Êîä óáåæäåíèÿ. Êàê íåéðîìàðêåòèíã ïîâûøàåò ïðîäàæè, ýôôåêòèâíîñòü ðåêëàìíûõ êàìïàíèé è êîíâåðñèþ ñàéòà Ðåíâóàçå Ïàòðèê
45. Draganski, B., Gaser, C., Kempermann, G. et al. (2006). Temporal and spatial dynamics of brain structure changes during extensive learning. Journal of Neuroscience 26 (23): 6314–6317.
46. Maguire, E.A.,Woollett, K., and Spiers, H.J. (2006). London taxi drivers and bus drivers: A structural MRI and neuropsychological analysis. Hippocampus 16 (12): 1091–1101.
47. Mercer, A., Deane, C., and McGeeney K. (2016). Why 2016 election pollsmissed their mark. Washington, DC: Pew Research Center.
48. Schneider, J. and Hall, J. (2011). Why most product launches fail. Harvard Business Review (April).
49. Morin, C. (2015). Why emotional PSA affect the brains of adolescents differently than the brains of young adults. In: Digital Citizenship in the 21st Century Monograph (ed. J. Ohler). Santa Barbara: Fielding Graduate University.
50. Randolph, W. and Viswanath, K. (2004). Lessons learned from public health mass media campaigns: Marketing health in a crowded media world. Annual Review of Public Health 25: 419–437.
51. Petty, R.E., Cacioppo, J.T., and Heesacker, M. (1981). Effects of rhethorical questions on persuasion: A cognitive response analysis. Journalof Personality and Social Psychology 40 (3): 432–440.
52. Brehm, S. and Brehm, J. (1981). Psychological Reactance: A Theory of Freedomand Control, 447. New York: Academic Press.
53. Grandpre, J., Alvaro, E. M., Burgoon, M. et al. (2003). Adolescent reactance and anti-smoking campaigns: A theoretical approach. Health Communication 15 (3): 349–366.
54. Farrelly, M. C., Healton, C. G., Davis, K. C. et al. (2002). Getting to the truth: Evaluating national tobacco countermarketing campaigns. American Journal of Public Health 92 (6): 901–907.
55. Rothman, A. J., Martino, S. C., Bedell, B. T. et al. (1999). The systematic influence of gain- and loss-framed messages on interest in and use of different types of health behavior. Personality and Social Psychology Bulletin 25 (11): 1355–1369.
56. Detweiler, J.B., Bedell, B.T., Salovey, P. et al. (1999). Message framing and sunscreen use: Gain-framed messages motivate beach-goers. Health Psychology 18 (2): 189–196.
57. Schneider, T.R., Salovey, P., Pallonen, U. et al. (2001). Visual and auditory message framing effects on tobacco smoking.Journal of AppliedSocial Psychology 31 (4): 667–682.
58. Schneider, T.R., Salovey, P., Apanovitch, A.M. et al. (2001). The effects of message framing and ethnic targeting on mammography use among low-income women. Health Psychology 20 (4): 256–266.
59. Lang, A. (2000). The limited capacity model of mediated message processing. Journal of Communication 50 (1): 46–70.
60. Lang, A., Zhou, S., Schwartz, N. et al. (2000). The effects of edits on arousal, attention, and memory for television messages: When an edit is an edit can an edit be too much? Journal of Broadcasting & Electronic Media 44 (1): 94–109.
61. Stanovich, K. E. and West, R. F. (2000). Individual differences in reasoning: Implications for the rationality debate? Behavioral and Brain Sciences 23 (5): 645–665; discussion 665–726.
62. Kahneman, D. (2011). Thinking, Fast and Slow, 511.New York, NY: Farrar, Straus and Giroux.
63. Benson, B. (2016). Cognitive bias cheat sheet, simplified. Medium. Available from: https://medium.com/thinking-is-hard/4-conundrumsof-intelligence-2ab78d90740f.
64. Crocker, J. and Park, L. E. (2004). The costly pursuit of self-esteem. Psychological Bulletin 130 (3): 392–414.
65. Greenberg, J., Pyszczynski, T., Solomon, S. et al. (1993). Effects of self-esteem on vulnerability-denying defensive distortions: Further evidence of an anxiety-buffering function of self-esteem. Journal of ExperimentalSocial Psychology 29 (3): 229–251.
