Why Influence?

# of Tactics?

16 Tactics
53 Tactics

Ethics I
Ethics II


Bad Info


The AuthorsSite Map


Partial Bibliography

Aronson, E. (1995). The social animal. Seventh edition. New York: W. H. Freeman.

Brendl, C. M., Higgins, E. T., Lemm, K. M. (1995). Sensitivity to varying gains and losses: The role of self-discrepancies and event framing. Journal of Personality and Social Psychology, 69(6), 1028-1051.

Chaiken, S. (1987). The heuristic model of persuasion. In M.P. Zanna, J. M. Olson, & C. P. Herman (Eds.), Social influence: The Ontario Symposium (Vol. 5, pp. 3-39). Hillsdale, NJ: Erlbaum. San Diego: Academic Press.

Cialdini, R. B., Eisenberg, N., Green, B. L., Rhoads, K. v. L., and Bator, R. (1997). Undermining the undermining effect of reward on sustained interest. In press, Journal of Applied Social Psychology.

Corbett, E. P. J. (1990). Classical rhetoric for the modern student. Third edition. Oxford: Oxford University Press.

Degen, C. (1987). Communicator's guide to marketing. Salem: Sheffield.

Entman, R. M. (1993). Framing: Toward clarification of a fractured paradigm. Special Issue: The future of the field: Between fragmentation and cohesion. Journal of Communication, 43(4), 51-58.

Fiske, S. T. & Taylor, S. E. (1991). Social cognition. New York: McGraw Hill.

Fiske, S. T. (1980). Attention and weight in person perception: The impact of negative and extreme behavior. Journal of Personality and Social Psychology, 38, 889-906.

Ganzach, Y. & Karsahi, N. (1995). Message framing and buying behavior: A field experiment. Journal of Business Research, 32(1), 11-17.

Hassan, Steven. (1990). Combatting Cult Mind Control. Rochester, Vermont: Park Street Press. (ISBN 0-89281-311-3)

Hovland, C. I., Janis I. L., & Kelley, H. H. Communication and persuasion: Psychological studies of opinion change.

Kahneman, D., & Tversky, A. (1979). Prospect Theory: An analysis of decision under risk. Econometirca 4, 362-377; Econometrica 47, 263-291.

Kahneman, D., & Tversky, A. (1982). The psychology of preferences. Scientific American, 246, 160-173.

Kahneman, D., & Tversky, A. (1984). Choice, values, and frames. American Psychologist, 39, 341-350.

Kanouse D. E. & Hanson, L. R. Jr. (1972). Negativity in evaluations. Morristown, NJ: General Learning Press.

Krosnick, J. A. & Brannon, L. A. (1993). The media and the foundations of presidential support: George Bush and the Persian Gulf conflict. Journal of Social Issues , 49, 167-182.

Krosnick, J. A. & Miller J. M. (1996). News media impact on the ingredients of presidential evaluations: A program of research on the priming hypothesis. Chapter 3 of unpublished manuscript.

Langer, E. J., & Rodin, J. (1976). The effects of choice and enhanced personal responsibility for the aged: A field experiment in an institutional setting. Journal of Personality and Social Psychology, 334, 191-198.

Lanham, R. A. (1983). Analyzing Prose. New York: Scribner's.

Lepper, M. R., & Greene, D. (Eds.) (1978). The hidden costs of reward. Hillsdale, NJ: Erlbaum.

Lepper, M. R., Greene, D., & Nisbett, R. E. (1973). Undermining children's intrinsic interest with extrinsic rewards. Journal of Personality and Social Psychology, 28, 129-137.

Levin (1987). Associative effects of information framing. Bulletin of the Psychnomic Society, 25, 85-86.

Levin, Chapman & Johnson (1988). Confidence in judgments based on incomplete information: An investigation using both hypothetical and real gambles. Journal of Behavioral Decision Making, 1, 29-41.

Levin, I. P. & Gaeth, G. J. (1988). How consumers are affected by the framing of attribute information before and after consuming the product. Journal of Consumer Research, 15, 374-378.

Loke, W. H. (1989). The effects of framing and incomplete information on judgments. Journal of Economic Psychology, 10 (3) 329-341.

Maheswaran, D. and Meyers-Levy, J. (1990). The influence of message framing and issue involvement. Journal of Marketing Research, 27, 361-367.

Meyerowitz, BE and Chaiken, S. (1987). The effect of message framing on breast self-exam attitudes, intentions, and behavior. Journal of Personality and Social Psychology, 52, 500-510.

Meyers, D. G. Social Psychology. (1990). Third edition. New York: McGraw-Hill.

Mulholland, J. (1994). Handbook of persuasive tactics: A practical language guide. London: Routledge.

Neale, M. A., Huber, V. L., Northcraft, G. B. (1987). The framing of negotiations: Contextual versus task frames. Organizational Behavior and Human Decision Processes, 39(2), 228-241.

