business Books, 1994), p. 92.
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9. Ibid.
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1. A. H. Eagley, R. D. Ashmore, M. G. Makhijani, and L. C. Longo, "What Is Beautiful Is Good, But . . . : A Meta-Analytical Review of Research on the Physical Attractiveness Stereotype," Psychological Bulletin (1990): 109–128.
2. R. A. Kulka and J. R. Kessler, "Is Justice Really Blind? The Effect of Litigant Physical Attractiveness on Judicial Judgment," Journal of Applied Social Psychology (1978): 336–381.
3. M. G. Efran and E. W. J. Patterson, "The Politics of Appearance," unpublished manuscript, University of Toronto, 1976.
4. J. Rich, "Effects of Children's Physical Attractiveness on Teachers' Evaluations," Journal of Educational Psychology (1975): 599–609.
5. G. H. Smith and R. Engel, "Influence of a Female Model on Perceived Characteristics of an Automobile," Proceedings of the 76th Annual Convention of the American Psychological Association (1968): 681–682.
6. M. L. Knapp and J. A. Hall, Nonverbal Communication in Human Interaction, 3rd edition (New York: Holt, Rinehart and Winston, 1992).
7. D. Mack and D. Rainey, "Female Applicants' Grooming and Personnel Selection," Journal of Social Behavior and Personality (1990): 399–407.
8. P. Suedfeld, S. Bocher, and C. Matas, "Petitioner's Attire and Petition Signing by Peace Demonstrators: A Field Experiment," Journal of Applied Social Psychology (1971): 278–283.
9. T. Emswiller, K. Deaux, and J. E. Willits, "Similarity, Sex and Requests for Small Favors," Journal of Applied Psychology (1971): 284–291.
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13. Bernard Asbell, with Karen Wynn, What They Know About You (New York: Random House, 1991), pp. 28–33.
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15. L. Zunin and N. Zunin, Contact: The First Four Minutes (New York: Ballantine Books, 1986).
16. Dale Carnegie, How to Win Friends and Influence People (New York: Simon & Schuster / Pocket Books, 1936), p.139.
17. Malcom L. Kushner, The Light Touch (New York: Simon & Schuster, 1991) p. 18.
18. Albert Mehrabian, Silent Messages (Belmont, Calif.: Wadsworth, 1971).
19. T. G. Hegstrom, "Message Impact: What Percentage Is Nonverbal?" Western Journal of Speech Communication (1979): 134–142.
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22. J. Kellerman, J. Lewis, and J.D. Laird, "Looking and Loving: The Effects of Mutual Gaze on Feelings of Romantic Love," Journal of Research and Personality (1989): 23.
23. J. D. Robinson, J. Seiter, and L. Acharya, "I Just Put My Head Down and Society Does the Rest: An Examination of Influence Strategies Among Beggar," paper presented to the Western Speech Communication Association, Boise, Idaho (1992).
24. J. K. Burgoon, D. B. Buller, and W. G. Woodall, Nonverbal Communication: The Unspoken Dialogue (New York: Harper and Row, 1989).
25. J. K. Burgoon, J. B. Walther, and E. J. Baesler, "Interpretations, Evaluations, and Consequences of Interpersonal Touch," Human Communication Research 19 (1992): 237–263.
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27. J. Hornick, "Tactile Stimulation and Consumer Response," Journal of Consumer Research (1992): 449–458.
28. Ibid.
1. Sharon Brehm, Saul Kassin, and Steven Fein, Social Psychology (New York: Houghton Mifflin, 1999), p. 213.
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1. See http://www.usatoday.com/life/special/jackie/ljack000.htm
2. A. Pratkanis and E. Aronson, Age of Propaganda (New York: W. H. Freeman, 1991), p. 188.
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16. D. Broeder, "The University of Chicago Jury Project," Nebraska Law Review (1959): 744–760.
17. Worchel, Arnold, and Baker, "The Effect of Censorship on Attitude Change."
1. H. H. Kelley, "The Warm-Cold Variable in First Impressions of Persons," Journal of Personality 18 (1950): 431–439.
2. E. Loftus, "Reconstructing Memory: The Incredible Eyewitness," Psychology Today 8, 1 (1974): 116.
3. Aaron Delwiche, "Examples: How Newt Gingrich Uses These Techniques," Institute for Propaganda Analysis, World Wide Web.
