Why Influence?
Everyday
Modern
Definitions
# of Tactics?
16 Tactics
53 Tactics
Ethics I
Ethics II
Disciplines
Approach
Bad Info
Structure
Mindfulness
Mindlessness
Matrix
Bibliography
Classwork
Links
Partial Bibliography
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Hassan, Steven. (1990). Combatting Cult Mind Control. Rochester,
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Kahneman, D., & Tversky, A. (1979). Prospect Theory: An analysis
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on the ingredients of presidential evaluations: A program of
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Lanham, R. A. (1983). Analyzing Prose. New York: Scribner's.
Lepper, M. R., & Greene, D. (Eds.) (1978). The hidden costs
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Levin (1987). Associative effects of information framing. Bulletin
of the Psychnomic Society, 25, 85-86.
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based on incomplete information: An investigation using both
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by the framing of attribute information before and after consuming
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Loke, W. H. (1989). The effects of framing and incomplete information
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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
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Perloff, R.M. (1993). The dynamics of persuasion. Hillsdale,
NJ: Erlbaum.
Petty, R. E. & Cacioppo, J. T. (1986). Communication and
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Petty, R. E. & Cacioppo, J. T. (1981). Attitudes and persuasion:
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Responses in Persuasion. Hillsdale, NJ: Erlbaum.
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Newbury Park, CA.
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How outcome focus influences motivation and emotion. Personality
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Simonson, I., Carmon, Z., & O'Curry, S. (1994). Experimental
evidence on the negative effect of product features and sales
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Simonson, I., Nowlis, S. M., & Simonson, Y. (1993). The effect
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Smith, S. M. & Shaffer, D. R. (1991). Celerity and cajolery:
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on message elaboration. Personality and Social Psychology Bulletin,
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Snyder, M., Tanke, E. D., & Berscheid, E. (1977). Social
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Tversky, A . & Kahneman, D. (1981). The framing of decisions
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Tykocinski, O., Higgins, E. T., Chaiken, S. (1994). Message framing,
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