Bibliography
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Imagination and Expectation: The Effect of Imagining Behavioral Scripts on Personal Influences
Journal of Personality and Social Psychology, Vol. 45(2)
Author(s): Craig A. Anderson

Abstract: Conducted 2 experiments with a total of 114 undergraduates, who imagined either themselves, a friend, or a disliked acquaintance performing or not per...



Gender, Self Confidence, and Social Influence Strategies: An Organizational Simulation
Journal of Personality and Social Psychology, Vol. 44(2)
Author(s): Debra Instone, Brenda Major, Barbara B. Bunker

Abstract: Investigated whether men and women in positions of equal power differ in the strategies they use to influence subordinates. 24 male and 24 female unde...



The Social Impact of Majorities and Minorities
Psychological Review, Vol. 88(5)
Author(s): Bibb Latané, Sharon Wolf

Abstract: Reviews 2 traditional lines of research on social influence processes--research on conformity, which looks at the influence of the majority on a passi...



Voice Tone and Persuasion
Journal of Personality and Social Psychology, Vol. 386)
Author(s): Judith A. Hall

Abstract: Tested whether the outcome of a vocal nonverbal attempt at persuasion can be affected by participants' skills in nonverbal communication. 79 undergrad...



Oppositional Behavior as a Function of Influence Attempt Intensity and Retaliation Threat
Journal of Personality and Social Psychology, Vol. 33(5)
Author(s): Madeline E. Heilman

Abstract: In 2 field studies an attempt was made to determine how the behavior-inhibiting components of commonly used social influence strategies affect the beh...



 
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