None of the following books are mandatory for the Course, but if you feel you have the urge to understand more and more about the topic, they are a VERY good step into the issues...
Cognitive Biases, Neuroscience & Behaviour
- Books
- Daniel Kahneman - Thinking Fast & Slow
- Searle, John R. - The Construction of Social Reality
- Joshua Greene - Moral Tribes: Emotion, Reason and the Gap Between Us and Them
- Deborah Bennett - Logic Made Easy: How To Know When Language Deceives You
- Jonathan Haidt - The Righteous Mind: Why Good People are Divided by Politics and Religion
- Jordan Ellenberg - How Not to Be Wrong: The Power of Mathematical Thinking
- Rolf Dobelli - The Art of Thinking Clearly: Better Thinking, Better Decisions
- Thaler, R. & Sunstein - Nudge: Improving Decisions about Health, Wealth, and Happiness.
- Michael Shermer - Believing Brain: From Ghosts and Gods to Politics and Conspiracies
- Michael Shermer - Why People Believe Weird Things: Pseudoscience, Superstition, and Other Confusions of Our Time
- T. Edward Damer - Attacking Faulty Reasoning
- Ezra Klein - Why We're Polarised
- Dooley, Roger - Brainfluence: 100 Ways to Persuade and Convince Consumers With Neuromarketing
- Lakoff, George - The All New Don't Think of an Elephant!: Know Your Values and Frame the Debate
- Robson, David - The Intelligence Trap: Why smart people do stupid things and how to make wiser decisions
- Dan Ariely - Payoff: The Hidden Logic That Shapes Our Motivations
- Klein, G. - The Power of Intuition: How to use your Gut Feelings to Make Better Decisions at Work.
- Klein, S. - The Science of Happiness: How Our Brains Make Us Happy—and What We Can Do to Get Happier
- Lehrer, J. - How We Decide
- Online Resources
- Papers
Art of Persuasion
- Books
- Online Resources
- Papers
- Theory of Inoculation
- “The Relative Efficacy of Various Types of Prior Belief-Defense in Producing Immunity against Persuasion,” The Journal of Abnormal and Social Psychology 62 (1961), pp. 327-337;
- William J. McGuire and Demetrios Papageorgis, “Effectiveness of Forewarning in Developing Resistance to Persuasion,” The Public Opinion Quarterly 26(1) (1962), pp. 24-34.
- Joshua A. Compton and Michael Pfau, “Use of Inoculation to Foster Resistance to Credit Card Marketing Targeting College Students,” Journal of Applied Communication Research 32(4) (2004), pp. 343-364;
- Kimberly A. Parker, Stephen A. Rains, and Bobi Ivanov, “Examining the ‘Blanket of Protection’ Conferred by Inoculation: The Effects of Inoculation Messages on the Cross protection of Related Attitudes,” Communication Monographs 83(1) (2016), pp. 49-68.
- Chasu An and Michael Pfau, “The Efficacy of Inoculation in Televised Political Debates,” Journal of Communication, 54(3) (2004), pp. 421-436. 57 Parker et al., “Examining the ‘Blanket of Protection’”;
- John A. Banas and Stephen A. Rains, “A Meta-Analysis of Research on Inoculation Theory,” Communication Monographs 77(3) (2010), pp. 281-311 58
- Wei-Kuo Lin and Michael Pfau, “Can Inoculation Work against the Spiral of Silence? A Study of Public Opinion on the Future of Taiwan,” International Journal of Public Opinion Research 19(2) (2007), pp. 155-172.
- Michelle L. M. Wood, “Rethinking the Inoculation Analogy: Effects on Subjects with Differing Preexisting Attitudes,” Human Communication Research 33(3) (2007), pp. 357-378.
- Robin L. Nabi, “’Feeing’ Resistance: Exploring the Role of Emotionally Evocative Visuals in Inducing Inoculation,” Media Psychology 5(2) (2003), pp. 199-223.
- For a comprehensive listing of studies that have evaluated the effectiveness of inoculation in multiple contexts, see Banas and Rains, “A Meta-Analysis of Research on Inoculation Theory” and Josh Compton, “Inoculation Theory,” in James Price Dillard and Lijiang Shen, eds., The SAGE Handbook of Persuasion: Developments in Theory and Practice (Thousand Oaks, CA: Sage, 2013), pp. 220-236. 62 Ibid.
