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13. Ehrlich, D., Guttman, 1., Schonbach, P., & Mills, J. (1957). Postdecision exposure to relevant information. Journal of Abnormal and Social Psychology, 57, 98-102.

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15. Johnson, D.J., & Rusbult, C.E. (1989). Resisting temptation: Devaluation of alternative partners as ameans of maintaining commitment in close relationships. Journal of Personality and Social Psychology, 57, 967-980.

16. Simpson, J.A., Gangestad, S. W., & Lerma, M. (1990). Perception of physical attractiveness: Mechanisms involved in the maintenance of romantic relationships. Journal of Personality and Social Psychology, 59, 1192-1201.

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19. Глубокий анализ данного процесса, имевшего место в ряде катастрофических политических решений, - см.: Janis, 1. (1972). Victims of group-think. Boston: Houghton Mifflin.

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22. Pliner, P., Hart, H., Kohl, J., & Saari, D. (1974). Compliance without pressure: Some further data on the foot-in-the-door technique. Journal of Experimental Social Psychology, 10,17-22.

23. Knox, R., & Inkster, J. (1968). Postdecision dissonance at post time. Journal of Personality and Social Psychology, 8, 319-323.

24. Frenkel, O.J., & Doob, A. (1976). Post-decision dissonance at the polling booth. Canadian Journal of Behavioural Science, 8, 347-350.

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.

36. Cialdini, R., & Schroeder, D. (1976). Increasing compliance by legitimizing paltry contributions: When even a penny helps. Journal of Personality and Social Psychology, 34,599-604.

37. Freedman, J. (1963). Attitudinal effects of inadequate justification. Journal of Personality, 31,371-385.

38. Deci, Е. (1975). Intrinsic motivation. New York: Plenum. Deci, Е. (1971). Effects of externally mediated rewards on intrinsic motivation. Journal of Personality and

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39. Lepper, M.R., & Greene, D. (1975). Turning play into work: Effects of adult surveillance and extrinsic rewards on children's intrinsic motivation. Journal of Personality and Social Psychology, 31, 479-486.

40. Aronson, E., & Carlsmith, J.M. (1963). Effect of the severity of threat on the devaluation of forbidden behavior. Journal of Abnormal and Social Psychology, 66, 584-588.

41. Freedman, J. (1965). Long-term behavioral effects of cognitive dissonance. Journal of Experimental Social Psychology, 1, 145-155.

42. Sears, R., Whiting, J., Nowlis, V., & Sears, P. (1953). Some child-rearing antecedents of aggression and dependency in young children. Genetic Psychology Monographs, 47, 135-234.

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44. Gerard, H., & Malhewson, G. (1966). The effects of severity of initiation on liking for a group: A replication. Journal of Experimental Social Psychology, 2, 278- 287.

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50. Glass, D. (1964). Changes in liking as a means of reducing cognitive discrepancies between self-esteem and aggression. Journal of Personality, 32, 531-549.

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54. Brehm, J. (1959). Increasing cognitive dissonance by afait-accompH. Journal of Abnormal and Social Psychology, 58, 379-382.

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57. Aronson, E., & Mettee, D. (1968). Dishonest behavior as a function of different levels of self-esteem. Journal of Personality and Social Psychology, 9, 121-127.

58. Zimbardo, P. (1969). The cognitive control of motivation. Glencoe, IL: Scott, Foresman.

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