Bibliografía. Influencia. La psicología de la persuasión

 

BIBLIOGRAFÍA

 

 

Aaker, D. A.: Managing brand equity, Free Press, Nueva York 1991: Free Press [Gestión del valor de la marca: capitalizar el valor de la marca, trad. de Roberto Álvarez del Blanco, Díaz de Santos, Madrid 1994]

 

Abrahamse, W. y L. Steg, «Social influence approaches to encourage resource conservation: A meta-analysis», en Global Environmental Change, núm. 23 (2013), págs. 1773–1785.

 

Achen, C. H., y L. M. Bartels, Democracy for realists: Why elections do not produce responsive government, Princeton University Press, Princeton 2017.

 

Adarves-Yorno, I., S. A. Haslam y T. Postmes, «And now for something completely different? The impact of group membership on perceptions of creativity», en Social Influence, núm. 3 (2008), págs. 248–266.

 

Agerström, J., R. Carlsson, L. Nicklasson y L. Guntell, «Using descriptive social norms to increase charitable giving: The power of local norms», en Journal of Economic Psychology, núm. 52 (2016), págs. 147–153, http://dx.doi.org/10.1016/j.joep.2015.12.007.

 

Aggarwal, P., S. Y. Jun y J. H. Huh, «Scarcity messages», en Journal of Advertising, núm. 40 (2011), págs. 19–30. http://dx.doi.org/10.2753/JOA0091-3367400302.

 

Albarracin, D. y R. S. Wyer, «Elaborative and nonelaborative processing of a behavior-related communication», en Personality and Social Psychology Bulletin, núm. 27 (2001), págs. 691–705.

 

Alison, L. y E. Alison, «Revenge versus rapport: Interrogation, terrorism, and torture», en American Psychologist, núm. 72 (2017), págs. 266–277.

 

Algoe, S. B., «Find, remind, and bind: The functions of gratitude in everyday relationships», en Social and Personality Psychology Compass, núm. 6 (2012), págs. 455–469.

 

Algoe, S. B., S. L. Gable y N. Maisel, «It’s the little things: Everyday gratitude as a booster shot for romantic relationships», en Personal Relationships, núm. 17 (2010), págs. 217–233.

 

Algoe, S. B. y R. Zhaoyang, «Positive psychology in context: Effects of expressing gratitude in ongoing relationships depend on perceptions of enactor responsiveness», en Journal of Positive Psychology, núm. 11 (2016), págs.. 399–415, http://dx.doi.org/10.1080/17439760.2015.1117131.

 

Allcott, H.: «Social norms and energy conservation», en Journal of Public Economics, núm. 95 (2011), págs. 1082–1095, http://dx.doi.org/10.1016/j.jpubeco.2011.03.003.

 

Allcott, H. y T. Rogers, «The short-run and long-run effects of behavioral interventions: Experimental evidence from energy conservation», en American Economic Review, núm. 104 (2014), págs. 3003-37.

 

Allison, S. T., D. M. Mackie, M. M. Muller y L. T. Worth, «Sequential correspondence biases and perceptions of change», en Personality and Social Psychology Bulletin, núm. 19 (1993), págs. 151–157.

 

Allison, S. T. y D. M. Messick, «The feature-positive effect, attitude strength, and degree of perceived consensus», en Personality and Social Psychology Bulletin, núm. 14, (1988), págs. 231–241.

 

Al Ramiah, A. y M. Hewstone, «Intergroup contact as a tool for reducing, resolving, and preventing intergroup conflict: Evidence, limitations, and potential», en American Psychologist, núm. 68 (2013), págs. 527–542. http://dx.doi.org/10.1037/a0032603.

 

Ames, D. L., A. C. Jenkins, M. R. Banaji y J. P. Mitchell, J. P., «Taking another person’s perspective increases self-referential neural processing», en Psychological Science, núm. 19 (2008), págs. 642–644. https://doi.org/10.1111/j.1467-9280.2008.02135.x.

 

Ampel, B. C., M. Muraven y E. C. McNay, «Mental work requires physical energy: Self-control is neither exception nor exceptional», en Frontiers in Psychology, núm. 9 (2018), pág. 1005. https://doi.org/10.3389/fpsyg.2018.01005.

 

Anderson, M., After Phrenology: Neural Reuse and the Interactive Brain, The MIT Press, Cambridge, 2014.

 

Anderson, E. y D. Simester, «Mind your pricing cues», en Harvard Business Review, núm. 81 (2003), págs. 103–134.

 

Anderson, S. M. y P. G. Zimbardo, «On resisting social influence», en Cultic Studies Journal, núm. 1 (1984), págs. 196–219.

 

Andor, M. A. y K. M. Fels, «Behavioral economics and energy conservation—a systematic review of non-price interventions and their causal effects», en Ecological Economics, núm. 148 (2018), págs. 178–210.

 

Antonovics, K. y B. G. Knight, «A new look at racial profiling: Evidence from the Boston Police Department», en Review of Economics and Statistics, núm. 91 (2009), págs. 163–177.

 

Aramovich, N. P., B. L. Lytle y L. J. Skitka, «Opposing torture: Moral conviction and resistance to majority influence», en Social Influence, núm. 7 (2012), págs. 21–34.

 

Arbuckle, N. L y W. A. Cunningham, «Understanding everyday psychopathy: Shared group identity leads to increased concern for others among undergraduates higher in psychopathy», en Social Cognition, núm. 30 (2012), págs. 564–583. https://doi.org/10.1521/soco.2012.30.5.564.

 

Arizona Republic, «For women, all’s pheromones in love, war», E19, 7 de marzo de 1999.

 

Armstrong, J. S., Persuasive advertising, Palgrave Macmillan, Londres 2010.

 

Arnocky, S., E. Bozek, C. Dufort, S. Rybka y R. Herbert, «Celebrity opinion influences public acceptance of human evolution», en Evolutionary Psychology, 2018, https://doi.org/10.1177/1474704918800656.

 

Aron, A., E. N. Aron, M. Tudor y G. Nelson, «Self-relationships as including other in the self», en Journal of Personality and Social Psychology, núm. 60 (1991), págs. 241–253.

 

Aron, A., E. Melinat, E. N. Aron, R. D. Vallone y R. J. Bator, «The experimental generation of interpersonal closeness: A procedure and some preliminary findings», en Personality and Social Psychology Bulletin, núm. 23 (1997), págs. 363–377.

 

Aronson, E., «The jigsaw route to learning and liking», en Psychology Today (1975), págs. 43–50.

 

Aronson, E. y J. Mills, «The effect of severity of initiation on liking for a group», en Journal of Abnormal and Social Psychology, núm. 59 (1959), págs. 177–181.

 

Aronson, E., C. Stephan, J. Sikes, N. Blaney y M. Snapp, The jigsaw classroom, Sage, Beverly Hills 1978.

 

Aronson, E. y C. Tavris, «The role of cognitive dissonance in the pandemic», en The Atlantic, 20 de julio de 2020, www.theatlantic.com/ideas/archive/2020/07/role-cognitive-dissonance-pandemic/614074.

 

Ashmore, R. D., V. Ramchandra y R. A. Jones, «Censorship as an attitude change induction», artículo presentado en la reunión de la Eastern Psychological Association [Asociación Psicológica del Este], (1971), Nueva York.

 

Ashokkumar, A., M. Galaif, W. B. Swann, «Tribalism can corrupt: Why people denounce or protect immoral group members», en Journal of Experimental Social Psychology, núm. 85 (2019). https://doi.org/10.1016/j.jesp.2019.103874.

 

Asimov, I., «The Miss America pageant», en TV Guide (1975).

 

Atalay, A. S., H. O. Bodur y D. Rasolofoarison, «Shining in the center: Central gaze cascade effect on product choice», en Journal of Consumer Research, núm. 39 (2012), págs. 848–856.

 

Aune, R. K. y M. C. Basil, «A relational obligations approach to the foot-in-the-mouth effect», en Journal of Applied Social Psychology, núm. 24 (1994), págs. 546–556.

 

Australian (2009), Coin by coin, B14.

 

Ayres, I., S. Raseman y A. Shih, «Evidence from two large field experiments that peer comparison feedback can reduce residential energy usage», en Journal of Law, Economics, and Organization, núm. 29 (2013), págs. 992–1022, http://dx.doi.org/10.1093/jleo/ews02056.

 

Bai, X., M. R. Ramos y S. T. Fiske, «As diversity increases, people paradoxically perceive social groups as more similar», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 12741–12749, https://doi.org/10.1073/pnas.2000333117.

 

Bailenson, J. N. y N. Yee, «Digital chameleons: Automatic assimilation of nonverbal gestures in immersive virtual environments», en Psychological Science, núm. 16 (10) (2005), págs. 814–819, https://doi.org/10.1111/j.1467-9280.2005.01619.x.

 

Bailenson, J. N., S.Iyengar, N. Yee y N. A. Collins, «Facial similarity between voters and candidates causes influence», en Public Opinion Quarterly, núm. 72 (2008), págs. 935–961.

 

Balancher, S., Y. Liu y A. Stock, «An empirical analysis of scarcity strategiesin the automobile industry», en Management Science, núm. 10 (2009), págs. 1623–1637.

 

Balliet, D., , J. Wu y C. K. W. De Dreu, «Ingroup favoritism in cooperation: A meta-analysis», en Psychological Bulletin, núm. 140 (2014), págs. 1556–1581.

 

Bandura, A., J. E. Grusec y F. L. Menlove, «Vicarious extinction of avoidance behavior», en Journal of Personality and Social Psychology, núm. 5 (1967), págs. 16–23.

 

Bandura, A. y F. L. Menlove, «Factors determining vicarious extinction of avoidance behavior through symbolic modeling», en Journal of Personality and Social Psychology, núm. 8 (1968), págs. 99–108.

 

Bannan, N. (ed.). Music, language, and human evolution, Oxford University Press, Oxford 2012.

 

Barden, J., D. D. Rucker y R. E. Petty, «“Saying one thing and doing another”: Examining the impact of event order on hypocrisy judgments of others», en Personality and Social Psychology Bulletin, núm. 31 (2005), págs. 1463–1474, https://doi.org/10.1177/0146167205276430.

 

Bargh, J. A. y E. L. Williams, «The automaticity of social life», en Current Directions in Psychological Science, núm. 15 (2006), págs. 1–4.

 

Barlow, F. K., S. Paolini, A. Pedersen, M. J. Hornsey, H. R. M. Radke, J. Harwood, M. Rubin y C. G. Sibley, «The contact caveat: Negative contact predicts increased prejudice more than positive contact predicts reduced prejudice», en Personality and Social Psychology Bulletin, núm. 38 (2012), págs. 1629–1643, https://doi.org/10.1177/0146167212457953.

 

Barnett, M. A., F. W. Sanborn, y A. C. Shane, «Factors associated with individuals’ likelihood of engaging in various minor moral and legal violations», en Basic and Applied Social Psychology, núm. 27 (2005), págs. 77–84, http://doi.org/10.1207/s15324834basp2701_8.

 

Barone, M. J. y T. Roy, «The effect of deal exclusivity on consumer response to targeted price promotions: A social identification perspective», en Journal of Consumer Psychology, núm. 20 (2010), págs. 78–89.

 

Bastardi, A. y E. Shafir, «Nonconsequential reasoning and its consequences», en Current Directions in Psychological Science, núm. 9 (2000), págs. 216–219.

 

Bastian, B., J. Jetten y L. J. Ferris, «Pain as social glue: shared pain increases cooperation», en Psychological Science, núm. 25 (2014), págs. 2079–2085, https://doi.org/10.1177/0956797614545886.

 

Bawden, D. y L. Robinson, «The dark side of information: Overload, anxiety and other paradoxes and pathologies», en Journal of Information Science, núm. 35 (2009), págs. 180–191.

 

Benjamin, J. «Market research fail: How New Coke became the worst flub of all time», en Business 2 Community (2015), www.business2community.com/consumer-marketing/market-research-fail-new-coke-became-worst-flub-time-01256904.

 

Benson, P. L., S. A. Karabenic R. M. y Lerner, «Pretty pleases: The effects of physical attractiveness on race, sex, and receiving help», en Journal of Experimental Social Psychology, núm. 12 (1976), págs. 409–415.

 

Benton, A. A., H. H. Kelley y B. Liebling, «Effects of extremity of offers and concession rate on the outcomes of bargaining», en Journal of Personality and Social Psychology, núm. 24 (1972), págs. 73–83.

 

Bergquist, M., A. Nilsson, y W. P. Schultz, «A meta-analysis of field experiments using social norms to promote pro-environmental behaviors», en Global Environmental Change, núm. 58 (2019), doi.org/10.1016/j.gloenvcha.2019.101941.

 

Bernache-Assolant, I., M-F. Lacassagne, y J. H. Braddock, «Basking in reflected glory and blasting: Differences in identity management strategies between two groups of highly identified soccer fans», en Journal of Language and Social Psychology, núm. 26 (2007), págs. 381–388.

 

Berndsen, M. y C. McGarty, «Perspective taking and opinions about forms of reparation for victims of historical harm», en Personality and Social Psychology Bulletin, núm. 38 (2012), págs. 1316–1328, https://doi.org/10.1177/0146167212450322.