4. A. Pratkanis and E. Aronson, Age of Propaganda (New York: W. H. Freeman, 1992), p. 43.
5. Ibid, p. 128.
6. Gerry Spence, How to Argue and Win Every Time (New York: St. Martin's Press, 1995), pp. 130–131.
7. E. Langer, A. Blank, and B. Chanowitz, "The Mindlessness of Ostensibly Thoughtful Action: The Role of 'Placebic' Information in Interpersonal Interaction," Journal of Personality and Social Psychology (1978): 635–642.
8. R. N. Bostrom, J. R. Baseheart, and C. M. Rossiter, "The Effects of Three Types of Profane Language in Persuasive Messages," Journal of Communication (1973): 461–475.
9. John Caples, Tested Advertising Methods, 5th edition (Englewood Cliffs, N.J.: Prentice Hall, 1997), p. 31.
10. Bob Stone, Successful Direct Marketing Methods (Lincolnwood, Ill.: NTC Business Books, 1994), p. 4.
11. Steven Beebe and Susan Beebe, Public Speaking (New York: Allyn and Bacon, 1997), p. 293.
12. A. Mehrabian and M. Williams, "Nonverbal Concomitants of Perceived and Intended Persuasiveness," Journal of Personality and Social Psychology 13 (1969): 37–58.
1. David E. Kanouse and Hanson L. Reid, Jr., "Negativity in Evaluations," in Attribution: Perceiving the Causes of Behavior, E. E. Jones et al., editors (Morristown, N.J.: General Learning Press, 1972).
2. J. M. Burger, "Increasing Compliance by Improving the Deal: The That's-Not-All Technique," Journal of Personality and Social Psychology (1986): 277–283.
3. I. P. Levin and G. J. Gaeth, "How Consumers Are Affected by the Framing of Attribute Information Before and After Consuming the Product," Journal of Consumer Research, December 1988, pp. 374–378.
4. A. Tversky and D. Kahneman, "Choices, Values, and Frames," American Psychologist 39 (1984): 341–350.
5. R. Cialdini and K. Ascani, "Test of Concession Procedure for Inducing Verbal Behavioral and Further Compliance with a Request to Give Blood," Journal of Applied Psychology (1976): 295–300.
6. Alan N. Schoonmaker, Negotiate to Win: Gaining the Psychological Edge (Englewood Cliffs, N.J.: Prentice Hall, 1999), p. 236.
7. John Mowen, Consumer Behavior (New York: Macmillan, 1993), pp. 81–84.
8. D. Kenrick and S. Gutierres, "Contrast Effects in Judgments of Attractiveness: When Beauty Becomes a Social Problem," Journal of Personality and Social Psychology, (1980): 131–140.
9. J. Freedman and S. Fraser, "Compliance Without Pressure: The Foot-inthe-Door Technique," Journal of Personality and Social Psychology (1966): 195– 203.
10. J. Dillard, J. Hunter, and M. Burgoon, "Sequential-Request Persuasive Strategies: Meta-Analysis of Foot-in-the-Door and Door-in-the-Face," Human Communication Research (1984): 461–488.
11. E. Fern, K. Monroe, and R. Avila, "Effectiveness of Multiple Requests Strategies: A Synthesis of Research Results," Journal of Marketing Research 23 (1986): 144–152.
12. Daniel Howard, "The Influence of Verbal Responses to Common Greetings on Compliance Behavior: The Foot-in-the-Mouth Effect," Journal of Applied Social Psychology 20 (1990): 58–59.
1. John Maxwell and Jim Dornan, Becoming a Person of Influence (Nashville: Thomas Nelson Publishers, 1997), p. 64. 2. R. L. Miller, P. Brickman, and D. Bolen, "Attribution vs. Persuasion As a Means for Modifying Behavior," Journal of Personality and Social Psychology 3 (1975): 430–441.
3. R. E. Kraut, "Effects of Social Labeling on Giving to Charity," Journal of Experimental Social Psychology 9 (1973): 551–562.