66. Kunda, Z. (1990). The case for motivated reasoning. Psychological Bulletin 108 (3): 480–498.
67. Haselton, M.G. and Nettle, D. (2006). The paranoid optimist: An integrative evolutionary model of cognitive biases. Personality and Social Psychology Review 10 (1): 47–66.
68. Weinstein, N.D. (1980). Unrealistic optimism about future life events. Journal of Personality and Social Psychology 39 (5): 806–820.
69. Gladwell, M. (2005). Blink: The Power of Thinking Without Thinking, 296. New York, NY: Little, Brown and Company.
70. Ariely, D. (2008). Predictably Irrational: The Hi en Forces that Shape Our Decisions, 310. New York, NY: HarperCollins.
71. Mundell, E.J., (2014). Scientists erase, then restore memories in rats. HealthDay (2 June).
72. Cory, G.A., (2002). MacLean’s evolutionary neuroscience, the CSN model and Hamilton’s rule: Some developmental clinical, and social policy implications. Brain and Mind 3 (1): 151–181.
73. McLean, P.D. (1989). The Triune Brain in Evolution: Role in Paleocerebral Functions, 718. New York, NY: Plenum Press.
74. Narvaez, D. (2007). Tirune ethics: The neurobiological roots of our multiple moralities. New Ideas in Psychology 26: 95–119.
75. Cory, G.A. (2002). McLeans’s evolutionary neuroscience, the CSNmodel and Hamilton’s rule: Some developmental, clinical and social policyimplications. Brain and Mind 3 (1): 151–181.
76. Freud, S. (1915). The Unconscious. In: General Psychological Theory (ed. P. Rieff), 116–150. New York: Collier Books.
77. Freud, S. (1930). Das Unbehagen in der Kulture [Civilization and Its Discontents]. Wien, Austria: Internationaler Psychoanalytischer Verlag.
78. Freud, S. (1922). Beyond the Pleasure Principle. London, Vienna: Intl. Psycho-Analytical.
79. Ayan, S. (2008). Speaking of memory. Scientific American Mind (October/ November): 16–17.
80. Solms, M. (2006). Freud returns. Scientific American Mind 17 (2): 82–88.
81. Dawkins, R. (1976). The Selfish Gene, 368. New York, NY: Oxford University Press.
82. Kahneman, D. and Riis, J. (2005). Living and thinking about it: Two perspectives on life. In: The Science of Well-Being (ed. F.A.H.N. Baylisand B. Keverne), 285–301. Oxford University Press.
83. Schwartz, B. (2004). The Paradox of Choice: Why More is Less, 308.New York: Harper Collins.
84. Iyengar, S.S. and Lepper, M.R. (2000). When choice is demotivating: Can one desire too much of a good thing? Journal of Personality and Social Psychology 79 (6): 995–1006.
85. Katz, J. (1984). The Silent World of Doctor and Patient, 318. Baltimore, MD: John Hopkins University Press.
86. Beard, F.K. (2013). A history of comparative advertising in the United States. Journalism and Communication Monographs 15 (3): 114–216.
87. Singh, M., Balasubramanian, S.K. and Chakraborty, G. (2000). A comparative analysis of three communication formats: Advertising, infomercial, and direct experience. Journal of Advertising 29 (4): 59–75.
88. Lindgaard, G., Fernandes, G., Dudek, C. et al. (2006). Attention web designers: You have 50 milliseconds to make a good first impression! Behaviour & Information Technology 25 (2): 115–126.
89. Geissler, G., Zinkhan, G., and Watson, R.T. (2001). Web home page complexity and communication effectiveness.Journal of the Associationfor Information Systems 2 (1).
90. Tuch, A.N., Bargas-Avila, J.A., Opwis, K. et al. (2009). Visual complexity of websites: Effects on users’ experience, physiology, performance, and memory. International Journal of Human-Computer Studies, 67 (9):703–715.
91. Laham, S.M., Koval, P., and Alter, A.L. (2012). The name-pronunciation effect: Why people like Mr. Smith more than Mr. Colquhoun. Journal of Experimental Social Psychology 48 (3): 752–756.
92. Miele, D.B., Finn, B., and Molden, D.C. (2011). Does easily learned mean easily remembered?: It depends on your beliefs about intelligence. Psychological Science 22 (3): 320–324.