- Obedience Shaping
- Andre Modigliani and Francois Rochat, “The Role of Interaction Sequences and the Timing of Resistance in Shaping Obedience and Defiance to Authority,” Journal of Social Issues 51(3) (1995), pp. 107-123;
- Cialdini, 2001
- Kathleen Fuegen and Jack W. Brehm, “The Intensity of Affect and Resistance to Social Influence,” in E. S. Knowles and J. A. Linn, eds., Resistance and Persuasion (Mahwah, NJ: Lawrence Erlbaum, 2004), pp. 39-63.
- Bernard M. Bass, “Leadership: Good, Better, Best,” Organizational Dynamics 13(3) (1985), pp. 26-40;
- Ricarda B. Bouncken, Aim-Orn Imcharoen, and Wilma Klaasen-ven-Husen, “What Does Collective Mean for Leadership and Teamwork Performance? An Empirical Study in Professional Service Firms,” Journal of International Business and
Economics 7(2) (2007).
- William J. McGuire, “The Effectiveness of Supportive and Refutational Defenses in Immunizing and Restoring Beliefs against Persuasion,” Sociometry 24(2) (1961), pp. 184-197; William J. McGuire and Demetrios Papageorgis,
- Values Changing
- J. Jeffrey Inman, Anil C. Peter, and Priya Raghubir, “Framing the Deal: The Role of Restrictions in Accentuating Deal Value,” Journal of Consumer Research 24(1) (1997), pp. 68-79;
- Martin Eisend, “Explaining the Impact of Scarcity Appeals in Advertising: The Mediating Role of Perceptions of Susceptibility,” Journal of Advertising 37(3) (2008), pp. 33-40.
- Timothy C. Brock, “Implications of Commodity Theory for Value Change,” in Anthony G. Greenwald, Timothy C. Brock, and Thomas M. Ostrom, eds., Psychological Foundations of Attitudes (New York: Academic Press, 1968), pp. 243-275.
- Kurt Braddock, “Vaccinating Against Hate: Using Attitudinal Inoculation to Confer Resistance to Persuasion by Extremist Propaganda,” (under review).
- Stanley Milgram, Obedience to Authority (London: Tavistock, 1974); Thomas Blass, “Understanding Behavior in the Milgram Obedience Experiment: The Role of Personality, Situations, and their Interactions,” Journal of Personality and Social Psychology 60(3) (1991), pp. 398-413.
- Influence and Leadership
- Solomon E. Asch, “Studies of Independence and Conformity: A Minority of One against a Unanimous Majority,” Psychological Monographs: General and Applied 70(9) (1956), pp. 1-70.
- Curtis D. Hardin and E. Tory Higgins, “Shared Reality: How Social Verification Makes the Subjective Objective,” in R. M. Sorrentino and E. T. Higgins, eds., Handbook of Motivation and Cognition, Vol. 3 (New York: The Guilford Press), pp. 28-84; Cialdini, Influence, Science and Practice.
- Marc Sageman, Leaderless Jihad (Philadelphia, PA: University of Pennsylvania Press, 2008).
- Cialdini, Influence, Science, and Practice. 46 Michael Lynn, “Scarcity Effects on Value: A Quantitative Review of the Commodity Theory Literature,” Psychology & Marketing 8(1) (1991), pp. 43-57.
- Wokje Abrahamse and Linda Steg, “Social Influence Approaches to Encourage Resource Conservation: A Meta- Analysis,” Global Environmental Change 23 (2013), pp. 1773-1785.
- Charles A. Kiesler and Joseph Sakumura, “A Test of a Model for Commitment,” Journal of Personality and Social Psychology 3(3) (1966), pp. 349-353.
- Anne Mrike Lokhorst, Carol Werner, Henk Staats, Eric van Dijk, and Jeff L. Gale, “Commitment and Behavior Change: A Meta-Analysis and Critical Review of Commitment-Making Strategies in Environmental Research,” Environment and Behavior 45(1) (2013), pp. 3-34; Glen Shippee and W. Larry Gregory, “Public Commitment and Energy Conservation,” American Journal of Community Psychology 10(1) (1982).