4. Kenneth Erickson, The Power of Praise (St. Louis: Concordia Publishing House, 1984), p. 56.
5. Miller, Brickman, and Bolen, "Attribution vs. Persuasion."
6. Maxwell and Dornan, Becoming a Person of Influence, p. 63.
7. Robert Cialdini, The Psychology of Influence (New York: Quill, 1984), p. 7.
8. Roger Dawson, The Secrets of Power Persuasion (Englewood Cliffs, N.J.: Prentice Hall, 1992), p. 29.
9. Wilson Bryan, The Age of Manipulation (Lanham, Md.: Madison Books, 1989), p. 189.
10. Milton Erickson, Ernest Rossi, and Sheila Rossi, Hypnotic Realities (New York: Irvington Publishers, 1976).
11. Milton Erickson and Ernest Rossi, Hypnotherapy: An Exploratory Casebook (New York: Irvington Publishers, 1979).
12. C. A. Mace, Incentives: Some Experimental Studies (London: Industrial Health Research Board, Report No. 72, 1935).
13. Mortimer R. Feinberg, Effective Psychology for Managers (Englewood Cliffs, N.J.: Prentice Hall, 1986).
14. George Kelling and Catherine Coles, Fixing Broken Windows (New York: Touchstone, 1996).
15. Malcolm Gladwell, The Tipping Point (New York: Little Brown, 2000), p. 142.
16. Maxwell and Dornan, Becoming a Person of Influence, pp. 71–72.
17. P. Zimbardo, C. Banks, and C. Haney, "Interpersonal Dynamics in a Simulated Prison," International Journal of Criminology and Penology (1973): 73.
1. David Sears, J. Freedman, and L. Peplau, Social Psychology (Englewood Cliffs, N.J.: Prentice Hall, 1985),
p.154. 2. A. C. Elms, "Influence of Fantasy Ability on Attitude Change Through Role Playing," Journal of Personality and Social Psychology 4 (1966): 36–43.
3. A. Pratkanis and E. Aronson, Age of Propaganda (New York: W. H. Freeman, 1992), pp. 123–124.
4. Les Giblin, How to Have Confidence and Power in Dealing with People (Englewood Cliffs, N.J.: Prentice Hall, 1956), p.120.
5. W. L. Gregory, R. B. Cialdini, and K. M. Carpenter, "Mediators of Likelihood Estimates and Compliance: Does Imagining Make It So?" Journal of Personality and Social Psychology (1982): 89–99
6. N. Christensen, The Art of Persuasion and Selling (New York: Parker Publishing, 1970), p. 20.
7. G. Wells and R. Petty, "The Effects of Overt Head Movements on Persuasion," Basic and Applied Social Psychology 1, 3 (1980): 219–230.
8. Ibid.
9. P. Underhill, Why We Buy: The Science of Shopping (New York: Simon & Schuster, 1999), p. 37.
10. Ibid.
11. Ibid.
12. Des Dearlove, "A Breath of Lemon-Scented Air," The London Times, April 3, 1997.
13. Matt Crenson, "Scent of Cookies Brings Out Best in Shoppers," Las Vegas Review Journal, October 14, 1996.
14. Luke 10:30–37.
15. J. Darley and D. Batson, "From Jerusalem to Jericho: A Study of Situational and Situational and Dispositional Variables in Helping Behavior," Journal of Personality and Social Psychology 27 (1973): 100–119.
16. S. Godin and M. Gladwell, Unleashing the Idea Virus (New York: Hyperion, 2001).
17. N. Rackham, Account Strategies for Major Sales (New York: McGraw-Hill, 1989), p. 143.
18. E. Loftus, "Reconstructing Memory: The Incredible Eyewitness," Psychology Today 8 (1974): 116.
19. L. Wrightsman, M. Nietzel, and W. Fortune, Psychology and the Legal System (Pacific Grove, Calif.: Brooks/Cole Publishing, 1994), p. 147.
20. Ibid.
21. G. Gorn and M. Goldberg, "Children's Responses to Repetitive TV Commercials," Journal of Consumer Research (1980): 421–425.
22. R. E. Petty and J. T. Cacioppo, "Effects of Forewarning of Persuasive Intent and Involvement on Cognitive Responses and Persuasion," Personality and Social Psychology Bulletin (1979):173–176.
23. L. A. Festinger and N. Maccoby, "On Resistance to Persuasive Communication," Journal of Abnormal and Social Psychology 68 (1964): 359–366.
24. Ibid.
25. M. Sherif, O. Harvey, B. White, W. Hood, and C. Sherif, Intergroup Conflict and Cooperation: The Robbers' Cave Experience. (Norman, Okla.: University of Oklahoma Institute of Intergroup Relations, 1961).
26. D. Peoples, Presentations Plus (New York: John Wiley and Sons, 1988), p. 66.
27. The 3M Meeting Management Team, How to Run Better Business Meetings (New York: McGraw-Hill, 1987), pp. 114–115.
1. J. Maxwell and J. Dornan, Becoming a Person of Influence (Nashville: Thomas Nelson, 1997), p. 50.
2. Maxwell Maltz, Psycho-Cybernetics (Los Angeles: Wilshire Book Company, 1960).
3. E. Walster Hatfield, "The Effect of Self-Esteem on Romantic Liking," Journal of Experimental Social Psychology (1965): 1.