93. Grabner, R.H., Neubauer, A.C., and Stern, E. (2006). Superior performance and neural efficiency: The impact of intelligence and expertise. Brain Research Bulletin, 69 (4): 422–439.
94. Kiesel, A., Kunde,W., Pohl,C. et al. (2009). Playing chess unconsciously. Journal of Experimental Psychology: Learning, Memory, and Cognition, 35 (1): 292–298.
95. Shteingart, H.,Neiman, T., and Loewenstein, Y. (2013). The role of first impression in operant learning. Journal of Experimental Psychology 142 (2):476–488.
96. Atkinson, R.C. and Shiffrin, R.M. (1968). Human memory: A proposal system and its control processes. In: The Psychology of Learning and Motivation: II (ed. K.W. Spence and J.T. Spence), 89–195. London: Academic Press.
97. Miller, G. (1956). The magical number seven, plus-or-minus two: Some limits on our capacity for processing information. Psychological Revie, 101 (2): 343–352.
98. Colavita, F.B. (1974). Human sensory dominance. Perception and Psychophysics 16 (2): 409–412.
99. Li, Y., Liu, M., Zhang,W. et al. (2017). Neurophysiological correlates of visual dominance: A lateralized readiness potential investigation. Frontiersin Psychology 28: 303.
100. Silverstein, D.N. and Ingvar, M. (2015). A multi-pathway hypothesis for human visual fear signaling. Frontiers in System Neuroscience 9: 101.
101. Potter, M.,Wyble, B., Hagmann, C.E. et al. (2014). Detecting meaning in RSVP at 13 ms per picture. Attention, Perception, & Psychophysics 76 (2): 270–279.
102. Ledoux, J.E. and E.A. Phelps. (2004). Emotional networks in the brain. In Handbook of Emotions, 2e (ed. M. Lewis and J.M. Haviland-Jones),157–172. New York: Guilford Press.
103. Todorov, A., & Ballew, C. (2007). Predicting political elections from rapid and unreflective face judgments.Proceedings of the National Academyof Sciences, USA 104 (46): 17948–17953.
104. Lorenzo, G.L., Biesanz, J.C., and Human, L.J. (2010). What is beautiful is good and more accurately understood: Physical attractiveness and accuracy in first impressions of personality. Psychological Science 21 (12):1777–1782.
105. Abrams, R.A. and Christ, S.E. (2003). Motion onset captures attention.
106. Langton, S.R. et al. (2008). Attention capture by faces. Cognition 107 (1):330–342.
107. Caharel, S., Ramon, M., and Rossion, B. (2014). Face familiarity decisions take 200 msec in the human brain: Electrophysiological evidence from a go/no-go speeded task. Journal of Cognitive Neuroscience 26 (1): 81–95.
108. Wolfe, J.M. and Bennett, S.C. (1997). Preattentive object files: Shapeless bundles of basic features. Vision Research 37 (1): 25–43.
109. Broyles, S.J. (2006). Subliminal advertising and the perpetual popularity of playing to people’s paranoia.Journal of Consumer Affairs 40 (2): 392–406.
110. Collin, S.P., Knight, M.A., Davies, W.L. et al. (2003). Ancient colourvision: Multiple opsin genes in the ancestral vertebrates. Current Biology, 13 (22): 864–865.
111. Tamietto, M., Cauda, F., Corazzini, L.L., et al. (2010). Collicular vision guides nonconscious behavior. Journal of Cognitive Neuroscience 22 (5): 888–902.
112. Guntekin, B. and Basar. E. (2014).A review of brain oscillations in perception of faces and emotional pictures. Neuropsychologia 58: 33–51.
113. Changizi, M.A., Zhang,Q., and Shimojo, S. (2006). Bare skin, blood and the evolution of primate colour vision. Biology Letters, 2 (2): 217–221.
114. Buechner, V.L., Maier, M.A., Lichtenfeld, S. et al. (2014). Red – Take a closer look. PLoS One 9 (9): e108111.
115. Ma en, T., Hewett, K., and Roth, M. (2000). Managing is indifferent cultures: A cross-national study of color meanings and preferences.Journal of International Marketing 8 (4): 90–107.
116. Hevner, K. (1935). Experimental studies of the affective value of colors and lines. Journal of Applied Psychology 19 (4): 385–398.