Neill, W. T., Valdes, L. A., & Terry, K. M. (1995). Selective attention and the inhibitory control of cognition. In F. N. Dempster and C. J. Brainerd (Eds.), Interference and Inhibition in Cognition (pp. 207-261). San Diego, CA: Academic Press.

Ogilvy, D. (1985). Ogilvy on advertising. New York: Vintage Books.

Perloff, R.M. (1993). The dynamics of persuasion. Hillsdale, NJ: Erlbaum.

Petty, R. E. & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York: Springer-Verlag.

Petty, R. E. & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, Iowa: Brown.

Petty, R. E., Ostrom, T. M., & Brock, T. C. (1981). Cognitive Responses in Persuasion. Hillsdale, NJ: Erlbaum.

Payne, J. W., Bettman, J. R., and Johnson, E. J. (1992). Behavioral decision research: a constructive process perspective. Annual Review of Psychology, 43, 87-131.

Pratkanis, A. & Aronson, E. (1992). Age of Propaganda. Freedman: New York.

Putnam, L. L., & Holmer, M. (1992). Framing, reframing, and issue development. Communication and negotiation. Sage annual reviews of communication research, Vol. 20. (Linda L. Putnam, Michael E. Roloff, Eds.), pp. 128-155. Sage Publications, Inc., Newbury Park, CA.

Roney, C. J. R., Higgins, E. T., Shah, J. (1995). Goals and framing: How outcome focus influences motivation and emotion. Personality and Social Psychology Bulletin, 21(11), 1151-1160.

Rosenthal, R., and Jacobson, L. (1968). Pygmalion in the classroom: Teacher expectation and pupils' intellectual development. New York: Holt, Rinehart & Winston.

Shafir, E., Simonson, I., & Tversky, A. (1993). Reason-based choice. Cognition , 49, 11-36.

Simonson, I. & Tversky, A. (1992). Choice in context: Tradeoff contrast and extremeness aversion. Journal of Marketing Research, 29, 281-295.

Simonson, I. (1993). Get closer to your customers by understanding how they make choices. California Management Review , 35, 68-84.

Simonson, I., Carmon, Z., & O'Curry, S. (1994). Experimental evidence on the negative effect of product features and sales promotions on brand choice. Marketing Science, 13, 23-40.

Simonson, I., Nowlis, S. M., & Simonson, Y. (1993). The effect of irrelevant preference arguments on consumer choice. Journal of Consumer Psychology , 2, 287-306.

Singer, M. T. & Lalich, J. (1995). Cults in Our Midst. San Francisco: Jossey-Bass Publishers.

Smith, S. M., & Petty, R. E. (1996). Message framing and persuasion: A message processing analysis. Personality and Social Psychology Bulletin 22(3), 257-268.

Smith, S. M. & Shaffer, D. R. (1991). Celerity and cajolery: Rapid speech may promote or inhibit persuasion through its impact on message elaboration. Personality and Social Psychology Bulletin, 17, 663-669.

Snyder, M., Tanke, E. D., & Berscheid, E. (1977). Social perception and interpersonal behavior: On the self-fulfilling nature of social stereotypes. Journal of Personality and Social Psychology, 35, 656-666.

Spence, G. (1995). How to argue and win every time. New York: St. Martin's Press.

Tversky, A . & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211, 453-458.

Tykocinski, O., Higgins, E. T., Chaiken, S. (1994). Message framing, self-discrepancies, and yielding to persuasive messages: The motivational significance of psychological situations. Personality and Social Psychology Bulletin, 20(1), 107-115.

Copyright © 1997 by Kelton Rhoads, Ph.D.
All rights reserved.

Adherence, advertise, advertising, advocacy, analysis, arizona state university, asu, art of persuasion, arguing, argument, argumentation, attitude, attitude change, belief, bias, brad sagarin, brainwashing, campaign, communicate, communication, conversion. Compliance, comply, conform, conformity, consult, consultant, consulting, course, courtroom, credibility, credible, cult, cults, debate, decision making, education, emotion, executive education, executive program, executive training. Group, how to, influence, influencing, kelton rhoads, kelton rhodes, kris haynal, law, leadership, leadership training, leadership education, legal, likability, management, management, market research, marketing, mass marketing, mass persuasion, mass influence, mind control, motivation, negotiation, obedience, opinion, organizational services, personality, persuade. Persuasion, persuasive, political, political consulting, politics, polling, influence principles, professional services, program, promote, promotion, propaganda, psychological persuasion, psychological operations, psyop, psychological research, psychology, psychology of persuasion, psychology of influence, public relations, questionnaire, reinforcement, reputation. Research, rhetoric, rhetorical, rhoads, rhodes, rhods, rodes, rhoads, robert cialdini, chaldini, sales, sampling, science of persuasion, science of influence, sell, selling, small group research, social influence, social psychology, social action campaign, speaker, speech, spin, statistics, strategy, survey, technique, trial, university of southern california, usc, workshop, working psychology, work.