4. Stephen R. Covey, Principle-Centered Leadership (New York: Simon & Schuster, 1990).
5. Ibid.
6. Maxwell and Dornan, Becoming a Person of Influence, p. 43.
7. Science Newsletter, April 16, 1949.
8. K. Erickson, The Power of Praise (St. Louis: Concordia Publishing House, 1984), pp. 79–80.
9. J. D. Watt, "The Impact of Frequency of Ingratiation on the Performance Evaluation of Bank Personnel," Journal of Psychology 127, 2 (1993): 171–177.
10. S. J. Wayne and R. C. Liden, "Effects of Impression Management on Performance Ratings: A Longitudinal Study," Academy of Management Journal 38, 1 (1995): 232–260.
11. R. J. Deluga, "Supervisor Trust Building, Leader-Member Exchange and Organizational Citizenship Behaviour," Journal of Occupational and Organizational Psychology 67 (1994): 315–326.
12. D. Drachman, A. DeCarufel, and C. Insko, "The Extra Credit Effect in Inter-Personal Attraction," Journal of Experimental Social Psychology (1978): 458– 467.
13. M. Tesser, Advanced Social Psychology (New York: McGraw-Hill, 1995).
1. A. Pratkanis and E. Aronson, Age of Propaganda (New York: W. H. Freeman and Company, 1992), p. 93.
2. G. E. Belch and M. A. Belch, Advertising and Promotion: An Integrated Marketing Communications Perspective (New York: McGraw-Hill, 1998).
3. M. Schleidt and B. Hold, "Human Odour and Identity," in Olfaction and Endocrine Regulation, W. Breipohl, editor (London: IRL Press, 1982), pp. 181– 194.
4. Robert A. Baron, "Sweet Smell of Success: The Impact of Pleasant Artificial Scents on Evaluations of Job Applicants," Journal of Applied Psychology 68 (1983): 709–713.
5. Ibid.
6. G. H. S. Razran, "Conditioned Response Changes in Rating and Appraising Sociopolitical Slogans," Psychological Bulletin 37 (1940): 481.
7. Doug Murphy. See: www.ahwatukee.com/afn/community/articles/010704b.html
8. David Leonhardt, with Kathleen Kerwin, "Hey Kid, Buy This!" Business Week, June 30, 1997.
9. R. Feinberg, "Credit Cards As Spending Facilitation Stimuli," Journal of Consumer Research (1986): 348–356.
10. K. Fehrman and C. Fehrman, Color: The Secret Influence (Englewood Cliffs, N.J.: Prentice Hall, 2000), 141.
11. Ibid, p. 142.
12. Ibid, pp. 12-13.
13. Ibid, p. 84.
14. Ibid, p. 144.
15. Ibid, p. 144.
16. Ibid, p. 145.
17. Ibid, p. 145.
1. Arthur Lefford, "The Influence of Emotional Subject Matter on Logical Reading," Journal of General Psychology 34 (1946): 127–151.
2. Randall Reuchelle, "An Experimental Study of Audience Recognition of Emotional and Intellectual Appeals in Persuasion," Speech Monographs 25, 1 (1958): 49–57.
3. Gerard Tellis, Advertising and Sales Promotion Strategy (Reading, Mass.: Addison-Wesley, 1998), p. 138.
4. George Miller, "The Magical Number of Seven," Psychological Review 63, 2 (1956).
5. Charles Larson, Persuasion (Belmont, Calif.: Wadsworth,1995), pp. 222– 225.
6. J. C. McCroskey, "A Summary of Experimental Research on the Effects of Evidence in Persuasive Communication," Quarterly Journal of Speech 55 (1969): 169–176.
7. P. Salovey and J. D. Mayer, "Emotional Intelligence: Imagination, Cognition, and Personality," reprinted in Human Emotions, J. M. Jenkins, K. Oatley, and N. L. Stein, editors (Oxford: Blackwell Publishers, 1998), pp. 313–319.
8. Tellis, Advertising and Sales Promotion Strategy, pp. 160–161.
9. L. Janis and S. Feshbach, "Effects of Fear-Arousing Communications," Journal of Abnormal and Social Psychology (1953): 78–92.
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