117. Grossman, R.P. and Wisenblit, J.Z. (1999). What we know about consumer’s color choices. Journal of Marketing Practices: Applied Marketing Science 5 (3): 78–88.
118. Kuhbandner, C. and Pekrun, R. (2013). Joint effects of emotion and color on memory. Emotion 13 (3): 375–379.
119. Elliot, A.J. and Maier, M.A. (2007). Color and psychological functioning. Current Directions in Psychological Science 16 (5): 250–254.
120. Lichtenfeld, S., Maier, M. A., Elliot, A. J. et al. (2009). The semantic red effect: Processing the word red undermines intellectual performance. Journal of Experimental Social Psychology 45 (6): 1273–1276.
121. Loeber, S., Vollstädt-Klein, S., Wilden, S. et al. (2011). The effect of pictorial warnings on cigarette packages on attentional bias of smokers. Pharmacology, Biochemistry, and Behavior 98 (2): 292–298.
122. Descartes, R. (1637). Discours de la Méthode.
123. Bossaerts, P. and Murawski, C. (2015). From behavioural economics to neuroeconomics to decision neuroscience: the ascent of biology inresearch on human decision making. Current Opinion in Behavioral Sciences 5 (Supplement C): 37–42.
124. Bechara, A. (2003). The role of emotion in decision-making: Evidence from neurological patients with orbitofrontal damage. Brain and Cognition 55 (1): 30–40.
125. Damasio, A.R. (1994). Descartes’ Error, 336. New York: Harper Collins.
126. Thaler, R.(2015). Misbehaving: The Making of Behavioral Economics, 452. New York: W.W. Norton.
127. Damasio, A.R. (1996). The somatic marker hypothesis and the possible functions of the prefrontal cortex. Philosophical Transactions: Biological Sciences 351 (1346): 1413–1420.
128. Eagleman, D. (2015). The Brain: The Story of You, 224. New York: Pantheon Books.
129. Plutchik, R. and H. Kellerman. (1980). Emotion: Theory, Research and Experience. Vol. 1, 424. London, UK: Academic Press.
130. Coricelli, G., Dolan, R.J., and Sirigu, A. (2007). Brain, emotion and decision-making: The paradigmatic example of regret. Trends in Cognitive Sciences 11 (6): 258–265.
131. Vogel, S. and Schwabe, L. (2016). Learning and memory under stress: Implications for the classroom. npj Science of Learning 1: 16011.
132. Alter, A.L. (2017). Irresistible: The Rise of Addictive Technology and the Business of Keeping Us Hooked, 370. New York: Penguin Press.
133. McGaugh, J.L. (2013). Making lasting memories: Remembering the significant. Proceedings of the National Academy of Sciences, USA 110 (Supplement 2): 10402–10407.
134. Kensinger, E.A. (2009) Remembering the details: Effects of emotion. Emotion Review 1 (2): 99–113.
135. di Pellegrino, G., Fadiga, L., Fogassi, L. et al. (1992). Understanding motor events: A neurophysiological study. Experimental Brain Research 91 (1): 176–180.
136. Dehaene, S., Changeux, J.P., Naccache, L. et al. (2006). Conscious, preconscious, and subliminal processing: A testable taxonomy. Trends inCognitive Sciences 10 (5): 204–211.
137. Ledoux, J.E. (2016). Anxious: Using the Brain to Understand and Treat Fearand Anxiety, 428. New York: Penguin Books.
138. Burke, C. (2015). 100 customer service statistics you need to know. Insight Squared (22 April).
139. Maslow, A.H. (1943). A theory of human motivation. Psychological Review 50 (4): 370–396.
140. Maslow, A.H. (1968). Toward a Psychology of Being, 2e, 212. New York: Van Nostrand Reinhold.
141. Witt, U. (2001). Learning to consume – A theory of wants and the growth of demand. Journal of Evolutionary Economics 11 (1): 23–36.
142. Berns, G.S. and Moore, S.E. (2012). A neural predictor of cultural popularity. Journal of Consumer Psychology 22 (1): 154–160.
143. Du, P. and MacDonald, E.F. (2015). Products’ shared visual features do not cancel in consumer decisions. Journal of Mechanical Design 137 (7): 071409-071409–411.
144. Cowan, N. (2010). The magical mystery four: How is working memory capacity limited, and why? Current Directions in Psychological Science 19 (1): 51–57.
