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25. Cialdini, R., Cacioppo, J., Bassett, R., & 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., & 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 & 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., & 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., & 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., & 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., & Schlenker, P. (1975). Reactions following counterattitudinal behavior which produces positive consequences. Journal of Personality and Social Psychology, 31, 962-971. Riess, M., & 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. — 471 —
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