 

Bernieri, F. J. «Coordinated movement and rapport in teacher-student interactions», en Journal of Nonverbal Behavior, núm. 12 (1988), págs. 120–138.

 

Berns, G. S., J.Chappelow, C. F.Zink, G. Pagnoni, M. E. Martin-Skuski y J. Richards, «Neurobiological correlates of social conformity and Independence during mental rotation», en Biological Psychiatry, núm. 58 (2005), págs. 245–253.

 

Bickman, L., «The social power of a uniform», en Journal of Applied Social Psychology, núm. 4 (1974), págs. 47–61.

 

Binning, K. R., K N.aufmann, E. M. McGreevy, O. Fotuhi, S. Chen, E. Marshman, Z. Y. Kalender, L. Limeri, L. Betancur y C. Singh, «Changing social contexts to foster equity in college science courses: An ecological-belonging intervention», en Psychological Science, núm. 31 (2020), págs. 1059–1070. https://doi.org/10.1177/0956797620929984.494

 

Bizer, G. Y. y J. A. Krosnick, «Exploring the structure of strength-related attitude features: The relation between attitude importance and attitude accessibility», en Journal of Personality and Social Psychology, núm. 81 (2001), págs. 566–586, https://doi.org/10.1037/0022-3514.81.4.566.

 

Blake, R. y J. Mouton, «Intergroup problem solving in organizations: From theory to practice», en The social psychology of intergroup relations, W. Austin and S. Worchel (eds.), Brooks/Cole, Monterey 1979, págs. 19–32.

 

Blanco, F., B. Gómez-Fortes, y H. Matute, «Causal illusions in the service of political attitudes in Spain and the United Kingdom», en Frontiers in Psychology, núm. 28 (2018), https//:doi.org/10.3389/fpsyg.2018.01033.

 

Blass, T., The man who shocked the world: The life and legacy of Stanley Milgram, Basic Books, Nueva York 2004.

 

Blass, T., «A cross-cultural comparison of studies of obedience using the Milgram paradigm: A review», en Social and Personality Psychology Compass, núm. 6 (2012), págs. 196–205.

 

Boen, F., N. Vanbeselaere, M. Pandelaere, S. Dewitte, B. Duriez, B. Snauwaert, J. Feys, V. Dierckx y E. Van Avermaet, «Politics and basking-in-reflected-glory», en Basic and Applied Social Psychology, núm. 24 (2002), págs. 205–214.

 

Boh, W. F. y S-S. Wong, «Managers versus co-workers as referents: Comparing social influence effects on within-and outside-subsidiary knowledge sharing», en Organizational Behavior and Human Decision Processes, núm. 126 (2015), págs. 1–17.

 

Bollen, K. A. y D. P. Phillips, «Imitative suicides: A national study of the effects of television news stories», en American Sociological Review, núm. 47 (1982), págs. 802–809.

 

Bomey, N. «Nissan Rogue gets a galactic sales boost from “Star Wars"», en Arizona Republic, B4 (2017).

 

Bond, M. H. y P. B. Smith, «Culture and conformity: A meta-analysis of studies using Asch’s (1952b, 1956) line judgment task», en Psychological Bulletin, núm. 119 (1996), págs. 111–137.

 

Bond, R., C. J. Fariss, J. J. Jones, A. D. I. Kramer, C. Marlow, J. E. Settle, y J. H. Fowler, «A 61-million person experiment in social influence and political mobilization», en Nature, núm. 489 (2012), págs. 295–298, https://doi.org/10.1038/nature11421.

 

Bonneville-Roussy, A., P. J.Rentfrow, J. Potter y M. K. Xu, «Music through the ages: Trends in musical engagement and preferences from adolescence through middle adulthood», en Journal of Personality and Social Psychology, núm. 105 (2013), págs. 703–717.

 

Boothby, E. J. y V. K. Bohns, «Why a simple act of kindness is not as simple as it seems: Underestimating the positive impact of our compliments on others», en Personality and Social Psychology Bulletin, 2020, https://doi.org/10.1177/0146167220949003.

 

Borgida, E., C. Conner y L. Manteufal, «Understanding living kidney donation: A behavioral decisión making perspective», en Helping and being helped, S. Spacapan and S. Oskamp (eds.), Sage, Newbury Park 1992, págs. 183–212.

 

Borman, G. D., C. S.Rozek, J. Pyne y P. Hanselman, «Reappraising academic and social adversity improves middle school students’ academic achievement, behavior, and well-being», en Proceedings of the National Academy of Sciences, núm. 116 (2019), págs. 16286–16291, https://doi.org/10.1073/pnas.1820317116.

 

Bornstein, R. F., D. R. Leone y D. J. Galley, «The generalizability of subliminal mere exposure effects», en Journal of Personality and Social Psychology, núm. 53 (1987), págs. 1070–1079.

 

Bouchard, T. J., N. L. Segal, A. Tellegen, M. McGue, M. Keyes y R. Krueger, «Evidence for the construct validity and heritability of the Wilson-Paterson conservatism scale: A reared-apart twins study of social attitudes», en Personality and Individual Differences, núm. 34 (2003), págs. 959–969.

 

Bourgeois, M. J., «Heritability of attitudes constrains dynamic social impact», en Personality and Social Psychology Bulletin, núm. 28 (2002), págs. 1063–1072.

 

Brandt, M. J. y C. Reyna, «The chain of being: A hierarchy of morality», en Perspectives on Psychological Science, núm. 6 (2011), págs. 428–446.

 

Brehm, J. W., A theory of psychological reactance, Academic Press, Nueva York 1966.

 

Brehm, S. S., «Psychological reactance and the attractiveness of unattainable objects: Sex differences in children’s responses to an elimination of freedom», en Sex Roles, núm. 7 (1981), págs. 937–949.

 

Brehm, S. S. y M. Weintraub, «Physical barriers and psychological reactance: Two-year-olds’ responses to threats to freedom», en Journal of Personality and Social Psychology, núm. 35 (1977), págs. 830–836.

 

Brendl, C. M., A. Chattopadhyay, B. W. Pelham y M. Carvallo, «Name letter branding: Valence transfers when product specific needs are active», en Journal of Consumer Research, núm. 32 (2005), págs.  405–415, https://doi.org/10.1086/497552.

 

Bridge, J. A., J. B.Greenhouse, D. Ruch, J. Stevens, J. Ackerman, A. H. Sheftall, L. M. Horowitz, K. J. Kelleher y J. V. Campo, «Association between the release of Netflix’s 13 Reasons Why and suicide rates in the United States: An interrupted times series analysis», en Journal of the American Academy of Child and Adolescent Psychiatry, 2019,  https://doi.org/10.1016/j.jaac.2019.04.020.

 

Briñol, P., R. E. Petty y S. C. Wheeler, «Discrepancies between explicit and implicit self-concepts: Consequences for information processing», en Journal of Personality and Social Psychology, núm. 91 (2006), págs. 154–170.

 

Brockner, J. y J. Z. Rubin, Entrapment in escalating conflicts: A social psychological analysis, Springer-Verlag, Nueva York 1985.

 

Bronnenberg, B. J., S. K. Dhar y J.-P. Dubé, «Consumer packaged godos in the United States: National brands, local branding», en Journal of Marketing Research, núm. 44 (2007), págs. 4–13, https://doi.org/10.1509/jmkr.44.1.004.

 

Broockman, D. y J. Kalla, «Durably reducing transphobia: A field experiment on door-to-door canvassing», en Science, núm. 352 (2016), págs. 220–224.

 

Brown, J. L., K. D. Drake y L. Wellman, «The benefits of a relational approach to corporate political activity: Evidence from political contributions to tax policymakers», en Journal of the American Taxation Association, núm. 37 (2015), págs. 69–102.

 

Brown, S. L., T. Asher y R. B. Cialdini, «Evidence of a positive relationship between age and preference for consistency», en Journal of Research in Personality, núm. 39 (2005), págs. 517–533.

 

Browne, W. y M. Swarbrick-Jones, «What works in e-commerce: A meta-analysis of 6700 online experiments», en Qubit Digital LTD (2017).

 

Brownstein, R. y R. Katzev, «The relative effectiveness of three compliance techniques in eliciting donations to a cultural organization», en Journal of Applied Social Psychology, núm. 15 (1985), págs. 564–574.

 

Bruneau, E. G., N. S. Kteily y A. Urbiola, «A collective blame hypocrisy intervention enduringly reduces hostility towards Muslims», en Nature Human Behaviour, núm. 4 (2020), págs. 45–54, https://doi.org/10.1038/s41562-019-0747-7.

 

Buchan, N. R., M. B. Brewer, G. Grimalda, R. K. Wilson, E. Fatas y M. Foddy, «Global social identity and global cooperation», en Psychological Science, núm. 22 (2011), págs. 821–828.

 

Budesheim, T. L. y S. J. DePaola, «Beauty or the beast? The effects of appearance, personality, and issue information on evaluations of political candidates», en Personality and Social Psychology Bulletin, núm. 20 (1994), págs. 339–348.

 

Bullack, A., C. Gass, U. M. Nater, y G. Kreutz, «Psychobiological effects of choral singing on affective state, social connectedness, and stress: Influences of singing activity and time course», en Frontiers of Behavioral Neuroscience, núm. 12 (2018), pág. 223, https://doi.org/10.3389/fnbeh.2018.00223.

 

Burger, J. M.. «Replicating Milgram: Would people still obey today?», en American Psychologist, núm. 64 (2009), págs. 1–11.

 

Burger, J. M. y D. F. Caldwell, «The effects of monetary incentives and labeling on the foot-in-the-door effect», en Basic and Applied Social Psychology, núm. 25 (2003), págs. 235–241.

 

Burger, J. M. y D. F. Caldwell, «When opportunity knocks: The effect of a perceived unique opportunity on compliance», en Group Processes & Intergroup Relations, núm. 14 (2011), págs. 671–680.

 

Burger, J. M. y D. Caputo, «The low-ball compliance procedure: a meta-analysis», en Social Influence, núm. 10 (2015), págs. 214–220. DOI: 10.1080/15534510.2015.1049203.

 

Burger, J. M., M. Horita, L. Kinoshita, K. Roberts, y C. Vera, «Effects of time on the norm of reciprocity», en Basic and Applied Social Psychology, núm. 19 (1997), págs. 91–100.

 

Burger, J. M., N. Messian, S. Patel, A. del Prado y C. Anderson, «What a coincidence! The effects of incidental similarity on compliance», en Personality and Social Psychology Bulletin, núm. 30 (2004), págs. 35–43.

 

Burger, J. M. y R. E. Petty, «The low-ball compliance technique: Task or person commitment?», en Journal of Personality and Social Psychology, núm. 40 (1981), págs. 492–500.

 

Burgoon, M., E. Alvaro, J. Grandpre, y M. Voulodakis, «Revisiting the theory of psychological reactance», en The persuasión handbook: Theory and practice, J. P. Dillard y M. Pfau (eds.), Sage, Thousand Oaks 2002, págs. 213–232.

 

Burnstein, E., C. Crandall y S. Kitayama, «Some neo-Darwin decisión rules for altruism: Weighing cues for inclusive fitness as a function of the biological importance of the decisión», en Journal of Personality and Social Psychology, núm. 67 (1994), págs. 773–789.

 

Bushman, B. J., «The effects of apparel on compliance», en Personality and Social Psychology Bulletin, núm. 14 (1988), págs. 459–467.

 

—, «Effects of warning and information labels on attraction to television violence in viewers of different ages», en Journal of Applied Social Psychology, núm. 36 (2006), págs. 2073–2078. https://doi.org/10.1111/j.0021-9029.2006.00094.x.

 

Buttleman, D. y R. Bohm, «The ontogeny of the motivation that underlies in-group bias», en Psychological Science, núm. 25 (2014), págs. 921–927.

 

Buttrick, N., R. Moulder y S. Oishi, «Historical change in the moral foundations of political persuasión», en Personality and Social Psychology Bulletin, núm. 46 (2020), págs. 1523-1537. doi:10.1177/0146167220907467.

 

Cadinu, M. R. y M. Rothbart, «Self-anchoring «and differentiation processes in the minimal group setting», en Journal of Personality and Social Psychology, núm. 70 (1996), págs. 666–677.

 

Cai, H., Y. Chen y H. Fang, «Observational learning: Evidence from a randomized natural field experiment», en American Economic Review, núm. 99 (2009), págs. 864–882.

 

Campbell, M. W. y F. B. M. de Waal, «Methodological problems in the study of contagious yawning», en Frontiers in Neurology and Neuroscience, núm. 28 (2010), págs. 120–127.

 

Cappella, J. N., «Behavioral and judged coordination in adult informal social interactions: Vocal and kinesic indicators», en Journal of Personality and Social Psychology, núm. 72 (1997), págs. 119–131.

 

Carducci, B. J., P. S. Deuser, A. Bauer, M. Large y M. Ramaekers, «An application of the foot-in-the-door technique to organ donation», en Journal of Business and Psychology, núm. 4 (1989), págs. 245–249.

 

Carey, B., «Mass killings may have created contagion, feeding on itself», en New York Times (2016), Nueva York, A11.