145. Bromage, B.K. and Mayer, R. (1986).Quantitative and qualitative effects of repetition on learning from technical text. Journal of Educational Psychology 78 (4): 271–278.
146. Dimofte, C.V., Johansson, J.K., and Ronkainen, I.A. (2008). Cognitive and affective reactions of U.S. consumers to global brands. Journal of International Marketing 16 (4): 113–135.
147. Cowan, N. (2005). Working Memory Capacity. Essays in Cognitive Psychology, 246. New York: Psychology Press.
148. Gilchrist, A.L., Cowan, N., and Naveh-Benjamin, M. (2008). Working memory capacity for spoken sentences decreases with adult aging: Recallof fewer, but not smaller chunks in older adults. Memory (Hove, England) 16 (7): 773–787.
149. Smith, E.E. and Jonides, J. (1998). Neuroimaging analyses of human working memory. Proceedings of the National Academy of Sciences, USA 95 (20): 12061–12068.
150. Calder, B.J., Insko, C.A., and Yandell, B. (1974). The relation of cognitive and memorial processes to persuasion in a simulated jury trial. Journal of Applied Social Psychology 4 (1): 62–93.
151. Poppenk, J.,Walia,G., McIntosh, A.R. et al. (2008).Why is the meaning of a sentence better remembered than its form? An fMRI study on the role of novelty-encoding processes. Hippocampus 18 (9): 909–918.
152. Alter, A.L. and Oppenheimer, D.M. (2006). Predicting short-term stock fluctuations by using processing fluency. Proceedings of the National Academy of Sciences, USA 103 (24): 9369–9372.
153. Filkukov, P. and Klempe, S.H. (20113). Rhyme as reason in commercial and social advertising. Scandinavian Journal of Psychology 54 (5): 423–431.
154. Novemsky, N., Dhar, R., Schwarz, N. et al. (2007). Preference fluency in choice. Journal of Marketing Research 44 (3): 347–356.
155. Reber,R. and Schwarz,N. (1999). Effects of perceptual fluency on judgments of truth. Consciousness and Cognition 8 (3): 338–342.
156. Shah, A.K. and Oppenheimer, D.M. (2007). Easy does it: The role of fluency in cue weighting. Judgment and Decision Making 2 (6): 371–379.
157. Reber, R., Schwarz, N., and Winkielman, P. (2004). Processing fluency and aesthetic pleasure: Is beauty in the perceiver’s processing experience? Personality and Social Psychology Review, 8 (4): 364–382.
158. Bernard, M. et al. (2002). A comparison of popular online fonts: Which size and type is best? Usability News (10 January).
159. Cialdini, R.B. (2016). Pre-suasion: A Revolutionary Way to Influence and Persuade, 413. New York: Simon & Schuster.
160. Deighton, J., Romer, D., and McQueen, J. (19890. Using drama to persuade. Journal of Consumer Research 16 (3): 335–343.
161. Monroe,K.B. and Lee, A.Y. (1999). Remembering versus knowing: Issues in buyers’ processing of price information. Journal of the Academy of Marketing Science 27 (2): 207.
162. Algom, D., Dekel, A., and Pansky, A. (1996). The perception of number from the separability of the stimulus: The Stroop effect revisited. Memory & Cognition 24 (5): 557–572.
163. Karmarkar,U.R., Shiv, B., and Knutson, B. (2014). Cost conscious? The neural and behavioral impact of price primacy on decision making. Journalof Marketing Research 52 (4): 467–481.
164. Levy, M. (2010). Loss aversion and the price of risk. Quantitative Finance 10 (9): 1009–1022.
165. Abdellaoui, M., Bleichrodt, H., and l’Haridon, O. (2008). A tractable method to measure utility and loss aversion under prospect theory. Journal of Risk and Uncertainty 36 (245): 245–266.
166. Kadous, K., Koonce, L., and Towry, K.L. (2005). Quantification and persuasion in managerial judgement.Contemporary Accounting Research 22 (3): 643–686.
167. Cialdini, R.B. (1993). Influence: The Psychology of Persuasion, rev. ed., 320. New York: Morrow.
168. Fuller, R.G.C. and Sheehy-Skeffington, A. (1974). Effects of group laughter on responses to humourous material, a replication and extension. Psychological Reports 35 (1): 531–534.
