Robert B. Cialdini
108
2006
11
2006
11
109
Tupperware Party
1990
Journal of
Consumer Research
Jonathan Frenzen
Harry Davis
Arizona State University
Regents
Influence: Science and
Practice
Allyn & Bacon
2001
www.influenceat-
work.com
110
2006
11
Journal of Personality
1968
American Behavioral Scientists
1963
F. B. Evans
Seinfeld *
Journal of Experimental Social
Psychology
Interpersonal Attraction
Addison-Wesley
1978
Ellen Berscheid
Elaine Hatfield Walster
20
90
2006
11
111
Disabled American
Veterans
18 %
35 %
1996
Journal of
Applied Psychology
112
2006
11
1982
20
60
Journal of Personality and Social Psychology
1983
Personality and Social Psychology Bulletin
92 %
1996
Delia Cioffi
Randy Garner
2006
11
113
74%
300
Samuel Butler
Journal of Abnormal and
Social Psychology
1955
Sharon S. Brehm
Jack W. Brehm
1981
Psychological Reactance
114
2006
11
1993
Public Opinion Quarterly
2%
1987
American Political Science Review
4%
Virgil
2006
11
115
William McGuire
Handbook of Social Psychology
1985
3
5
20
40
30
100
34 %
116
2006
11
1988
loss language
Organizational Behavior and Human Decision
Processes
1994
Amram Knishinsky
1982
600%
2006
11
117
118
2006
11
na.com
editorial@hbrchiwww.hbrchina.com
2006
11
119