 

Caro, R. A., The passage of power. Vol. 4 de The years of Lyndon Johnson, Knopf, Nueva York 2012.

 

Carpenter, C. J., «A meta-analysis of the effectiveness of the “But You Are Free” compliance-gaining technique», en Communication Studies, núm. 64 (2013), págs. 6–17, https://doi.org/10.1080/10510974.2012.727941.

 

Carr, N., The shallows: What the internet is doing to our brains,  W. W. Norton, Nueva York 2010 [Superficiales: ¿qué está haciendo Internet con nuestras mentes?, trad. de P. Cifuentes, Punto de Lectura, Madrid 2018]

 

Carter, S. E. y L. J. Sanna, «Are we as good as we think? Observers’ perceptions of indirect self-presentation as a social influence tactic», en Social Influence, núm. 1 (2006), págs. 185–207, https://doi.org/10.1080/15534510600937313.

 

Catapano, R., Z. L. Tormala y D. D. Rucker, «Perspective taking and self-persuasion: Why “putting yourself in their shoes” reduces openness to attitude change», en  Psychological Science, núm. 30 (2019), págs.  424–435. https://doi.org/10.1177/0956797618822697.

 

Cavazza, N., «When political candidates “go positive”: The effects of flattering the rival in political communication», en Social Influence, núm. 11 (2016), págs. 166–176. https://doi.org/10.1080/15534510.2016.1206962.

 

Čehajić, S. y R. Brown, «Silencing the past: Effects of intergroup contact on acknowledgment of in-group responsibility», en Social Psychological and Personality Science, núm. 1 (2010), págs. 190–196. https://doi.org/10.1177/1948550609359088.

 

Čehajić-Clancy, S., D. A. Effron, E. Halperin, V. Liberman y L. D. Ross, L. D., «Affirmation, acknowledgment of in-group responsibility, group-based guilt and support for reparative measures», en Journal of Personality and Social Psychology, núm. 101 (2011), págs. 256–270.

 

Chagnon, N. A. y P. E. Bugos, «Kin selection and conflict: An analysis of a Yanomano ax fight», en N. A. Chagnon y W. Irons (eds.), Evolutionary biology and social behavior, Duxbury, North Scituate 1979, págs. 213–238.

 

Chaiken, S., «Communicator physical attractiveness and persuasión», en Journal of Personality and Social Psychology, núm. 37 (1979), págs. 1387–1397.

 

Chaiken, S., «Physical appearance and social influence», en Physical appearance, stigma, and social behavior: The Ontario Symposium, C. P. Herman, M. P. Zanna, y E. T. Higgins (eds.), Lawrence Erlbaum, Hillsdale 1986, vol. 3, págs. 143–177.

 

Chajut, E. y D. Algom, «Selective attention improves under stress», en Journal of Personality and Social Psychology, núm. 85 (2003), págs. 231–248.

 

Chambers, J. R., B. R. Schlenker y B. Collisson, «Ideology and prejudice: The role of value conflicts», en Psychological Science, núm. 24 (2013), págs. 140–149.

 

Chan, C., J. Berger y L. Van Boven, «Identifiable but not identical: Combining social identity and uniqueness motives in choice», en Journal of Consumer Research, núm. 39 (2012), págs. 561–573. https://doi.org/10.1086/664804.

 

Chan, E. y J. Sengupta, «Insincere flattery actually works: A dual attitudes perspective», en Journal of Marketing Research, núm. 47 (2010), págs. 122–133.

 

Cheng, L., M. Hao, L. Xiao y F. Wang, «Join us: Dynamic norms encourage women to pursue STEM», en Current Psychology (2020), https://doi.org/10.1007/s12144-020-01105-4.

 

Chernyak, N., K. L. Leimgruber, Y. C. Dunham, J. Hu, y P. R. Blake, «Paying back people who harmed us but not people who helped us: Direct negative reciprocity precedes direct positive reciprocity in early development», en Psychological Science (2019), https://doi.org/10.1177/0956797619854975.

 

Christakis, N. A. y J. H. Fowler, «Friendship and natural selection», en Proceedings of the National Academy of Sciences, núm. 111 (2014), págs.  10796–10801. https://doi.org/10.1073/pnas.1400825111.

 

Chugani, S., J. E. Irwin y J. P. Redden, «Happily ever after: The effect of identity-consistency on product satiation», en Journal of Consumer Research, núm. 42 (2015), págs. 564–577. https://doi.org/10.1093/jcr/ucv040.

 

Cialdini, R. B., «Crafting normative messages to protect the environment», en Current Directions in Psychological Science, núm. 12 (2003), págs. 105–109.

 

—, «Professionally responsible communication with the public: Giving psychology a way», en Personality and Social Psychology Bulletin, núm. 23 (1997), págs.  675–683.

 

—, Pre-Suasion: A revolutionary way to influence and persuade, Simon & Schuster, Nueva York 2016 [Pre-suasión: un método revolucionario para influir y persuadir, trad. de María Serrano Giménez, Conecta, Madrid 2017]

 

—, «Why the world is turning to behavioral science», en A. Samson (ed.), The behavioral economics guide 2018 (2018), págs. vii–xiii. www.behavioraleconomics.com/the-behavioral-economics-guide-2018.

 

Cialdini, R. B. y K. Ascani, «Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood», en Journal of Applied Psychology, núm. 61 (1976), págs. 295–300.

 

Cialdini, R. B., R. J. Borden, A. Thorne, M. R. Walker, S. Freeman y L. R. Sloan,. «Basking in reflected glory: Three (football) field studies», en Journal of Personality and Social Psychology, núm. 34 (1976), págs. 366–375.

 

Cialdini, R. B., S. L. Brown, B. P. Lewis, C. Luce y S. L. Neuberg, «Reinterpreting the empathy-altruism relationship: When one into one equals oneness», en Journal of Personality and Social Psychology, núm. 73 (1997), págs. 481–494.

 

Cialdini, R. B., J. T. Cacioppo, R. Bassett y J. A. Miller, «Low-ball procedure for producing compliance: Commitment then cost», en Journal of Personality and Social Psychology, núm. 36 (1978), págs. 463–476.

 

Cialdini, R. B., N. Eisenberg, B. L. Green, K. v L.  Rhoads y R. Bator, «Undermining the undermining effect of reward on sustained interest», en Journal of Applied Social Psychology, núm. 28 (1998), págs. 249–263.

 

Cialdini, R. B., J. Li, A. Samper y E. Wellman, «How bad apples promote bad barrels: Unethical leader behavior and the selective attrition effect», en Journal of Business Ethic (2019), https://doi.org/10.1007/s10551-019-04252-2.

 

Cialdini, R. B., P. Petrova y N. J. Goldstein, «The hidden costs of organizational dishonesty», en MIT Sloan Management Review, núm. 45 (2004), págs. 67–73.

 

Cialdini, R. B., M. R. Trost y J. T. Newsom, «Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications», en Journal of Personality and Social Psychology, núm. 69 (1995), págs. 318–328.

 

Cialdini, R. B., J. E.Vincent, S. K. Lewis, J. Catalan, D. Wheeler y B. L. Darby, «Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique», en Journal of Personality and Social Psychology, núm. 31 (1975), págs. 206–215.

 

Cialdini, R. B., W. Wosinska, D. W. Barrett, J. Butner y M. Gornik-Durose, «Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists», en Personality and Social Psychology Bulletin, núm. 25 (1999), págs. 1242–1253.

 

Cikara, M. y E. L. Paluck, «When going along gets you nowhere and the upside of conflict behaviors», en Social and Personality Psychology Compass, núm. 7 (2013), págs. 559–571, https://doi.org/10.1111/spc3.12047.

 

Cikara, M. y J. van Bavel, «The neuroscience of inter-group relations: An integrative review», en Perspectives on Psychological Science, núm. 9 (2014), págs. 245–274.

 

Cioffi, D. y R. Garner, «On doing the decision: The effects of active versus passive choice on commitment and self-perception», en Personality and Social Psychology Bulletin, núm. 22 (1996), págs. 133–147.

 

Cirelli, L. K., K. M. Einarson y L. J. Trainor, «Interpersonal synchrony increases prosocial behavior in infants», en Developmental Science, núm. 17 (2014), págs. 1003–1011, https://doi.org/10.1111/desc.12193.

 

Clark, C. J., B. S. Liu, B. M. Winegard, y P. H. Ditto, «Tribalism is human nature», en Current Directions in Psychological Science, núm. 28 (2019), págs. 587–592. https://doi.org/10.1177/0963721419862289.

 

Clark, M. S., E. P. Lemay, S. M. Graham, S. P. Pataki y E. J. Finkel, «Ways of giving benefits in marriage: Norn use, relationship satisfaction, and attachment-related variability», en Psychological Science, núm. 21 (2010), págs. 944–951.

 

Clark, M. S., J. R. Mills, y D. M. Corcoran, «Keeping track of needs and inputs of friends and strangers», en Personality and Social Psychology Bulletin, núm. 15 (1989), págs. 533–542.

 

Clark, R. D., III y L. E. Word, «Why don’t bystanders help? Because of ambiguity?», en Journal of Personality and Social Psychology, núm. 24 (1972), págs. 392–400.

 

—, «Where is the apathetic bystander? Situational characteristics of the emergency», en Journal of Personality and Social Psychology, núm. 29 (1974), págs. 279–287.

 

Clarkson, J. J., Z. L. Tormala, y D. D. Rucker, «Cognitive and affective matching effects in persuasion: An amplification perspective», en Personality and Social Psychology Bulletin (2011), págs. 1415–1427.

 

Clifford, S. y J. Jerit, «Cheating on political knowledge questions in online surveys», en Public Opinion Quarterly, núm. 80 (2016), págs. 858–887.

 

Coghlan, T., «Weidenfeld’s crusade to save Christians of Syria», en The Times (2015), Londres, A30.

 

Cohen, R., «Altruism: Human, cultural, or what?», en Journal of Social Issues, núm. 28 (1972), págs. 39–57.

 

Cohen, A., «Special report: Troubled kids», en Time (1999), pág. 38.

 

Cohen, G. L. y D. K. Sherman, «The psychology of change: Self-affirmation and social psychological intervention», en Annual Review of Psychology, núm. 65 (2014), págs. 333–371.

 

Cohen, M. y N. Davis, Medication errors: Causes and prevention, G. F. Stickley, Filadelfia 1981.

 

Coleman, N. V. y P. Williams, «Looking for my self: Identity-driven attention allocation», en Journal of Consumer Psychology, núm. 25 (2015), págs. 504–511.

 

Collins, J., «Simple heuristics that make algorithms smart», 2018, http://behavioralscientist.org/simple-heuristics-that-make-algorithms-smart.

 

Combs, D. J. Y. y P. S. Keller, «Politicians and trustworthiness: Acting contrary to self interest enhances trustworthiness», en Basic and Applied Social Psychology, núm. 32 (2010), págs. 328–339.

 

Converse, B. A. y A. Fishbach, «Instrumentality boosts appreciation: Helpers are more appreciated while they are useful», en Psychological Science, núm. 23 (2012), págs. 560–566.

 

Conway, A. y N. Cowan, «The cocktail party phenomenon revisited: The importance of working memory capacity», en Psychonomic Bulletin & Review, núm. 8 (2001), 331–335.

 

Cooper, J. y R. H. Fazio, «A new look at dissonance theory», en L. Berkowitz (ed.), Advances in experimental social psychology, Academic Press, Nueva York 1984, vol. 17, págs. 229–266.

 

Coppock, A., E. Ekins, y D. Kirby, «The long-lasting effects of newspaper op-eds on public opinión», en Quarterly Journal of Political Science, núm. 13 (2018), págs. 59–87.

 

Cornelissen, G., M.Pandelaere, L. Warlop y S. Dewitte, «Positive cueing: Promoting sustainable consumer behavior by cueing common environmental behaviors as environmental», en International Journal of Research in Marketing, núm. 25 (2008), págs. 46–55, https://doi.org/10.1016/j.ijresmar.2007.06.002.

 

Corning, A. y H. Schuman, «Commemoration matters: The anniversaries of 9/11 and Woodstock», en Public Opinion Quarterly, núm. 77 (2013), págs. 433–454.

 

Cortijos-Bernabeu, A., L. D.Bjorndal, K. Ruggeri, S. Alí, M. Friedemann, C. Esteban-Serna, P. R. Khorrami et al. «Replicating patterns of prospect theory for decision under risk», en Nature Human Behaviour, núm. 4 (2020), págs. 622–633.

 

Cosmides, L. y J. Tooby, «Evolutionary psychology: New perspectives on cognition and motivation», en Annual Review of Psychology, núm. 64 (2013), págs. 201–229.

 

Craig, B., «A story of human kindness», en Pacific Stars and Stripes (1985), págs. 13-16.

 

Crespelle, J. P., Picasso and his women, Hodder & Stoughton, Nueva York 1969.

 

Cronley, M., S. S.Posavac, T. Meyer, F. R. Kardes y J. J. Kellaris, «A selective hypothesis testing perspective on price-quality inference and inference-based choice», en Journal of Consumer Psychology, núm. 15 (2005), págs. 159–169.