- Icek Ajzen and Martin Fishbein, Understanding Attitudes and Predicting Social Behavior (Englewood Cliffs, NJ: Prentice-Hall, 1980);
- Cialdini, “The Science of Persuasion”; Feng Zhu and Xiaoquan (Michael) Zhang, “Impact of Online Consumer Reviews on Sales: The Moderating Role of Product and Consumer Characteristics,” Journal of Marketing 74(2) (2010), pp. 133-148.
- Reactance, Persiasion, Commitment
- Daniel J. O’Keefe and Scott L. Hale, “The Door-in-the-Face Influence Strategy: A Random-Effects Meta-Analytic Review,” Annals of the International Communication Association 21(1) (1998), pp. 1-33.
- Jack W. Brehm, A Theory of Psychological Reactance (New York: Academic Press, 1966).
- Charles A. Kiesler, The Psychology of Commitment (New York: Academic Press, 1971).
- Robert B. Cialdini, Influence: Science and Practice (Boston: Allyn & Bacon, 2001).
Michael S. Pallak, David A. Cook, and John J. Sullivan, “Commitment and Energy Conservation,” in Leonard Bickman, ed., Applied Social Psychology Annual (Beverly Hills, CA: Sage, 1980), pp. 235-253.
- Robert B. Cialdini, “The Science of Persuasion,” Scientific American Mind 14(1) (2004), pp. 70-77.
- Martin S. Greenberg, “A Theory of Indebtedness,” in Kenneth J. Gergen, Martin S. Greenberg, and Richard H. Willis, eds., Social Exchange: Advances in Theory and Research (New York: Plenum Press, 1980), pp. 3-26.
- S. S. Koromita, J. A. Hilty, and C. D. Parks, “Reciprocity and Cooperation in Social Dilemmas,” The Journal of Conflict Resolution 35(3) (1991), pp. 494-518.
- Maurits Kaptein, Panos Markopoulos, Boris de Ruyter, and Emile Aarts, “Personalizing Persuasive Technologies: Explicit and Implicit Personalization using Persuasion Profiles,” International Journal of Human-Computer Studies
- Jeannine M. James and Richard Bolstein, “The Effect of Monetary Incentives and Follow Up Mailings on the Response Rate and Response Quality in Mail Surveys,” Public Opinion Quarterly 54(3), pp. 346-361.
- Robert B. Cialdini, Joyce E. Vincent, Stephen K. Lewis, Jose Catalan, Diane Wheeler, and Betty Lee Darby, “Reciprocal Concessions Procedure for Inducing Compliance: The Door in-the-Face Technique,” Journal of personality and Social Psychology 31(2) (1975), pp. 206-215
- Edwina S. Uehara, “Reciprocity Reconsidered: Gouldner’s ‘Moral Norm of Reciprocity’ and Social Support,” Journal of Social and Personal Relationships 12(4) (1995), pp. 483-502.
- Narratives And Acceptance
- Mike Allen and Raymond W. Preiss, “Comparing the Persuasiveness of Narrative and Statistical Evidence using Meta-Analysis,” Communication Research Reports 14 (1997), pp. 125-131; E. James Baesler and Judee K.
- Burgoon, “The Temporal Effects of Story and Statistical Evidence on Belief Change,” Communication Research 21(5) (1994), pp. 582-602; Dean C. Kazoleas, “A Comparison of the Persuasive Effectiveness of Qualitative versus Quantitative Evidence: A Test of Explanatory Hypotheses,” Communication Quarterly 41(1) (1993), pp. 40-50.
- Braddock and Dillard, “Meta-Analytic Evidence for the Persuasive Effect of Narratives on Beliefs, Attitudes, Intentions, and Behaviors.” 20 e.g., Lisa D. Butler, Cheryl
- Koopman, and Philip G. Zimbardo, “The Psychological Impact of Viewing the Film ‘JFK’: Emotions, Beliefs, and Political Behavioral Intentions,” Political Psychology 16(2) (1995), pp. 237-257.
- Fuyuan Shen and Jiangxue (Ashley) Han, “Effectiveness of Entertainment Education in Communicating Health Information: A Systematic Review,” Asian Journal of Communication 24(6) (2014), pp. 605-616.
- Susan E. Morgan, Lauren Movius, and Michael J. Cody, “The Power of Narratives: The Effect of Entertainment Television Organ Donation Storylines on the Attitudes, Knowledge, and Behaviors of Donors and Nondonors,” Journal of Communication 59(1) (2009), pp. 135-151.