169. Festinger, L. (1954). A theory of social comparison processes. Human Relations 7 (2): 117–140.
170. Smith, C.T., De Houwer, J., and Nosek, B.A. (2013). Consider the source: Persuasion of implicit evaluations is moderated by source credibility. Personality and Social Psychology Bulletin 39 (2): 193–205.
171. Yalch, R.F. and Elmore-Yalch, R. (1984). The effect of numbers on the route to persuasion. Journal of Consumer Research 11 (1): 522–527.
172. Dijksterhuis, A., Aarts, H., and Smith, P. (2006). The power of the subliminal: On subliminal persuasion and other potential applications. In: The New Unconscious (ed. R.R. Hassin, J.S. Uleman, and J.A. Bargh). Oxford, UK: Oxford University Press.
173. Simons, D.J. and Chabris, C.F. (1999). Gorillas in our midst: Sustained inattentional blindness for dynamic events. Perception 28 (9): 1059–1074.
174. Ricard, M. (2017). Beyond the Self: Conversations Between Bu hism and Neuroscience, 294. Cambridge, MA: MIT Press.
175. Singer,W. (1999). Neuronal synchrony: A versatile code for the definition of relations? Neuron 24 (1): 111–125.
176. Oishi, Y., Xu, Q., Wang, L. et al. (2017). Slow-wave sleep is controlled by a subset of nucleus accumbens core neurons in mice. Nature Communications 8 (1): 734.
177. Anderson, R.C., Pichert, J.W. and Shirey, L.L. (1983). Effects of the reader’s schema at different points in time.Journal of Educational Psychology 75 (2): 271–279.
178. Pichert, J.W. and Anderson, R.C. (1977). Taking different perspectives on a story. Journal of Educational Psychology 69 (4): 309–315.
179. Gates, B. (2009). Mosquitos, Malaria and Education.TED Talk (4 February).
180. Rogers, T. and Milkman, K.L. (2016). Reminders through association. Psychological Science 27 (7): 973–986.
181. Stadler, M. and Ward, G.C. (2010). The effects of props on story retells in the classroom. Reading Horizons 50 (3): 169–192.
182. Handy, T.C., Grafton, S.T., Shroff, N.M. et al. (2003).Graspable objects grab attention when the potential for action is recognized. Nature Neuroscience 6 (4): 421–427.
183. Damasio, A.R. (2010). Self Comes toMind: Constructing the Conscious Brain, 367. New York: Pantheon Books.
184. Gottschall, J. (2012). The Storytelling Animal: How Stories Make Us Human, 248. Boston, MA: Houghton Mifflin Harcourt.
185. van Laer, T., de Ruyter, K., Visconti, L.M. et al. (2014). The extended transportation-iry model: A meta-analysis of the antecedents and consequences of consumers’ narrative transportation. Journal of Consumer Research 40 (5): 797–817.
186. Mehrabian, A. (1972). Nonverbal Communication, 226. Chicago: Aldine-Atherton.
187. Huth, A.G., de Heer,W.A., Griffiths, T.L. et al. (2016). Natural speech reveals the semantic maps that tile human cerebral cortex. Nature 532 (7600): 453–458.
188. Johnson, D.A. (2016). Newton in the Pulpit, 184.New Sinai Press.
189. Auble, P.M., Franks, J.J., and Soraci, S.A. (1979). Effort toward comprehension: Elaboration or “aha”? Memory & Cognition 7 (6): 426–434.
190. Kember, D. (1996). The intention to both memories and understand: Another approach to learning? Higher Education 31 (3): 341–354.
191. Carlson, K.A. and Shu, S.B. (2007). The rule of three: How the third event signals the emergence of a streak. Organizational Behavior and Human Decision Processes 104 (1): 113–121.
192. Wansink, B., Painter, J.E., and North, J. (2005). Bottomless bowls: Why visual cues of portion size may influence intake. Obesity 13 (1): 93–100.
193. Zeelenberg, M. (1999). Anticipated regret, expected feedback and behavioral decision making. Journal of Behavioral Decision Making 12 (2): 93–106.
194. Ten Brinke, L., Stimson, D., and Carney, D.R. (2014). Some evidence for unconscious lie detection. Psychological Science 25 (5): 1098–1105.