 

Cullum, J., M.O’Grady, P. Sandoval, A. Armeli y T. Tennen, «Ignoring norms with a little help from my friends: Social support reduces normative  influence on drinking behavior», en Journal of Social and Clinical Psychology, núm. 32 (2013), págs. 17–33, https://doi.org/10.1521/jscp.2013.32.1.17.

 

Cunningham, M. R., «Levites and brother’s keepers: A sociobiological perspective on prosocial behavior», en Humboldt Journal of Social Relations, núm. 13 (1986), págs. 35–67.

 

Curry, O., S. G. B. Roberts, y R. I. M. Dunbar, «Altruism in social networks: Evidence for a “kinship premium”» British Journal of Psychology, núm. 104 (2013), págs. 283–295, https://doi.org/10.1111/j.2044-8295.2012.02119.x.

 

Dai, X., K. Wertenbroch y C. M. Brendel, «The value heuristic in judgments of relative frequency», en Psychological Science, núm. 19 (2008), págs. 18–19.

 

Daly, M., C. Salmon y M. Wilson, «Kinship: The conceptual hole in psychological studies of social cognition and close relationships», en Evolutionary Social Psychology, J. A. Simpson y D. T. Kendrick (eds.), Erlbaum, Mahwah 1997, págs. 265–296.

 

Danchin, E., S. Nöbel, A. Pocheville, A-C. Dagaeff, L. Demay, M. Alphand, S. Ranty-Roby, et al. «Cultural flies: Conformist social learning in fruitflies predicts long-lasting mate-choice traditions», en Science, núm. 362 (2018), págs. 1025–1030.

 

Darley, J. M. y B. Latané, «Bystander intervention in emergencies: Diffusion of responsibility», en Journal of Personality and Social Psychology, núm. 8 (1968), págs. 377–383.

 

Dauten, D., «How to be a good waiter and other innovative ideas», Arizona Republic, D3, 22 de julio de 2004.

 

Davies, J. C., «Toward a theory of revolution», en American Sociological Review, núm. 27 (1962), págs. 5–19.

 

—, «The J-curve of rising and declining satisfactions as a cause of some great revolutions and a contained rebellion», en Violence in America, H. D. Graham y T. R. Gurr (eds.), Signet, Nueva York 1969, págs. 547–644.

 

Davies, K., L. R.Tropp, A. Aron, T. F. Pettigrew y S. C. Wright, «Cross-group friendships and intergroup attitudes: A meta-analytic review», en Personality and Social Psychology Review, núm. 15 (2011), págs. 332–351, https://doi.org/10.1177/1088868311411103.

 

Davis, M. H., L. Conklin, A. Smith y C. Luce, «Effect of perspective taking on the cognitive representation of persons: A merging of self and other», en Journal of Personality and Social Psychology, núm. 70 (1996), págs. 713–726, https://doi.org/10.1037/0022-3514.70.4.713.

 

DeBruine, L. M., «Facial resemblance enhances trust», en Proceedings of the Royal Society, Series B, núm. 269 (2002), págs. 1307–1312.

 

DeBruine, L. M., «Resemblance to self increases the appeal of child faces to both men and women», en Evolution and Human Behavior, núm. 25 (2004), págs. 142–154.

 

Dechêne, A., C. Stahl, J. Hansen y M. Wänke, «The truth about the truth: A meta-analytic review of the truth effect», en Personality and Social Psychology Review, núm. 14 (2010), págs. 238–257, https://doi.org/10.1177/1088868309352251.

 

Deci, E. L. y R. M. Ryan, Intrinsic motivation and self-determination in human behavior, Plenum, Nueva York 1985.

 

Deci, E. L., N. H.Spiegel, R. M. Ryan, R. Koestner y M. Kauffman, «Effects of performance standards on teaching styles: Behavior of controlling teachers», en Journal of Educational Psychology, núm. 74 (1982), págs. 852–859, https://doi.org/10.1037/0022-0663.74.6.852.

 

De Dreu, C. K. W. y C. McCusker, «Gain-loss frames and cooperation in  two-person social dilemmas: A transformational analysis», en Journal of Personality and Social Psychology, núm. 72 (1997), págs. 1093–1106.

 

De Dreu, C. K. W., D. B. Dussel y F. S. Ten Velden, «In intergroup conflict, self-sacrifice is stronger among pro-social individuals and parochial altruism emerges especially among cognitively taxed individuals», en Frontiers in Psychology, núm. 6 (2015), pág. 572, https://doi.org/10.3389/fpsyg.2015.00572.

 

DeJong, C., T. Aguilar, C-W. Tseng, G. A. Lin, W. J. Boscardin y R. A. Dudley, «Pharmaceutical industry–sponsored meals and physician prescribing patterns for Medicare beneficiaries», en Journal of the American Medical Association: Internal Medicine, núm. 176 (2016), págs. 1114–1122.

 

de la Rosa, M. D., D. Sanabria, M. Capizzi y A. Correa, «Temporal preparation driven by rhythms is resistant to working memory interference», en Frontiers in Psychology, núm. 3 (2012), https://doi.org/10.3389/fpsyg.2012.00308.

 

Dellande, S. y P. Nyer, «Using public commitments to gain customer compliance», en Advances in Consumer Research, núm. 34 (2007), págs. 249–255.

 

De Martino, B., S. Bobadilla-Suarez, T. Nouguchi, T. Sharot y B. C. Love, «Social information is integrated into value and confidence judgments according to its reliability», en Journal of Neuroscience, núm. 37 (2017), págs. 6066–6074, https://doi.org/10.1523/JNEUROSCI.3880-16.2017.

 

Demuru, E. y E. Palagi, «In Bonobos yawn contagion is higher among kin and friends», en PLoS ONE, núm. 7 (2012), https://doi.org/10.1371/journal.pone.0049613.

 

DePaulo, B. M., A. Nadler y J. D. Fisher (eds.), Help seeking, vol. 2 de New directions in helping, Academic Press, Nueva York 1983.

 

Deutsch, M. y H. B. Gerard, «A study of normative and informational social influences upon individual judgment», en Journal of Abnormal and Social Psychology, núm. 51 (1955), págs. 629–636.

 

Devlin, A. S., S. Donovan, A. Nicolov, O. Nold, A. Packard y G. Zandan, «“Impressive?” Credentials, family photographs, and the perception of therapist qualities», en Journal of Environmental Psychology, núm. 29 (2009), págs. 503–512, https://doi.org/10.1016/j.jenvp.2009.08.008.

 

DeWall, C. N., G. MacDonald, et al., «Acetaminophen reduces social pain: Behavioral and neural evidence», en Psychological Science, núm. 21 (2010), págs. 931–937.

 

Dhami, M. K., «Psychological models of professional decision making», en Psychological Science, núm. 14 (2003), págs. 175–180.

 

Dikker, S., L. Wan, I. Davidesco, L. Kaggen, M. Oostrik, J. McClintock, J. Rowland, et al., «Brain-to-brain synchrony tracks real-world dynamic group interactions in the classroom», en Current Biology, núm. 27 (2017), págs.  1375–1380, https://doi.org/10.1016/j.cub.2017.04.002.

 

Dillard, J. P., J. Kim, y S. S. Li, «Anti-sugar-sweetened beverage messages elicit reactance: Effects on attitudes and policy preferences», en Journal of Health Communication, núm. 23 (2018), págs. 703–711. https://doi.org/10.1080/10810730.2018.1511012.

 

Dimmock, S. G., W. C. Gerken y N. P. Graham, «Is fraud contagious? Coworker influence on misconduct by financial advisors», en Journal of Finance, núm. 73 (2018), págs. 1417–1450. https://doi.org/10.1111/jofi.12613.

 

Dion, K. K., «Physical attractiveness and evaluation of children’s transgressions», en Journal of Personality and Social Psychology, núm. 24 (1972), págs. 207–213.

 

Dixon, J., K. Durrheim, y C. Tredoux, «Beyond the optimal contact strategy: A reality check for the contact hypothesis», en American Psychologist, núm. 60 (2005), págs. 697– 711.

 

Dolinska, B., J. Jarzabek, y D. Dolinski, «I like you even less at Christmas dinner!», en Basic and Applied Social Psychology, núm.  42 (2020), págs. 88–97. https://doi.org/10.1080/01973533.2019.1695615.

 

Dolinski, D., «Inferring one’s beliefs from one’s attempt and consequences for subsequent compliance», en Journal of Personality and Social Psychology, núm. 78 (2000), págs. 260–272.

 

—, Techniques of social influence: The psychology of compliance, Routledge, Nueva York 2016.

 

Dolinski, D. y T. Grzyb, Social psychology of obedience toward authority: Empirical tribute to Stanley Milgram, Routledge, Londres 2020.

 

Dolinski, D., T. Grzyb, M. Folwarczny, P. Grzybała, K. Krzyszycha, K. Martynowska y J. Trojanowski, «Would you deliver an electric shock in 2015? Obedience in the experimental paradigm developed by Stanley Milgram in the 50 years following the original studies», en Social Psychological and Personality Science, núm. 8 (2017),  págs. 927–933.

 

Dolnik, L., T. I. Case y K. D. Williams, «Stealing thunder as a courtroom tactic revisited: Processes and boundaries», Law and Human Behavior, núm. 27 (2003), págs. 267–287.

 

Donaldson, S. I., J. W.Graham, A. M. Piccinin y W. B. Hansen, «Resistance skills training and onset of alcohol use», en Health Psychology, núm. 14 (1995), págs. 291–300.

 

Doob, A. N. y A. E. Gross, «Status of frustrator as an inhibitor of horn-honking response», en Journal of Social Psychology, núm. 76 (1968), págs. 213–218.

 

Dovidio, J. F., S. L. Gaertner y T. Saguy, «Commonality and the complexity of “We”: Social attitudes and social change», en Personality and Social Psychology Review, núm. 13 (2009), págs. 3–20, https://doi.org/10.1177/1088868308326751.

 

Drachman, D., A. deCarufel y C. A. Inkso, «The extra credit effect in interpersonal attraction», en Journal of Experimental Social Psychology, núm. 14 (1978), págs. 458–467.

 

Driscoll, R., K. E. Davis, y M. E. Lipetz, «Parental interference and romantic love: The Romeo and Juliet effect», en Journal of Personality and Social Psychology, núm. 24 (1972), págs. 1–10.

 

Drolet, A. y J. Aaker, «Off-target? Changing cognitive-based attitudes», en Journal of Consumer Psychology, núm. 12 (2002), págs. 59–68.

 

Drury, J., «The role of social identity processes in mass emergency behaviour: An integrative review», en European Review of Social Psychology, núm. 29 (2018), págs. 38–81, https://doi.org/10.1080/10463283.2018.1471948.

 

Du, X., «What’s in a surname? The effect of auditor-CEO surname sharing on financial misstatement», en Journal of Business Ethics, núm. 158 (2019), págs. 849–874, https://doi.org/10.1007/s10551-017-3762-5.

 

DuBois, D. L., N. Portillo, J. E. Rhodes, N. Silverthorn y J. C. Valentine, «How effective are mentoring programs for youth? A systematic assessment of the evidence», en Psychological Science in the Public Interest, núm. 12 (2011), págs. 57–91, https://doi.org/10.1177/1529100611414806.

 

Duguid, M. M. y J. A. Goncalo, «Living large: The powerful overestimate their own height», en Psychological Science, núm. 23 (2012), págs. 36–40, https://doi.org/10.1177/0956797611422915.

 

Duguid, M. M. y M. C. Thomas-Hunt, «Condoning stereotyping? How awareness of stereotyping prevalence impacts expression of stereotypes», en Journal of Applied Psychology, núm. 100 (2015), págs. 343–359, https://doi.org/10.1037/a0037908.

 

Dunbar, R. I. M., «On the evolutionary function of song and dance», en N. Bannan (ed.), Music, language and human evolution, Oxford University Press, Oxford 2012,  págs. 201–214.

 

Dunfield, K. A. y V. A. Kuhlmeier, «Intention-mediated selective helping in infancy», en Psychological Science, núm. 21 (2010), págs. 523–527.

 

Eagly, A. H., W. Wood y S. Chaiken, «Causal inferences about communicators and their effect on opinion change», en Journal of Personality and Social Psychology, núm. 36 (1978), págs. 424–435.

 

Easterbrook, J. A., «The effects of emotion on cue utilization and the organization of behavior», Psychological Review, núm. 66 (1959), págs. 183–201.

 

Edwards, M. L., D. A. Dillman, y J. D. Smyth, «An experimental test of the effects of survey sponsorship on internet and mail survey response», en Public Opinion  Quarterly, núm. 78 (2014), págs. 734–750.

 

Effron, D. A., C. J. Bryan y J. K. Murnighan, «Cheating at the end to avoid regret», en Journal of Personality and Social Psychology, núm. 109 (2015), págs.  395–414, https://doi.org/10.1037/pspa0000026.

 

Efran, M. G. y E. W. J. Patterson, «The politics of appearance. Unpublished manuscript», Universidad de Toronto, Toronto 1976.

 

Ellemers, N. y F. van Nunspeet, «Neuroscience and the social origins of moral behavior: How neural underpinnings of social categorization and conformity affect everyday moral and immoral behavior», en Current Directions in Psychological Science (2020), https://doi.org/10.1177/0963721420951584.