- Jeff Niederdeppe, Michael A. Shapiro, and Norman Porticella, “Attributions of Responsibility for Obesity: Narrative Communication Reduces Reactive Counterarguing among Liberals,” Human Communication Research
37(3) (2011), pp. 295-323.
- Kurt Braddock and John Horgan, “Towards a Guide for Constructing and Disseminating Counternarratives to Reduce Support for Terrorism,” Studies in Conflict & Terrorism 39(5) (2016), pp. 381-404.
- Self Monitoring and Persiasion
- 11 Susan Michie, Charles Abraham, Craig Whittington, John McAteer, and Sunjai Gupta, “Effective Techniques in Health Eating and Physical Activity Interventions: A Meta-Regression,” Health Psychology 28(6) (2009), pp. 690- 701.
- Peter M. Gollwitzer and Paschal Sheeran, “Implementation Intentions and Goal Achievement: A Meta-Analysis of Effects and Processes,” Advances in Experimental Social Psychology 38 (2006), pp. 69-119.
- 8 Jacob Cohen, “A Power Primer,” Psychological Bulletin 112(1) (1992), pp. 155-159.
9 Gollwitzer and Sheeran, “Implementation Intentions and Goal Achievement,” p. 94.
- Benjamin Harkin, Thomas L. Webb, Betty P. I. Chang, Andrew Prestwich, Mark Conner, Ian Kellar, Yael Benn, and Paschal Sheeran, “Does Monitoring Goal Progress Promote Goal Attainment? A Meta-Analysis of the Experimental Evidence,” Psychological Bulletin 142(2) (2016), pp. 198-229.
- William J. Korotitsch and Rosemery O. Nelson-Gray, “An Overview of Self-Monitoring Research in Assesment and Treatment,” Psychological Assessment 11(4) (1999), pp. 415-425.
- Wokje Abrahamse, Linda Steg, Charles Vlek, and Talib Rothengatter, “A Review of Intervention Studies Aimed at Household Energy Conservation,” Journal of Environmental Psychology 25(3) (2005), pp. 273-291.
- Harkin et al., “Does Monitoring Goal Progress Promote Goal Attainment?”
- Kurt Braddock and James Price Dillard, “Meta-Analytic Evidence for the Persuasive Effect of Narratives on Beliefs, Attitudes, Intentions, and Behaviors,” Communication Monographs 83(4) (2016), pp. 446-467.
- Hyuhn-Suhck Bae, “Entertainment-Education and Recruitment of Cornea Donors: The Role of Emotion and Issue Involvement,” Journal of Health Communication 13 (2008), pp. 20-36; Kenneth Mulligan and Philip Habel, “An Experimental Test of the Effects of Fictional Framing on Attitudes,” Social Science Quarterly 92(1) (2011), pp.
79-99.
- Seoyeon Hong and Hee Sun Park, “Computer-Mediated Persuasion in Online Reviews: Statistical versus Narrative Evidence,” Computers in Human Behavior 28(3) (2012), pp. 906-919.
- Emotions, Intention and Planned Behaviour
- Emotion, Appraisal, and Emotional Action Readiness,” Journal of Personality and Social Psychology 57(2) (1989), pp. 212-228.
- Monique Mitchell Turner, “Using Emotion in Risk Communication: The Anger Activism Model,” Public Relations Review 33 (2007), pp. 114-119.
- Richard Lazarus, Emotion and Adaptation (New York: Oxford University Press, 1991); See also R. S. Lazarus, “From Psychological Stress to the Emotions: A History of Changing Outlooks,” Annual Review of Psychology 44 (1993), pp. 1-21.
- Carroll E. Izard, Human Emotions (New York: Plenum Press, 1977); Carroll E. Izard, Human Emotions (New York: Plenum Press, 1977).
- Icek Ajzen, “The Theory of Planned Behavior,” Organizational Behavior and Human Decision Processes 50 (1991), pp. 179-211; Albert Bandura, Self-Efficacy: The Exercise of Control (New York: W. H. Freeman, 1997).
- Paschal Sheeran, “Intention-Behavior Relations: A Conceptual and Empirical Review,” European Review of Social Psychology 12(1) (2002), pp. 1-36.
- Peter M. Gollwitzer, “Implementation Intentions: Strong Effects of Simple Plans,” American Psychologist 54 (1999), 493-503.
Values and Value Strategy
