References
- Aronson, E.(1992), "The return of the repressed : Dissonance theory makes a comeback," Psychological Inquiry, 3, 303-311. https://doi.org/10.1207/s15327965pli0304_1
- Cialdini, R.(2006), Influence: The Psychology of Persuasion(revised ed.), Harper Business
- Cialdini, R. B.(1993), Influence : Science and Practice(3rd ed.). New York: HarperCollins.
- Cialdini, R. B., M. Schaller, D. Houlihan, K. Arps, and J. Fultz(1987),"Empathy-based helping : Is it selflessly or selfishly motivated?," Journal of Personality and Social Psychology, 52(4), 749-758. https://doi.org/10.1037/0022-3514.52.4.749
- Cialdini, R.B., W. Wosinska, D. W. Barrett, J. Butner, and M. Gornik-Durose(1999), "Compliance with a request in two cultures : The differential influence of social proof and commitment /consistency on collectivists and individualists," Personality and Social Psychology Bulletin, 25(10), 1242-1253 https://doi.org/10.1177/0146167299258006
- Freedman, J. L., and S. C. Fraser(1966), "Compliance without pressure : The foot-in-the-door technique," Journal of Personality and Social Psychology, 4, 195-202. https://doi.org/10.1037/h0023552
- Goldstein, N. J., S. J. Martin, and R. Cialdini (2009), Yes! 50 Scientifically Proven Ways to Be Persuasive, Free Press
- Kahneman, D. and A. Tversky(1992), "Advances in prospect theory: Cumulative representation of uncertainty," Journal of Risk and Uncertainty, 5(4), 297-323. https://doi.org/10.1007/BF00122574
- Kahneman, D. and A. Tversky(1984), "Choices, values, and frames," American Psychologist, 39(4), 341-350. https://doi.org/10.1037/0003-066X.39.4.341
- Marco, C., F. Frank, and K. Alexander(2012), "Trust, positive reciprocity, and negative reciprocity : Do these traits impact entrepreneurial dynamics?,"Journal of Economic Psychology, Personality and Entrepreneurship, 33(2), 394-409.
- Paese, P. W. and D.A. Gilin(2000), "When an adversary is caught telling the truth: Reciprocal cooperation versus self-interest in distributive bargaining," Personality and Social Psychology Bulletin, 26(1), 79-90. https://doi.org/10.1177/0146167200261008
- Simmons, J. P., R. A. LeBoeuf, and L.D. Nelson(2010), "The effect of accuracy motivation on anchoring and adjustment : Do people adjust from provided anchors?," Journal of Personality and Social Psychology, 99(6), 917-932. https://doi.org/10.1037/a0021540
- Strack, F. and M. Thomas(1997), "Explaining the enigmatic anchoring effect : Mechanisms of selective accessibility," Journal of Personality and Social Psychology, 73(3), 437-446. https://doi.org/10.1037/0022-3514.73.3.437
- Wilson, T. D., C. E. Houston, K. M. Etling, and N. Brekke(1996), "A new look at anchoring effects : Basic anchoring and its antecedents," Journal of Experimental Psychology. 125(4), 387-402. https://doi.org/10.1037/0096-3445.125.4.387
Cited by
- Influential Factors of Digital Customer Experience on Brand Loyalty and Purchase: Focusing on 4 Brand Categories vol.21, pp.6, 2018, https://doi.org/10.17961/jdmr.21.6.201812.109