 

Epley, N. y T. Gilovich, «The anchoring-and-adjustment heuristic: Why adjustments are insufficient», en Psychological Science,  núm. 17 (2006), págs. 311–318.

 

Epstein, S., A.Lipson, C. Holstein y E. Huh, «Irrational reactions to negative outcomes: Evidence for two conceptual systems», en Journal of Personality and Social Psychology, núm. 62 (1992), págs. 328–339.

 

Epstein, S., S. Donovan y V. Denes-Raj, «The missing link in the paradox of the Linda conjunction problem: Beyond knowing and thinking of the conjunction rule, the intrinsic appeal of heuristic processing», en Personality and Social Psychology Bulletin, núm. 25 (1999), págs. 204–214.

 

Facci, E., L. y J. D. Kasarda, «Revisiting wind-shear accidents: The social proof factor» Actas del 49 Seminario de Seguridad en la Aviación, Flight Safety Foundation, Alexandrea (2004), págs. 205–232.

 

Faiman-Silva, S., Choctaws at the crossroads, University of Nebraska Press, Lincoln 1997.

 

Fan, M., A. Billings, X. Zhu y P. Yu, «Twitter-based BIRGing: Big data analysis of English National Team fans during the 2018 FIFA World Cup», en Communication & Sport (2019), https://doi.org/10.1177/2167479519834348.

 

Fang, X., S. Singh y R. Ahulwailia, «An examination of different explanations for the mere exposure effect», en Journal of Consumer Research, núm. 34 (2007), págs. 97–103.

 

Farrow, K., G. Grolleau, y L. Ibanez, «Social norms and pro-environmental behavior: A review of the evidence», en Ecological Economics, núm. 140 (2017), págs. 1–13.

 

Fazio, L. K., D. G. Rand y G. Pennycook, Psychonomic Bulletin Review (2019), https://doi.org/10.3758/s13423-019-01651-4.

 

Fazio, R. H., S. J. Sherman y P. M. Herr,. «The feature-positive effect in the self perception process», en Journal of Personality and Social Psychology, núm. 42 (1982), págs. 404–411.

 

Fein, S., G. R. Goethals y M. B. Kugler, «Social influence on political judgments: The case of presidential debates», en Political Psychology, núm. 28 (2007), págs. 165–192, https://doi.org/10.1111/j.1467-9221.2007.00561.x.

 

Feinberg, R. A., «Credit cards as spending facilitating stimuli», en Journal of Consumer Research, núm. 13 (1986), págs. 348–356.

 

—, «The social nature of the classical conditioning phenomena in people», en Psychological Reports, núm. 67 (1990), págs. 331–334.

 

Feld, J., N.Salamanca, D. S. Hamermesh, «Endophilia or exophobia: Beyond discrimination», en Economic Journal, núm. 126 (2015), págs. 1503–1527.

 

Fennis, B. M., L. Janssen y K. D. Vohs, «Acts of benevolence: A limited-resource account of compliance with charitable requests», en Journal of Consumer Research, núm. 35 (2008), págs. 906–924.

 

Fennis, B. M. y W. Stroebe, «Softening the blow: Company self-disclosure of negative information lessens damaging effects on consumer judgment and decisión making», en Journal of Business Ethics, núm. 120 (2014), págs.  109–120.

 

Festinger, L., A theory of cognitive dissonance, Stanford University Press, Stanford 1957 [Teoría de la disonancia cognoscitiva, trad. de J. E. Martín Daza, Centro de Estudios Políticos y Constitucionales, Madrid 1975]

 

Festinger, L. y J. M. Carlsmith, «Cognitive consequences of forced compliance», en Journal of Abnormal and Social Psychology, núm. 58 (1959), págs. 203–210. https://doi.org/10.1037/h0041593.

 

Festinger, L., H. W. Riecken y S. Schachter, When prophecy fails, Harper & Row, Nueva York 1964 [Cuando las profecías fallan, trad. de P. Molina, Reediciones anómalas, Barcelona 2019]

 

Fischer, P., J. I. Krueger, T. Greitemeyer, C. Vogrincic, A. Kastenmüller, D. Frey, M. Heene, M., et al., «The bystander-effect: A meta-analytic review on bystander intervention in dangerous and non-dangerous emergencies», en Psychological Bulletin, núm. 137 (2011), págs. 517–537, https://doi.org/10.1037/a0023304.

 

Fiske, S. T. y S. L. Neuberg, «A continuum of impression formation: Influences of information and motivation on attention and interpretation», en M. P. Zanna (ed.), Advances in experimental social psychology, Academic Press, Nueva York 1990, vol. 23, págs. 1–74.

 

Fisman, R., D. Paravisini, y V. Vig, «Cultural proximity and loan outcomes», en American Economic Review, núm. 107 (2017), págs. 457–492.

 

Flade, F., Y. Klar y R. Imhoff, «Unite against: A common threat invoques spontaneous decategorization between social categories», en Journal of Experimental Social Psychology, núm. 85 (2019), https://doi.org/10.1016/j.jesp.2019.103890.

 

Fleming, T., «13 things you never knew about the American Revolution», en Parade (1997), págs. 14–15.

 

Flynn, F. J., «What have you done for me lately? Temporal adjustments to favor evaluations», en Organizational Behavior and Human Decision Processes, núm. 91 (2002), págs. 38–50.

 

Foddy, M., M. J. Platow y T. Yamagishi, «Group-based trust in strangers», en Psychological Science, núm. 20 (2009), págs. 419–422.

 

Foerster, M., K. Roser, A. Schoeni y M. Röösli, «Problematic mobile phone use in adolescents: Derivation of a short scale MPPUS-10», en International Journal of Public Health, núm. 60 (2015), págs. 277–286, https://doi.org/10.1007/s00038-015-0660-4.

 

Fogg, B. J. y C. Nass, «How users reciprocate to computers: An experiment that demonstrates behavior change», en Extended Abstracts of the CHI97 Conference of the ACM/SIGCHI, ACM, Nueva York 1997.

 

—, «Silicon sycophants: The effects of computers that flatter», en International Journal of Human-Computer Studies, núm. 46 (1997) (5), págs. 551–561.

 

Fombelle, P., A. Gustafsson, T. W. Andreassen y L. Witell, Give and thou shall receive: Customer reciprocity in a retail setting, artículo presentado en la 19th Annual Frontiers In Service Conference, Karlstad, Suecia 2010.

 

Forman, C., A. Ghose y B. Wiesenfeld, «Examining the relationship between reviews and sales: The role of reviewer identity disclosure in electronic markets», en Information Research Systems, núm. 19 (2008), págs. 291–313, https://doi.org/10.1287/isre.1080.0193.

 

Fornara, F., G. Carrus, P. Passafaro y M. Bonnes, M., «Distinguishing the sources of normative influence on pro-environmental behaviors: The role of local norms in household waste recycling», en Group Processes & Intergroup Dynamics, núm. 14 (2011), págs. 623–635.

 

Fox, C. R., J. A. Linder y J. N. Doctor, «How to stop overprescribing antibiotics», New York Times (2016), www.nytimes.com/2016/03/27/opinión/sunday/how-to-stop-overprescribing-antibiotics.html.

 

Fox, M. W., Concepts in ethology: Animal and human behavior, University of Minnesota Press, Minneapolis 1974.

 

Frank, R. H., Under the Influence: Putting peer pressure to work, Princeton University Press, Princeton 2020.

 

Fraune, M. R., «Our robots, our team: Robot anthropomorphism moderates group effects in human–robot teams», en Frontiers in Psychology, núm. 11 (2020), pág. 1275, https://doi.org/10.3389/fpsyg.2020.01275.

 

Fredman, L. A., M. D.Buhrmester, A. Gomez, W. T. Fraser, S. Talaifar, S. M. Brannon y W. B. Swann, Jr., «Identity fusion, extreme pro-group behavior, and the path to defusion», en Social and Personality Psychology Compass, núm. 9 (2015), págs. 468–480, https://doi.org/10.1111/spc3.12193.

 

Freedman, J. L.. «Long-term behavioral effects of cognitive dissonance», en Journal of Experimental Social Psychology, núm. 1 (1965), págs. 145–155.

 

Freedman, J. L. y S. C. Fraser, «Compliance without pressure: The foot-in-the-door technique», en Journal of Personality and Social Psychology, núm. 4 (1966), págs. 195–203.

 

Freling, T. H. y P. A. Dacin, «When consensus counts: Exploring the impact of consensus claims in advertising», en Journal of Consumer Psychology, núm. 20 (2010), págs. 163–175.

 

Frenzen, J. R. y H. L. Davis, «Purchasing behavior in embedded markets», en Journal of Consumer Research, núm. 17 (1990), págs. 1–12.

 

Friedman, H. H. y A. Rahman, «Gifts-upon-entry and appreciative comments: Reciprocity effects in retailing», en International Journal of Marketing Studies, núm. 3 (2011), págs. 161–164.

 

Friestad, M. y P. Wright, «Persuasion knowledge: Lay people’s and researchers’ beliefs about the psychology of persuasión», en Journal of Consumer Research, núm. 22 (1995), págs. 62–74.

 

Fröhlich, M., G. Müller, C. Zeiträg, R. M. Wittig y S. Pika, «Begging and social tolerance: Food solicitation tactics in young chimpanzees (Pan troglodytes) in the wild», en Evolution and Human Behavior, núm. 41 (2020), págs. 126–135, https://doi.org/10.1016/j.evolhumbehav.2019.11.002.

 

Furnham, A., «Factors relating to the allocation of medical resources», en Journal of Social Behavior and Personality, núm. 11 (1996), págs. 615–624.

 

Gaesser, B., Y. Shimura y M. Cikara, «Episodic simulation reduces intergroup bias in prosocial intentions and behavior», en Journal of Personality and Social Psychology, núm. 118 (2020), págs. 683–705, https://doi.org/10.1037/pspi0000194.

 

Gal, D. y D. D. Rucker, «When in doubt, shout! Paradoxical influences of doubt on proselytizing», en Psychological Science, núm. 21 (2010), págs. 1701–1707.

 

Galinsky, A. D. y G. B. Moskowitz, «Perspective-taking: Decreasing stereotype expression, stereotype accessibility, and in-group favoritism», en Journal of Personality and Social Psychology, núm. 78 (2000), págs. 708–724, https://doi.org/10.1037/0022-3514.78.4.708.

 

Gallup, A. C., J. J. Hale, D. J. T. Sumpter, S. Garnier, A. Kacelnik, J. R. Krebs y I. D. Couzin, «Visual attention and the acquisition of information in human crowds», en Proceedings of the National Academy of Sciences, núm. 109 (2012), págs. 7245–7250, https://doi.org/10.1073/pnas.1116141109.

 

Gansberg, M., «37 who saw murder didn’t call the pólice», New York Times (1964), pág.1.

 

Garcia, D. y B. Rimé, «Collective emotions and social resilience in the digital traces after a terrorist attack», en Psychological Science, núm. 30 (2019), págs. 617–628, https://doi.org/10.1177/0956797619831964.

 

Garcia, J. H., T. Sterner y S. Afsah, «Public disclosure of industrial pollution: The PROPER approach in Indonesia», en Environmental and Developmental Economics, núm. 12 (2007), págs. 739–756.

 

Garner, R. L., «What’s in a name? Persuasion perhaps?», en Journal of Consumer Psychology, núm. 15 (2005), págs. 108–116.

 

Gawronski, B., «Implicational schemata and the correspondence bias: On the diagnostic value of situationally constrained behavior», en Journal of Personality and Social Psychology, num.  84 (2003), págs. 1154–1171.

 

Geers, A. L., J. P. Rose, S. L. Fowler, H. M. Rasinski, J. A. Brown y S. G. Helfer, «Why does choice enhance treatment effectiveness? Using placebo treatments to demonstrate the role of personal control», en Journal of Personality and Social Psychology, núm. 105 (4) (2013), págs. 549–566, https://doi.org/10.1037/a0034005.

 

Gehlbach, H., M. E. Brinkworth, A. M. King, L. M. Hsu, J. McIntyre y T. Rogers, «Creating birds of similar feathers: Leveraging similarity to improve teacher student relationships and academic achievement», en Journal of Educational Psychology, núm. 108 (3) (2016), págs. 342–352, http://dx.doi.org/10.1037/edu0000042.

 

George, W. H., S. J. Gournic y M. P. McAfee, «Perceptions of postdrinking female sexuality», en Journal of Applied Social Psychology, núm. 18 (1988), págs. 1295–1317.

 

Gerard, H. B. y G. C. Mathewson, «The effects of severity of initiation on liking for a group: A replication», en Journal of Experimental Social Psychology, núm. 2 (1966), págs. 278–287.

 

Gerend, M. A. y J. K. Maner, «Fear, anger, fruits, and veggies: Interactive  effects of emotion and message framing on health behavior», en Health Psychology, núm. 30 (2011), págs. 420–423, https://doi.org/10.1037/a0021981.

 

Gergen, K., P. Ellsworth, C. Maslach y M. Seipel, «Obligation, donor resources, and reactions to aid in three cultures», en Journal of Personality and Social Psychology, núm. 31 (1975), págs. 390–400.

