11. Jones, E., amp; Kohler, R. (1959). The effects of plausibility on the learning of controversial statements. Journal of Abnormal and Social Psychology, 57, 315-320.
12. Lord, С., Ross, L., amp; Lepper, M. (1979). Biased assimilation and attitude polarization: The effects of prior theories on subseqently considered evidence. Journal of Personality and Social Psychology, 37, 2098-2109.
13. Ehrlich, D., Guttman, 1., Schonbach, P., amp; Mills, J. (1957). Postdecision exposure to relevant information. Journal of Abnormal and Social Psychology, 57, 98-102.
14. Brehm, J. (1956). Postdecision changes in the desirability of alternatives. Journal of Abnormal and Social Psychology, 52, 384-389.
15. Johnson, D.J., amp; Rusbult, C.E. (1989). Resisting temptation: Devaluation of alternative partners as ameans of maintaining commitment in close relationships. Journal of Personality and Social Psychology, 57, 967-980.
16. Simpson, J.A., Gangestad, S. W., amp; Lerma, M. (1990). Perception of physical attractiveness: Mechanisms involved in the maintenance of romantic relationships. Journal of Personality and Social Psychology, 59, 1192-1201.
17. Wiesel, E. (1969). Night. New York: Avon.
18. White, R. (1971, November). Selective inattention. Psychology Today, pp. 47- 50, 78-84.
19. Глубокий анализ данного процесса, имевшего место в ряде катастрофических политических решений, - см.: Janis, 1. (1972). Victims of group-think. Boston: Houghton Mifflin.
20. Pentagon papers: The secret war. (1971, June 28). Time, p. 12.
21. Freedman, J., amp; Eraser, S. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
22. Pliner, P., Hart, H., Kohl, J., amp; Saari, D. (1974). Compliance without pressure: Some further data on the foot-in-the-door technique. Journal of Experimental Social Psychology, 10,17-22.
23. Knox, R., amp; Inkster, J. (1968). Postdecision dissonance at post time. Journal of Personality and Social Psychology, 8, 319-323.
24. Frenkel, O.J., amp; Doob, A. (1976). Post-decision dissonance at the polling booth. Canadian Journal of Behavioural Science, 8, 347-350.
25. Cialdini, R., Cacioppo, J., Bassett, R., amp; Miller, J. (1978). Low-ball procedure for producing compliance: Commitment then cost. Journal of Personality and Social Psychology, 36,463-476.
26. Ibid.
27. Mills, J. (1958). Changes in moral attitudes following temptation. Journal of Personality, 26,517-531.
28. Festinger, L., amp; Carlsmith, J.M. (1959). Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203-210.
29. Cohen, A.R. (1962). An experiment on small rewards for discrepant compliance and attitude change. In J.W. Brehm amp; A.R. Cohen, Explorations in cognitive dissonance (pp. 73-78). New York: Wiley.
30. Между прочим, следует отметить, что исследование феномена ‹говорю-значит-верю› привело к ряду противоречивых экспериментальных данных. Однако факты в поддержку приведенного в тексте анализа перевешивают. Более детальное обсуждение этого вопроса - см.: Aronson, Е. (1969). The theory of cognitive dissonance: A current perspective. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 4, pp. 1-34). New York: Academic Press.
31. Zimbardo, P., Weisenberg, M., Firestone, 1., amp; Levy, B. (1965). Communicator effectiveness in producing public conformity and private attitude change. Journal of Personality 33, 233-255.
32. Mills, Changes in moral attitudes.
33. Aronson, Е. (1968). Dissonance theory: Progress and problems. In R.P. Abelson, Е. Aronson, W.J. McGuire, T.M. Newcomb, M.J. Rosenberg, and P.H. Tannenbaum (Eds.), Theories of cognitive consistency: A sourcebook (pp. 5-27). Chicago: Rand McNally. Aronson, Е. (1969). The theory of cognitive dissonance: A current perspective. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 4, pp. 1-34). New York: Academic Press.
34. Nel, Е., Helmreich, R., amp; Aronson, Е. (1969). Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
35. Hoyt, M., Henley, M., amp; Collins, B. (1972). Studies in forced compliance: Confluence of choice and consequence on attitude change. Journal of Personality and Social Psychology, 23, 204-210. Schlenker, B., amp; Schlenker, P. (1975). Reactions following counterattitudinal behavior which produces positive consequences. Journal of Personality and Social Psychology, 31, 962-971. Riess, M., amp; Schlenker, B. (1977). Attitude change and responsibility avoidance as modes of dilemma resolution in forced-compliance situations. Journal of Personality and Social Psychology, 35, 21-30.
36. Cialdini, R., amp; Schroeder, D. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps. Journal of Personality and Social Psychology, 34,599-604.
37. Freedman, J. (1963). Attitudinal effects of inadequate justification. Journal of Personality, 31,371-385.
38. Deci, Е. (1975). Intrinsic motivation. New York: Plenum. Deci, Е. (1971). Effects of externally mediated rewards on intrinsic motivation. Journal of Personality and Social Psychology, 18, 105-115. Deci, E., Nezlek, J., amp; Sheinman, L. (1981). Characteristics of the rewarder and intrinsic motivation of the rewardee. Journal of Personality and Social Psychology, 40, 1-10.
39. Lepper, M.R., amp; Greene, D. (1975). Turning play into work: Effects of adult surveillance and extrinsic rewards on children's intrinsic motivation. Journal of Personality and Social Psychology, 31, 479-486.
40. Aronson, E., amp; Carlsmith, J.M. (1963). Effect of the severity of threat on the devaluation of forbidden behavior. Journal of Abnormal and Social Psychology, 66, 584-588.
41. Freedman, J. (1965). Long-term behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1, 145-155.
42. Sears, R., Whiting, J., Nowlis, V., amp; Sears, P. (1953). Some child-rearing antecedents of aggression and dependency in young children. Genetic Psychology Monographs, 47, 135-234.