195. Mehrabian, A. and Wiener, M. (1967). Decoding of inconsistent communications. Journal of Personality and Social Psychology 6 (1): 109–114.
196. Moriarty, T. (1975). Crime, commitment, and the responsive bystander: Two field experiments. Journal of Personality and Social Psychology 31 (2):370–376.
197. Cialdini, R.B. (1984). Influence: How and Why People Agree to Things, 302. New York: Morrow.
198. Howard, D.J. (1990). The influence of verbal responses to common greetings on compliance behavior: The foot-in-the-mouth effect. Journal of Applied Social Psychology, 20 (14): 1185–1196.
199. Freedman, J.L. and Fraser, S.C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4 (2): 195–202.
200. Deutsch, M. and Gerard, H.B. (1955). A study of normative and informational social influences upon individual judgement. Journal of Abnormal Psychology 51 (3): 629–636.
201. Dunbar, R.I., Marriott, A., and Duncan, N.D. (1997). Human conversational behavior. Human Nature 8 (3): 231–246.
202. Tamir, D.I. and Mitchell, J.P. (2012). Disclosing information about the self is intrinsically rewarding. Proceedings of the National Academy of Sciences, USA 109 (21): 8038–8043.
203. Burnkrant, R. and Unnava, H. (1995). Effects of self-referencing on persuasion. Journal of Consumer Research 22 (1): 17–26.
204. Escalas, J.E. (2007). Self-referencing and persuasion: Narrative transportation versus analytical elaboration. Journal of Consumer Resarch 33 (4): 421–429.
205. Bargh, J.A. (2017). Before You Know It: The Unconscious Reasons We Do What We Do, 352. New York: Touchstone.
206. Buskist, W. and Saville, B.K. (2001). Creating positive emotional contexts for enhancing teaching and learning. APS Observer 14 (3): 12–13.
207. Tajfel, H., Billig, M.G., Bundy, R.P. et al. (1971). Social categorization and intergroup behaviour. European Journal of Social Psychology 1 (2): 149–178.
208. Tickle-Degnen, L. and Rosenthal, R. (1990). The nature of rapport and its nonverbal correlates. Psychological Inquiry 1(4): 285–293.
209. Wayne, A.H. and Brian, H.K. (1997). Establishing rapport: The secret business tool to success. Managing Service Quality: An International Journal 7 (4): 194–197.
210. Wood, J.A. (2006). NLP revisited: Nonverbal communications and signals of trustworthiness. Journal of Personal Selling & Sales Management 26 (2): 197–204.
211. Iacoboni,M. (2008). Mirroring People: The New Science of How We Connect with Others, 308. New York: Farrar, Straus and Giroux.
212. Preston, S.D., Bechara, A., Damasio, H. et al. (2007). The neural substrates of cognitive empathy. Social Neuroscience, 2 (3–4): 254–275.
213. Coch, D., Dawson, G., and Fisher, K.W. (2010). Human Behavior Learning, and the Developing Brain. London: Guilford Press.
214. Nygaard, L.C. and Queen, J.S. (2008). Communicating emotion: Linking affective prosody and word meaning. Journal of Experimental Psychology, Human Perception and Performance, 34 (4): 1017–1030.
215. Betts, K., (2009). Lost in translation: Importance of effective communication in online education. Online Journal of Distance Learning Administration 12 (2).
216. Rodriguez-Ferreiro, J., Gennari, S.P., Davies, R. et al. (2011). Neural correlates of abstract verb processing. Journal of Cognitive Neuroscience 23 (1): 106–118.
217. Jefferies, E., Frankish, C., and Noble, K. (2011). Strong and long: Effects of word length on phonological binding in verbal short-term memory. The Quarterly Journal of Experimental Psychology 64 (2): 241–260.
218. Sabsevitz, D.S., Medler, D.A., Seidenberg, M. et al. (2005). Modulation of the semantic system by word iability. Neuroi 27 (1):188–200.
219. Nieuwland, M.S. and Kuperberg, G.R. (2008). When the truth is not too hard to handle: An event-related potential study on the pragmatics of negation. Psychological Science 19 (12): 1213–1218.
220. Larcker, D.F. and Zakolyukina, A.A. (2012). Detecting deceptive discussions in conference calls. Journal of Accounting Research 50 (2): 495–540.