 

Ghosh, B., «How to make terrorists talk», Time (2009), págs. 40–43.

 

Gigerenzer, G. y D. G. Goldstein, «Reasoning the fast and frugal way: Models of bounded rationality», en Psychological Review, núm. 103 (1996), págs. 650–669.

 

Gilbert, D. T., Stumbling on happiness, Knopf, Nueva York 2006 [Tropezar con la felicidad, trad. de V. Canales Medina, Ediciones Destino, Barcelona 2006]

 

Gino, F. y A. D. Galinsky, «Vicarious dishonesty: When psychological closeness creates distance from one’s moral compass», en Organizational Behavior and Human Decision Processes, núm. 119 (2012), págs. 15–26.

 

Gneezy, A., A. Imas, A. Brown, L. D. Nelson y M. I. Norton, «Paying to be nice: Consistency and costly prosocial behavior», en Management Science, núm. 58 (2012), págs. 179–187.

 

Gold, B. P., M. J. Frank, B. Bogert y E. Brattico, «Pleasurable music affects reinforcement learning according to the listener», en Frontiers in Psychology, núm. 4 (2013), https://doi.org/10.3389/fpsyg.2013.00541.

 

Goldenberg, A., D. Garcia, E. Halperin y J. J. Gross, «Collective Emotions», en Current Directions in Psychological Science, núm. 29 (2) (2020), págs. 154–160. https://doi.org/10.1177/0963721420901574.

 

Goldenberg, J. L., E. P. Courtney y R. N. Felig, «Supporting the dehumanization hypothesis, but under what conditions? A commentary on “Over”», en Perspectives on Psychological Science (2020), https://doi.org/10.1177/1745691620917659.

 

Goldstein, N. J., V. Griskevicius y R. B. Cialdini, «Reciprocity by proxy: A new influence strategy for motivating cooperation and prosocial behavior», en Administrative Science Quarterly, núm. 56 (2011), págs. 441–473.

 

Goldstein, N. J., C. R. Mortensen, V. Griskevicius y R. B. Cialdini, «I’ll scratch your back if you scratch my brother’s: The extended self and extradyadic reciprocity norms», cartel presentado en la junta de la Society of Personality and Social Psychology, Memphis 2007.

 

Goldstein, N. J., I. S. Vezich y J. R. Shapiro, «Perceived perspective taking: When others walk in our shoes», en Journal of Personality and Social Psychology, núm. 106 (2014), págs. 941–960, https://doi.org/10.1037/a0036395.

 

Gómez, Á., J. F. Dovidio, S. L. Gaertner, S. Fernández y A. Vázquez, A., «Responses to endorsement of commonality by in-group and outgroup members: The roles of group representation and threat», en Personality and Social Psychology Bulletin, núm. 39 (2013), págs. 419–431, https://doi.org/10.1177/0146167213475366.

 

Gonzales, M. H., J. M. Davis, G. L. Loney, C. K. Lukens y C. M. Junghans, «Interactional approach to interpersonal attraction», en Journal of Personality and Social Psychology, núm. 44 (1983), págs. 1192–1197.

 

Goode, E. y B. Carey, «Mass killings are seen as a kind of contagion», New York Times (2015), Nueva York, A21.

 

Goodenough, U. W., «Deception by pathogens», American Scientist, núm. 79 (1991), págs. 344–355.

 

Goodman-Delahunty, J., N. Martschuk y M. K. Dhami, «Interviewing  high value detainees: Securing cooperation and disclosures», en Applied Cognitive Psychology, núm. 28 (2014), págs. 883–897.

 

Gorn, G. J. «The effects of music in advertising on choice behavior: A classical conditioning approach», en Journal of Marketing, núm. 46 (1982), págs. 94–101.

 

Gould, M. S. y D. Shaffer, «The impact of suicide in television movies», en New England Journal of Medicine, núm. 315 (1986), págs. 690–694.

 

Grant, A., Give and take, Viking, Nueva York 2013 [Dar y recibir: por qué ayudar a los demás conduce al éxito, trad. de Isabel Murillo, Gestión 2000, Barcelona 2014]

 

Grant, A. M. y D. A. Hofmann, «It’s not all about me: Motivating hand higiene among health care professionals by focusing on patients», en Psychological Science, núm. 22 (2011), págs. 1494–1499.

 

Grant Halvorson, H. y E. T. Higgins,. Focus: Use different ways of seeing the world for success and influence, Penguin, Nueva York 2013.

 

Green, F., «The “foot-in-the-door” technique», en American Salesmen, núm. 10 (1965), págs. 14–16.

 

Greenberg, M. S. y S. P. Shapiro, «Indebtedness: An adverse effect of asking for and receiving help», en Sociometry, núm. 34 (1971), págs. 290–301.

 

Greene, J., Moral tribes, Penguin, Nueva York 2014.

 

Greenwald, A. F., C. G. Carnot, R. Beach y B. Young, «Increasing voting behavior by asking people if they expect to vote», en Journal of Applied Psychology, núm. 72 (1987), págs. 315–318.

 

Greenwald, A. G. y T. F. Pettigrew, «With malice toward none and charity for some», en American Psychologist, núm. 69 (2014), págs. 669–684.

           

Greenwood, B. N., R. R. Hardeman, L. Huang y A. Sojourner, «Physician-patient racial concordance and disparities in birthing mortality for newborns», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 21194–21200. https://doi.org/10.1073/pnas.1913405117.

 

Grey, K., D. G. Rand, E. Ert, K. Lewis, S. Hershman y M. I. Norton, «The emergence of “us and them” in 80 lines of code: Modeling group génesis in homogeneous populations», en Psychological Science, núm. 25 (2014), págs. 982–990.

 

Griskevicius, V., R. B. Cialdini y D. T. Kenrick, «Peacocks, Picasso, and parental investment: The effects of romantic motives on creativity», en Journal of Personality and Social Psychology, núm. 91 (2006), págs. 63–76.

 

Griskevicius, V., N. J. Goldstein, C. R. Mortensen, J. M. Sundie, R. B. Cialdini y D. T. Kenrick, «Fear and loving in Las Vegas: Evolution, emotion, and persuasion», en Journal of Marketing Research, núm. 46 (2009), págs. 384–395.

 

Guadagno, R. E. y R. B. Cialdini, «Persuade him by email, but see her in person: Online persuasion revisited», en Computers in Human Behavior, núm. 23 (2007), págs. 999–1015.

 

Guéguen, N., «Mimicry and seduction: An evaluation in a courtship context», en Social Influence, núm. 4 (2009), págs. 249–255.

 

—, «“You will probably refuse, but . . .”: When activating reactance in a single sentence increases compliance with a request», en Polish Psychological Bulletin, núm. 47 (2016), págs. 170–173.

 

Guéguen, N., C. Jacob, y S. Meineri. «Effects of the door-in-the-face technique on restaurant customers’ behavior», en International Journal of Hospitality Management, núm. 30 (2011), págs. 759–761.

 

Guéguen, N., R. V. Joule, S. Halimi, A. Pascual, J. Fischer-Lokou y M. Dufourcq-Brana, «I’m free but I’ll comply with your request: Generalization  and multidimensional effects of the “evoking freedom” technique», en Journal of Applied Social Psychology, núm. 43 (2013), págs. 116–137.

 

Guéguen, N., S. Meineri, y J. Fischer-Lokou, «Men’s music ability and attractiveness to women in a real-life courtship contest», Psychology of Music, núm. 42 (2014), págs. 545–549.

 

Guéguen, N. y A. Pascual, «Evocation of freedom and compliance: The “But you are free of . . .” technique», en Current Research in Social Psychology, núm. 5 (2000), págs. 264–270.

 

—, «Low-ball and compliance: Commitment even if the request is a deviant one», en Social Influence, núm. 9 (2014), págs. 162–171. https://doi.org/10.1080/15534510.2013.798243.

 

Gyuris, P., L. Kozma Z. Kisander, A. Láng, T. Ferencz y F. Kocsor, «Sibling relations in patchwork families: Co-residence is more influential tan genetic relatedness», en Frontiers of Psychology, núm.  11 (2020), pág. 993. https://doi.org/10.3389/fpsyg.2020.00993.

 

Hadland, S. E., M. Cerda, Y. Li, M. S. Krieger y B. D. L. Marshall, «Association of pharmaceutical industry marketing with opioid products to physicians with subsequent opioid prescribing», en Journal of the American Medical Association: Internal Medicine, núm. 178 (2018), págs. 861–863.

 

Hadnagy, C. y S. Schulman, Human hacking: Win friends, influence people, and leave them better off for having met you, Harper Business, Nueva York 2020.

 

Hagler, K. J, M. R.Pearson, B. L. Venner, y K. L. Greenfield, «Descriptive drinking norms in Native American and non-Hispanic white college students», en Addictive Behaviors, num. 72 (2017), págs. 45–50, https://doi.org/10.1016/j.addbeh.2017.03.017.

 

Hakamata, Y., S. Lissek, Y. Bar-Haim, J. C. Britton, N. A. Fox, E. Leibenluft, M. Ernest y D. S. Pine, «Attention bias modification treatment: A meta-analysis toward the establishment of novel treatment for anxiety», en Biological Psychiatry, núm. 68 (2010), págs. 982-990, https://doi.org/10.1016/j.biopsych.2010.07.021.

 

Halpern, D., Inside the nudge unit: How small changes can make a big difference, Elbury, Londres 2016.

 

Hamermesh, D., Beauty pays: Why attractive people are more successful, Princeton University Press, Princeton 2011.

 

Hamermesh, D. y J. E. Biddle, «Beauty and the labor market», en American Economic Review, núm. 84, págs. 1174–1194.

 

Hamilton, W. D., «The genetic evolution of social behavior», en Journal of Theoretical Biology, núm. 7 (1964), págs. 1–52.

 

Hamlin, J. K., N. Mahajan, Z. Liberman, y  K. Wynn, «Not like me = bad: Infants prefer those who harm dissimilar others», en Psychological Science, núm. 24 (2013), págs. 589–594, https://doi.org/10.1177/0956797612457785.

 

Harmon-Jones, E., C. Harmon-Jones y N. Levy, «An action-based model of cognitive-dissonance processes», en Current Directions in Psychological Science, núm. 24 (2015), págs. 184-189, https://doi.org/10.1177/0963721414566449.

 

Harvey, A. R. «Music and the meeting of human minds», en Frontiers in Psychology, núm. 9 (2018), pág. 762, https://doi.org/10.3389/fpsyg.2018.00762.

 

Haselton, M. G. y D. Nettle, «The paranoid optimist: An integrated evolutionary model of cognitive biases», en Personality and Social Psychology Review, núm. 10 (2006), págs. 47–66.

 

Haslam, N., «Dehumanization: An integrative review», en Personality and Social Psychology Review, núm. 10 (2006), págs. 252–264.

 

Haslam, N. y S. Loughnan, «Dehumanization and infrahumanization», en Annual Review of Psychology, núm. 65 (2014), págs. 399–423, https://doi.org/10.1146/annurev-psych-010213–115045.

 

Hassan, S., Releasing the bonds: Empowering people to think for themselves, Freedom of Mind Press, Boston 2000.

 

Hatemi, P. K. y R. McDermott, «The genetics of politics: Discovery, challenges, and progress», en Trends in Genetics, núm. 28 (2012), págs. 525–533.

 

Hattori, Y. y M. Tomonaga, «Rhythmic swaying induced by sound in chimpanzees (Pan troglodytes)», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 936–942, https://doi.org/10.1073/pnas.1910318116.

 

Häubl, G. y P. T. L. Popkowski Leszczyc, «Bidding frenzy: Speed of competitor reaction and willingness to pay in auctions», en Journal of Consumer Research, num. 45 (2019), págs. 1294–1314, https://doi.org/10.1093/jcr/ucy056.

 

Hehman, E., J. K. Flake y J. B. Freeman, «The faces of group members share physical resemblance», en Personality and Social Psychology Bulletin, núm. 44(1) (2018), págs. 3–15, https://doi.org/10.1177/0146167217722556.

 

Heijkoop, M., J. S. Dubas y M. A. G. van Aken, «Parent-child resemblance and kin investment», en European Journal of Developmental Psychology, núm. 6 (2009), págs. 64–69.

 

Heilman, C. M., K. Nakamoto y A. G. Rao, «Pleasant surprises: Consumer response to unexpected in-store coupons», en Journal of Marketing Research, núm. 39 (2002), págs. 242–252.

 

Heilman, M. E., «Oppositional behavior as a function of influence attempt intensity and retaliation threat», en Journal of Personality and Social Psychology, núm. 33 (1976), págs. 574–578.

 

Heinrich, C. U. y P. Borkenau, «Deception and deception detection: The role of cross-modal inconsistency», en Journal of Personality, núm. 66 (1998), págs. 687–712.

 

Henry, M. L., P. J. Ferraro y A. Kontoleon, «The behavioural effect of electronic home energy reports: Evidence from a randomised field trial in the United States», en Energy Policy, núm. 132 (2019), págs. 1256–1261, https://doi.org/10.1016/j.enpol.2019.06.039.

