Bibliografía
01
RECONOCER LAS RESISTENCIAS
Carpenter (2013). “A meta-analysis of the effectiveness of the ‘But You Are Free’ compliance-gaining technique.”
Knowles e Linn (2004). Resistance and persuasion.
02
FLUIDEZ
Alter y Oppenheimer (2006). “Predicting shortterm stock fluctuations by using processing fluency.”
King y Janiszewski (2011). “The sources and consequences of the fluent processing of numbers.”
Oppenheimer (2006). “Consequences of erudite vernacular utilized irrespective of necessity: Problems with using long words needlessly.”
Petrova y Cialdini (2005). “Fluency of consumption imagery and the backfire effects of imagery appeals.”
Reber, Winkielman, y Schwarz (1998). “Effects of perceptual fluency on affective judgments.”
Song y Schwarz (2008). “Fluency and the detection of misleading questions: Low processing fluency attenuates the moses illusion.”
Song y Schwarz (2009). “If it’s difficult to pronounce, it must be risky.”
03
PONER EL PIE EN LA PUERTA
Burger (1999). “The foot-in-the-door compliance procedure: a multiple-process analysis and review.”
Freedman y Fraser (1966). “Compliance without pressure: The foot-in-the-door technique.”
Pascual y Guéguen (2005). “Foot-in-the-door and door-in-the-face: A comparative meta-analytic study.”
04
LA TIERRA PROMETIDA
Bromberg-Martin, Matsumoto y Hikosaka (2010). “Dopamine in motivational control: Rewarding, aversive, and alerting.”
Crisp (1987). “Persuasive advertising, autonomy, and the creation of desire.”
05
AUTOPERSUASIÓN
Aronson (1999). “The power of self-persuasion.”
Bem (1965). “An experimental analysis of self-persuasion.”
Müller, van Baaren, Ritter, Woud, Bergmann, Harakeh, Engels y Dijksterhuis (2009). “Tell me why... The influence of self-involvement on short term smoking behaviour.”
06
ALTERCASTING
Pratkanis (2000). “Altercasting as an influence tactic.” In Terry y Hogg (eds.), Attitudes, behaviour and social context: The role of norms and group membership.
Turner, Banas, Rains, Jang, Moore y Morrison (2010). “The effects of altercasting and counterattitudinal behaviour on compliance: A lost letter technique investigation.”
Weinstein y Deutschberger (1963). “Some dimensions of altercasting.”
07
DEMOSTRACIÓN SOCIAL
Cialdini (2001). “Harnessing the science of persuasion.”
Baron, Vandello y Brunsman (1996). “The forgotten variable in conformity research: Impact of task importance on social influence.”
Platow, Haslam, Both, Chew, Cuddon, Goharpey, Maurer, Rosini, Tsekouras y Grace (2005). “It’s not funny if they’re laughing: Self-categorization, social influence, and responses to canned laughter.”
08
GARANTÍAS
Knowles y Linn (2004). “Approach-avoidance model of persuasion: Alpha and omega strategies for change.”
09
ATRACTIVO
Rhodes (2006). “The evolutionary psychology of facial beauty.”
Strick, Holland y van Knippenberg (2008). “Seductive eyes: Attractiveness and direct gaze increase desire for associated objects.”
Van Leeuwen y Macrae (2004). “Is beautiful always good? Implicit benefits of facial attractiveness.”
10
HUMOR
Eisend (2009). “A meta-analysis of humor in advertising.”
Strick, Holland, van Baaren y van Knippenberg (2010). “The puzzle of joking: Disentangling the cognitive and affective components of humorous distraction.”
Strick, Holland, van Baaren y van Knippenberg (2012). “Those who laugh are defenseless: how humor breaks resistance to influence.”
11
ESCASEZ
Cialdini (2001). Influence: Science and practice.
Eisend (2008). “Explaining the impact of scarcity appeals in advertising - The mediating role of perceptions of susceptibility.”
Sandberg y Conner (2008). “Anticipated regret as an additional predictor in the theory of planned behaviour: A meta-analysis.”
12
ATRACCIÓN FUGAZ
Burger, Soroka, Gonzago, Murphy ...