221. Newberg, A.B. and Waldman, M.R. (2012). Words Can Change Your Brain: 12 Conversation Strategies to Build Trust, Resolve Conflict, and Increase Intimacy, 274. New York: Hudson Street Press.
222. Ludlow, C. (2005).Central nervous system control of the laryngeal muscles in humans. Respiratory, Physiology & Neurobiology 147 (2–3): 205–222.
223. Tang, C., Hamilton, L.S., and Chang, E.F. (2017). Into national speech prosody encoding in the human auditory cortex. Science 357 (6353): 797–801.
224. Schirmer, A. (2010). Mark my words: Tone of voice changes affective word representations in memory. PLoS One 5 (2): e9080.
225. Leaderbrand, K., Morey, A., and Tuma, L. (2008). The effects of voice pitch on perceptions of attractiveness: Do you sound hot or not? WinonaState University Psychology Student Journal (January).
226. Bryant, G.A. and Haselton, M.G. (2009). Vocal cues of ovulation inhuman females. Biology Letters 5 (1): 12 15.
227. Cheng, J.T., Tracy, J.L., Ho, S. et al. (2016). Listen, follow me: Dynamic vocal signals of dominance predict emergent social rank in humans. Journalof Experimental Psychology. General 145 (5): 536–547.
228. Ko, S.J., Sadler, M.S., and Galinsky, A.D. (2015). The sound of power: Conveying and detecting hierarchical rank through voice. Psychological Science 26 (1): 3–14.
229. Miller, N., Maruyama, G., Beaber, R.J. et al. (1976). Speed of speech and persuasion. Journal of Personality and Social Psychology 34 (4):615–624.
230. Gibson, B.S., Eberhard, K.M., and Bryant, T.A. (2005). Linguistically mediated visual search: The critical role of speech rate. Psychonomic Bulletin & Review 12 (2): 276–281.
231. Kendall, T. (2013). Speech Rate, Pause, and Sociolinguistic Variation: Studies in Corpus Sociophonetics, 247. New York: Palgrave Macmillan.
232. MacGregor, L., Corley, M., and Donaldson, D.I., (2010). Listening to the sound of silence: Disfluent silent pauses in speech have consequences for listeners. Neuropsychologia 48 (14): 3982–3992.
233. Enos, F., Shriberg, E., Graciarena, M. et al. (2007). Detecting Deception Using Critical Segments. New York: Columbia University Academic Commons.
234. Peterson, R.A., Cannito, M.P., and Brown, S.P. (1995). An exploratory investigation of voice characteristics and selling effectiveness. Journal of Personal Selling & Sales Management 15 (1): 1–15.
235. Iyer, N., Brungart, D., and Simpson, B. (2010). Effects of target-masker contextual similarity on the multimasker penalty in a three-talker diotic listening task. Journal of the Acoustical Society of America 128 (5): 2998–3110.
236. Ljung, R., Sörqvist, P., and Hygge, S. (2009). Effects of traffic noise and irrelevant speech on children’s reading and mathematical performance. Noise Health 11 (45): 194–198.
237. Marsh, J.E. and Jones, D.M. (2010). Cross-modal distraction by background speech: What role for meaning? Noise Health, 12 (49):210–216.
238. Aune, R.K. and Kikuchi, T. (1993). Effects of language intensity similarity on perceptions of credibility relational attributions, and persuasion. Journal of Language and Social Psychology 12 (3): 224–238.
239. Dupuis, K. and Pichora-Fuller, M.K. (2010).Use of affective prosody by young and older adults. Psychology and Aging 25 (1): 16–29.
240. Ishii, K., Reyes, J., and Kitayama, S. (2003). Spontaneous attention to word content versus emotional tone: Differences among three cultures. Psychological Science 14 (1): 39–46.
241. Ekman, P. (2007). Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life, 2e, 290. New York: Owl Books.
242. Ekman, P., Davidson, R.J., and Friesen, W.V. (1990). The Duchenne smile: Emotional expression and brain physiology II. Journal of Personality and Social Psychology 58 (2): 342–353.
243. Chaminade, T., Zecca, M., Blakemore, S.-J. et al. (2010). Brain response to a humanoid robot in areas implicated in the perception of human emotional gestures. PLoS One 5 (7): e11577.
244. Chang, L. and Tsao, D.Y. (2017). The code for facial identity in the primate brain. Cell, 169 (6): 1013–1028.e14.