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"collectivists" - 1 õppematerjal

Cialdini raamat
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Cialdini raamat

Cialdini, R B., Vincent,]. E., Lewis, S. K., Catalan, J., Wheeler, D., Il{ Darby, B. L. (1975). Re- ciprocal concessions procedure for inducing compliance: The door-in-the-face tech- nique. Journal of Personality and Social Psychology, 31, 206-215. Cialdini, R B., Wosinska, W., Barrett, D. w., Butner,]., Il{ Gornik-Durose, M. (1999). Com- pliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psy- chology Bulletin 25, 1242-1253. Cioffi, D., Il{ Garner, R (1996). On doing the decision: The effects of active versus passive choice on commitment and self-perception. Personality and Social Psychology Bulletin, 22, 133-147. Clark, M. S. (1984). Record keeping in two types of relationships. Journal of Personality and Social Psychology, 47, 549-557. Clark, M. S., Il{ Mills,]. (1979)

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