 

Hershfield, H. E., D. G. Goldstein, W. F. Sharpe, J. Fox, L. Yeykelis, L. L. Carstensen y J. N. Bailenson, «Increasing saving behavior through age-progressed renderings of the future self», en Journal of Marketing Research, núm. 48 (2011), págs. 23–37, https://doi.org/10.1509/jmkr.48.SPL.S23.

 

Higgins, C. A. y T. A. Judge, «The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: A field study», en Journal of Applied Psychology, núm. 89 (2004), págs. 622–632.

 

Higgins, E. T., Beyond pleasure and pain: How motivation works. Oxford University Press, Nueva York 2012.

 

Higgins, E. T., J. Lee, J. Kwon y Y. Trope, «When combining intrinsic motivations undermines interest», en Journal of Personality and Social Psychology, núm. 68 (1995), págs. 749–767.

 

Higgins, E. T., J. Shah y R. Friedman, «Emotional responses to goal attainment: Strength of regulatory focus as moderator», en Journal of Personality and Social Psychology, núm. 72 (1997), págs. 515–525, https://doi.org/10.1037/0022-3514.72.3.515.

 

Higham, P. A. y D. W. Carment,, «The rise and fall of politicians», en Canadian Journal of Behavioral Science (1992), págs. 404–409.

 

Hildreth, J. A. y C. Anderson, «Does loyalty trump honesty? Moral judgments of loyalty-driven deceit», en Journal of Experimental Social Psychology, núm. 79 (2018), págs. 87–94.

 

Hills, T. T., «The dark side of information proliferation», en Perspectives on Psychological Science, núm. 14 (2019), págs. 323–330. https://doi.org/10.1177/1745691618803647.

 

Hills, T. T., J. S. Adelman, y T. Noguchi, «Attention economies, information crowding, and language change», en M. N. Jones (ed.), Big data in cognitive science, Routledge, Nueva York 2017, págs. 270–293.

 

Hobfoll, S. E., «The influence of culture, community, and the nested-self in the stress process», en Applied Psychology: An International Review, núm. 50 (2001), págs. 337–421.

 

Hodson, G., «Do ideologically intolerant people benefit from intergroup contact?», en Current Directions in Psychological Science, núm. 20 (2011), págs. 154–159, https://doi.org/10.1177/0963721411409025.

 

Hodson, G., R. J. Crisp, R. Meleady y M. Earle, «Intergroup contact as an agent of cognitive liberalization», en Perspectives on Psychological Science, núm. 13 (2018), págs. 523–548, https://doi.org/10.1177/1745691617752324.

 

Hofling, C. K., E. Brotzman, S. Dalrymple, N. Graves y C. M. Pierce, «An experimental study of nurse–physician relationships», en Journal of Nervous and Mental Disease, núm. 143 (1966), págs. 171–180.

 

Hofmann, W., J. de Houwer, M. Perugini, F. Baeyens y G. Crombez, «Evaluative conditioning in humans: A meta-analysis», en Psychological Bulletin, núm. 136 (2010), págs. 390-421, http://dx.doi.org/10.1037/a0018916.

 

Holmes, W., «The early history of Hamiltonian-based research on kin recognition», en Annales Zoologici Fennici, núm. 41 (2004), págs. 691–711.

 

Holmes, W. G. y P. W. Sherman, «Kin recognition in animals», en American Scientist, núm. 71 (1983), págs. 46–55.

 

Hove, M. J. y J. L. Risen, «It’s all in the timing: Interpersonal synchrony increases affiliation», Social Cognition, núm. 27 (2009), págs. 949–961.

 

Howard, D. J. «The influence of verbal responses to common Greetings on compliance behavior: The foot-in-the-mouth effect», en Journal of Applied Social Psychology, núm. 20 (1990), págs. 1185–1196.

 

Howard, D. J., S. B. Shu, y R. A. Kerin, «Reference price and scarcity appeals and the use of multiple influence strategies in retail newspaper advertising», en Social Influence, núm. 2 (2007), págs. 18–28.

 

Howe, L. C., P. B. Carr y G. W. Walton, «Normative appeals are more effective when they invite people to work together toward a common goal», en Journal of Personality and Social Psychology (en prensa).

 

Howe, M. L. «Memories from the cradle», en Current Directions in Psychological Science, núm. 12 (2003), págs. 62–65.

 

Hubbard, T. L. «The varieties of momentum-like experience», en Psychological Bulletin, núm. 141 (2015), págs. 1081–1119, https://doi.org/10.1037/ bul0000016.

 

Hufer, A., A. E.Kornadt, C. Kandler y R. Riemann, «Genetic and environmental variation in political orientation in adolescence and early adulthood: A Nuclear Twin Family analysis», en Journal of Personality and Social Psychology, núm. 118 (2020), págs. 762–776, https://doi.org/10.1037/pspp0000258.

 

Hughes, S., Y. Ye, P. Van Dessel y J. de Houwer, «When people co-occur with good or bad events: Graded effects of relational qualifiers on evaluative conditioning», en Personality and Social Psychology Bulletin, núm. 45 (2019), págs. 196–208, https://doi.org/10.1177/0146167218781340.

 

Hugh-Jones, D., I. Ron y R. Zultan, «Humans discriminate by reciprocating against group peers», en Evolution and Human Behavior, núm. 40 (2019), págs. 90–95.

 

Ilmarinen, V. J., J. E. Lönnqvist y S. Paunonen, «Similarity-attraction effects in friendship formation: Honest platoon-mates prefer each other but dishonest do not», en Personality and Individual Differences, núm. 92 (2016), págs. 153–158, https://doi.org/10.1016/j.paid.2015.12.040.

 

Inzlicht, M., J. N. Gutsell y L. Legault, «Mimicry reduces racial prejudice», en Journal of Experimental Social Psychology, núm. 48 (2012), págs. 361–365.

 

Iyengar, S., G. Sood y Y. Lelkes, «Affect, not ideology: A social identity perspective on polarization», en Public Opinion Quarterly, núm. 76 (2012), págs. 405–431.

 

Jabbi, M., J. Bastiaansen y C. Keysers, «A common anterior insula representation of disgust observation, experience and imagination shows divergent functional connectivity pathways», en PLoS ONE, núm. 3 (2008), e2939, https://doi.org/10.1371/journal.pone.0002939

 

Jackson, J. C., M. J. Gelfand, N. Ayub y J. Wheeler, «Together from afar: Introducing a diary contact technique for improving intergroup relations», en Behavioral Science & Policy, núm. 5 (2019), págs. 15–33.

 

Jacob, C., N. Guéguen, A. Martin y G. Boulbry, «Retail salespeople’s  mimicry of customers: Effects on consumer behavior», en Journal of Retailing and Consumer Services, núm. 18 (2011), págs. 381–388.

 

James, J. M. y R. Bolstein, «Effect of monetary incentives and follow-up mailings on the response rate and response quality in mail surveys», en Public Opinion Quarterly, núm. 54 (1992), págs. 442–453.

 

Jenke, L. y S. A. Huettel, «Voter preferences reflect a competition between policy and identity», en Frontiers of Psycholology, núm. 11 (2020), pág. 566020, https://doi.org/10.3389/fpsyg.2020.566020.

 

Jiang, L., J. Hoegg, D. W. Dahl y A. Chattopadhyay, «The persuasive role of incidental similarity on attitudes and purchase intentions in a sales context», en Journal of Consumer Research, núm. 36 (2010), págs. 778–791.

 

John, L. K., H. Blunden y H. Liu, «Shooting the Messenger», en Journal of Experimental Psychology: General, núm. 148 (4) (2019), págs. 644–666, http://dx.doi.org/10.1037/xge0000586.

 

Johnson, D. W. «Social interdependence: Interrelationships among theory, research, and practice», en American Psychologist, núm. 58 (2003), págs. 934–945.

 

Jones, E. E. y V. E. Harris,. The attribution of attitudes. Journal of Experimental Social Psychology, núm. 3 (1967), págs. 1–24.

 

Jones, J. T., B. W. Pelham, M. Carvallo y M. C. Mirenberg, «How do I love thee? Let me count the J’s. Implicit egoism and interpersonal attraction», en Journal of Personality and Social Psychology, núm. 87 (2004), págs. 665–683.

 

Jong, J., H. Whitehouse, C. Kavanagh y J. Lane, «Shared negative experiences lead to identity fusion via personal reflection», en PloS ONE, núm. 10 (2015), https://doi.org/10.1371/journal.pone.0145611.

 

Joule, R. V. «Tobacco deprivation: The foot-in-the-door technique versus the low-ball technique», en European Journal of Social Psychology, núm. 17 (1987), págs. 361–365.

 

Judge, T. A. y D. M. Cable, «The effect of physical height on workplace success and income», en Journal of Applied Psychology, núm. 89 (2004), págs. 428–441.

 

Judge, T. A., C. Hurst y L. S. Simon, «Does it pay to be smart, attractive, or confident (or all three)? Relationships among general mental ability, physical attractiveness, core self-evaluations, and income», en Journal of Applied Psychology, núm. 94 (2009), págs. 742–755.

 

Jung, J., R. Busching y B. Krahé, «Catching aggression from one’s peers: A longitudinal and multilevel analysis», en Social and Personality Psychology Compass, núm. 13 (2019), https://doi.org/10.1111/spc3.12433.

 

Kahn, B. E. y J.Baron, «An exploratory study of choice rules favored for high stakes decisions», en Journal of Consumer Psychology, num. 4 (1995), págs. 305–328.

 

Kahneman, D., Thinking, fast and slow. Farrar, Straus and Giroux, Nueva York 2011 [Pensar rápido, pensar despacio, trad. de J. Chamorro Mielke, Debate, Madrid 2012]

 

Kahneman, D., P. Slovic, y A. Tversky, (eds.). (1982). Judgment under uncertainty: Heuristics and biases, Cambridge University Press, Nueva York 1982.

 

Kahneman, D. y A. Tversky, «Prospect theory: An analysis of decisión under risk», en Econometrica, núm. 47 (1979), págs. 263–291.

 

Kalmoe, N. P., «Dueling views in a canonical measure of sophistication», en Public Opinion Research, núm. 83 (2019), págs. 68–90.

 

Kaminski, G., F.Ravary, C. Graff y E. Gentaz, «Firstborns’ disadvantage in kinship detection», en Psychological Science, núm. 21 (2010), págs. 1746–1750.

 

Kandler, C., W. Bleidorn y R. Riemann, «Left or right? Sources of political orientation: The roles of genetic factors, cultural transmission, assortative mating, and personality», en Journal of Personality and Social Psychology, núm. 102 (2012), págs. 633–645.

 

Kang, S. K., J. B. Hirsh, A. L. Chasteen, «Your mistakes are mine: Self-other overlap predicts neural response to observed errors», en Journal of Experimental Social Psychology, núm. 46 (2010), págs. 229–232.

 

Kardes, F. R., S. S. Posavac, y M. L. Cronley, «Consumer inference: A review of processes, bases, and judgment contexts», en Journal of Consumer Psychology, núm. 14 (2004), págs. 230-256.

 

Karim, A. A., B.Lützenkirchen, E. Khedr y R. Khalil, «Why is 10 past 10 the default setting for clocks and watches in advertisements? A psychological experiment», en Frontiers of Psychology, núm. 8 (2017), pág. 1410, https://doi.org/10.3389/fpsyg.2017.01410.

 

Karremans, J. C. y H. Aarts, «The role of automaticity in determining the inclination to forgive close others», en Journal of Experimental Social Psychology, núm. 43 (2007), págs. 902-917.

 

Kauff, M., F. Asbrock, S. Thörner y U. Wagner, «Side effects of multiculturalism: The interaction effect of a multicultural ideology and authoritarianism on prejudice and diversity beliefs», en Personality and Social Psychology Bulletin, núm. 39 (2013), págs. 305-320, https://doi.org/10.1177/0146167212473160.

 

Kay, T., L. Keller y L. Lehmann, «The evolution of altruism and the serial rediscovery of the role of relatedness», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 28894–28898, https://doi.org/10.1073/pnas.2013596117.

 

Keil, F. C., «Running on empty? How folk science gets by with less», en Current Directions in Psychological Science, núm. 21 (2012), págs. 329–334. https://doi.org/10.1177/0963721412453721.

 

Keinan, A. y R. Kivetz, «Productivity orientation and the consumption of collectable experiences», en Journal of Consumer Research, núm. 37 (2011), págs. 935–950.

 

Kende, J., K. Phalet, W. Van den Noortgate, A. Kara, y R. Fischer, «Equality revisited: A cultural meta-analysis of intergroup contact and prejudice», en Social Psychological and Personality Science, núm. 9 (2018), págs. 887–895. https://doi.org/10.1177/1948550617728993.

 

Kenrick, D. T., «Evolutionary theory and human social behavior», en Handbook of Theories of Social Psychology, P. A. M. Van Lange, A. W. Kruglanski, y E. T. Higgins (eds.), Sage, Thousand Oaks 2012, págs. 11–31.

 

—, «True friendships are communistic, not capitalist», 2020, http://spsp.org/news-center/blog/kenrick-true-friendships#gsc.tab=0.

 

Kenrick, D. T., S. E. Gutierres y L. L. Goldberg, «Influence of popular erotica on judgments of strangers and mates», en Journal of Experimental Social Psychology, núm. 25 (1989), págs. 159–167.

