Robert Cialdini - Influence - The Psychology of Persuasion

14. Worchel et al. (1975).

15. See Davies (1962, 1969).

16. See Lytton (1979), and Rosenthal and Robertson (1959).

17. The quote comes from MacKenzie (1974).

EPILOGUE (PAGES 273-280)

1. For evidence of such perceptual and decisional narrowing see Berkowitz (1967), Bodenhausen (1990), Cohen (1978), Easterbrook (1959), Gilbert and Osborn (1989), Hockey and Hamilton (1970), Mackworth (1965), Milgram (1970), and Tversky and Kahnemann (1974).

2. Quoted in the PBS-TV documentary The Information Society.

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