 

Kenrick, D. T., S. L. Neuberg, R. B. Cialdini y D. E. Lundberg-Kenrick, Social Psychology: Goals in interaction, Pearson Education, Boston 2020, 7.ª ed.

 

Kerr, N. L. y R. J. MacCoun, «The effects of jury size and polling method on the process and product of jury deliberation», en Journal of Personality and Social Psychology, núm. 48 (1985), págs. 349–363.

 

Kesebir, S., «The superorganism account of human sociality: How and when human groups are like beehives», en Personality and Social Psychology Review, núm. 16 (2012), págs. 233–261.

 

Ketelaar, T., Emotions as mental representations of gains and losses: Translating prospect theory into positive and negative affect, artículo presentado en la junta de la  Sociedad Estadounidense de Psicología, Nueva York 1995.

 

Kettle, K. I. y G. Häubl, «The signature effect: Signing influences consumption-related behavior by priming self-identity», en Journal of Consumer Research, núm. 38 (2011), págs. 474–489.

 

Keysar, B., B. A.Converse, J. Wang y N. Epley, «Reciprocity is not give and take: Asymmetric reciprocity to positive and negative acts», en Psychological Science, núm. 19 (2008), págs. 1280–1286.

 

Khamitov, M., X. Wang y M. Thomson,. How well do consumer–Brand relationships drive customer brand loyalty? Generalizations from a meta-analysis of brand relationship elasticities. Journal of Consumer Research, núm. 46 (2019), págs. 435–459, https://doi.org/10.1093/jcr/ucz006.

 

Kimel, S. Y., R. Huesmann, J. R. Kunst y E. Halperin, «Living in a genetic world: How learning about interethnic genetic similarities and differences affects peace and conflicto», en Personality and Social Psychology Bulletin, núm. 42 (2016), págs. 688–700, https://doi.org/10.1177/0146167216642196.

 

Kirschner, S. y M. Tomasello, «Joint music making promotes prosocial behavior in 4-year-old children», Evolution and Human Behavior, núm. 31 (2010), págs. 354–364.

 

Kissinger, H., Years of upheaval, Little Brown, Boston 1982.

 

Klein, C., «Why Coca-Cola’s “New Coke” flopped. History», 13 de marzo de 2020, www.history.com/news/why-coca-cola-new-coke-flopped.

 

Klein, H. J., R. B. Lount, Jr., H. M. Park y B. J. Linford, «When goals are known: The effects of audience relative status on goal commitment and performance», en Journal of Applied Psychology, núm. 105 (2020), págs. 372–389. https://doi.org/10.1037/apl0000441.

 

Klein, N. y E. O’Brien, «People use less information than they think to make up their minds», en Proceedings of the National Academy of Sciences (2018), https://doi.org/10.1073/pnas.1805327115.

 

Knishinsky, A., «The effects of scarcity of material and exclusivity of information on industrial buyer perceived risk in provoking a purchase decisión», tesis doctoral no publicada, Arizona State University, Tempe 1982.

 

Knouse, S. B., «The letter of recommendation: Specificity and favorability information», en Personal Psychology, núm. 36 (1983), págs. 331–341.

 

Knox, R. E. y J. A. Inkster, «Postdecisional dissonance at post time», en Journal of Personality and Social Psychology, núm. 8 (1968), págs. 319–323.

 

Koch, T. y C. Peter, «Effects of equivalence framing on the perceived truth of political messages and the trustworthiness of politicians», en Public Opinion Quarterly, núm. 81 (2017), págs. 847–865 https://doi.org/10.1093/poq/nfx019.

 

Koch, T. y T. Zerback, «Helpful or harmful? How frequent repetition affects perceived statement credibility», en Journal of Communication, núm. 63 (2013), págs. 993–1010.

 

Kouchaki, M., F. Gino y Y. Feldman, «The ethical perils of personal, comunal relations: A language perspective», en Psychological Science, núm. 30 (2019), págs. 1745–1766, https://doi.org/10.1177/0956797619882917.

 

Koudenburg, N., T. Postmes, E. H. Gordijn y A. van Mourik Broekman, «Uniform and complementary social interaction: Distinct pathways to solidarity», en PloS ONE, núm. 10 (2015), https://doi.org/10.1371/journal.pone.0129061.

 

Krajbich, I., C. Camerer, J. Ledyard y A. Rangel, «Self-control in decision-making involves modulation of the vmPFC valuation system», en Science, núm. 324 (2009), págs. 12315–12320.

 

Kranzler, D., Japanese, Nazis, and Jews: The Jewish refugee community of Shanghai, 1938–1945, Yeshiva University Press, Nueva York 1976

 

Kraut, R. E., «Effects of social labeling on giving to charity», en Journal of Experimental Social Psychology, núm. 9 (1973), págs. 551–562.

 

Kriner, D. L. y F. X. Shen, «How citizens respond to combat casualties: The differential impact of local casualties on support for the war in Afghanistan», en Public Opinion Quarterly, núm. 76 (2012), págs. 761–770.

 

Kristensson, P., E. Wästlund y M. Söderlund, «Influencing consumers to choose environment friendly offerings: Evidence from field experiments», en Journal of Business Research, núm. 76 (2017), págs.  89–97.

 

Krizan, Z. y J. Suls, «Losing sight of oneself in the above average effect: When egocentrism, focalism, and group diffusiveness collide», en Journal of Experimental Social Psychology, núm. 44 (2008), págs. 929–942.

 

Kteily, N., E. Bruneau, A. Waytz y S. Cotterill, «The ascent of man: Theoretical and empirical evidence for blatant dehumanization», en Journal of Personality and Social Psychology, núm. 109 (2015), págs. 901–931, https://doi.org/10.1037/pspp0000048.

 

Ku, G., «Before escalation: Behavioral and affective forecasting in escalation of commitment», en Personality and Social Psychology Bulletin, núm. 34 (2008), págs. 1477–1491, https://doi.org/10.1177/0146167208322559.

 

Kuester, M. y M. Benkenstein, «Turning dissatisfied into satisfied customers: How referral reward programs affect the referrer’s attitude and loyalty toward the recommended service provider», en Journal of Retailing and Consumer Services, núm. 21 (2014), págs. 897–904.

 

Kunz, P. R. y M. Woolcott, «Season’s greetings: From my status to yours», en Social Science Research, núm. 5 (1976), págs. 269–278.

 

Lack, D., The life of the robin, Cambridge University Press, Londres 1943.

 

Lai, C. K., A. L.Skinner, E. Cooley, S. Murrar, M. Brauer, T, Devos, J. Calanchini, et al. «Reducing implicit racial preferences: II. Intervention effectiveness across time», en Journal of Experimental Psychology: General, núm. 145 (2016), págs. 1001–1016, https://doi.org/10.1037/xge0000179.

 

Lammers, H. B., «The effect of free samples on immediate consumer purchase», en Journal of Consumer Marketing, núm. 8 (1991), págs. 31–37.

 

Langer, E., A. Blank B. y Chanowitz, «The mindlessness of ostensibly thoughtful action: The role of “placebic” information in interpersonal interaction», en Journal of Personality and Social Psychology, núm. 36 (1978), págs. 635–642.

 

Langer, E. J., «Minding matters», en L. Berkowitz (ed.), Advances in experimental social psychology, Academic Press, Nueva York 1989, vol. 22, págs. 137–173.

 

Langlois, J. H., A. Kalakanis, A. J. Rubenstein, A. Larson, M. Hallam y M. Smoot, «Maxims or myths of beauty: A meta-analytic and theoretical review», en Psychological Bulletin, núm. 126 (2000), págs. 390–423.

 

Lansky, D., «A day for stiffupperlipps, other nags», en Arizona Republic, T4., 31 de marzo de 2002.

 

LaPorte, N., «In a major reversal, Netflix is about to reveal how many people watch its most popular shows», 2018, www.fastcompany.com/90335959/in-a-major-reversal netflix-is-about-to-reveal-how-many-people-watch-its-most-popular-shows.

 

LataneÅL, B. y J. M. Darley, «Group inhibition of bystander intervention in emergencies», en Journal of Personality and Social Psychology, núm. 10 (1968), págs. 215–221.

 

Law, S. y K. A. Braun, «I’ll have what she’s having: Gauging the impact of product placements on viewers», en Psychology & Marketing, núm. 17 (2000), págs. 1059–1075.

 

Lazarov, A., R. Abend, S. Seidner, D. S. Pine y Y. Bar-Haim, «The effects of training contingency awareness during attention bias modification on learning and stress reactivity», en Behavior Therapy, núm. 48 (2017), págs. 638–650.

 

Leach, W. C., N. Ellemers y M. Barreto, «Group virtue: The impact of morality

(vs. competence and sociability) in the positive evaluation of in-groups», en Journal of Personality and Social Psychology, núm. 93 (2007), págs. 234–249.

 

Leakey, R. y R. Lewin, People of the lake, Anchor/Doubleday, Nueva York 1978.

 

Lee, A. Y. y J. L. Aaker, «Bringing the frame into focus: The influence of regulatory fit on processing fluency and persuasión», en Journal of Personality and Social Psychology, núm. 86 (2004), págs. 205–218, https://doi.org/10.1037/0022-3514.86.2.205.

 

Lee, F., C. Peterson, y L. Z. Tiedens, «Mea culpa: Predicting stock prices from organizational attributions», en Journal of Personality and Social Psychology, núm. 30 (2004), págs. 1636–1649.

 

Lefkowitz, M., R. R. Blake y J. S. Mouton, «Status factors in pedestrian violation of traffic signals», en Journal of Abnormal and Social Psychology, núm. 51 (1955), págs. 704–706.

 

Legate, N., N. Weinstein, K. Sendi y M. Al-Khouja, «Motives behind the veil: Women’s affective experiences wearing a veil depend on their reasons for wearing one», en Journal of Research in Personality, núm. 87 (2020), pág. 103969, https://doi.org/10.1016/j.jrp.2020.103969.

 

Leopold, A., A Sand County almanac, Oxford University Press, Nueva York 1989 [Un año en San County, trad. de A. González Hortelano, Errata Naturae, Madrid 2019]

 

Leotti, L. A. y M. R. Delgado, «The inherent reward of choice», en Psychological Science, núm. 22 (2011), págs. 1310–1318, https://doi.org/10.1177/0956797611417005.

 

Lepper, M. R. y D. Greene, (eds.),  The hidden costs of reward, Lawrence Erlbaum, Hillsdale 1978.

 

Levendusky, M. S. «Americans, not partisans: Can priming American national identity reduce affective polarization?» en Journal of Politics, núm. 80 (2018), págs. 59–70, https://doi.org/10.1086/693987.

 

Levine, H., In search of Sugihara, Free Press, Nueva York 1997.

 

Levy J., D. Markell y M. Cerf, «Polar similars: Using massive mobile dating data to predict synchronization and similarity in dating preferences», en Frontiers of Psychology, 2019, https://doi.org/10.3389/fpsyg.2019.02010.

 

Lewis, G. J. y T. C. Bates, «Genetic evidence for multiple biological mechanisms underlying in-group favoritism», en Psychological Science, núm. 21 (2010), págs. 1623–1628.

 

Li, W., I. Moallem, K. A. Paller y J. A. Gottfried, «Subliminal smells can guide social preferences», en Psychological Science, núm. 18 (2007), págs. 1044–1049.

 

Lieberman, J. D. y J.Arndt, «Understanding the limits of limiting instructions», en Psychology, Public Policy, and Law, núm. 6 (2000), págs. 677–711.

 

Lieberman, D. y A. Smith, «It’s all relative: Sexual aversions and moral judgments regarding sex among siblings», en Current Directions in Psychological Science, núm. 21 (2012), págs. 243–247, https://doi.org/10.1177/0963721412447620.

 

Lieberman, D., J. Tooby, y L. Cosmides, «The architecture of human kin detection», en Nature, núm. 445 (2007), págs. 727–731, https://doi.org/10.1038/nature05510.

 

Lim, S., J. P. O’Doherty A. y Rangel, «The decision value computations in the vmPFC and striatum use a relative value code that is guided by visual attention», en Journal of Neuroscience, núm. 31 (2011), págs. 13214–13223.

 

Lin, J.‐S. y Y. Sung, «Nothing can tear us apart: The effect of brand identity fusion in consumer–Brand relationships», en Psychology & Marketing, núm. 31 (2014), págs. 54–69, https://doi.org/10.1002/mar.20675.

 

Linder, J. A., D. Meeker, C. R. Fox, M. W. Friedberg, S. D. Persell, N. J. Goldstein y J. N. Doctor, «Effects of behavioral interventions on inappropriate antibiotic prescribing in primary care 12 months after stopping interventions», en Journal of the American Medical Association, núm. 318 (2017), págs. 1391–1392, https://doi.org/10.1001/jama.2017.11152.

 

Liu, W. y D. Gal, «Bringing us together or driving us apart: The effect of soliciting consumer input on consumers’ propensity to transact with an organization», en Journal of Consumer Research, núm. 38 (2011), págs. 242–259.

 

Lloyd, J. E., «Aggressive mimicry in Photuris: Firefly femme fatales», Science, núm. 149 (1965), págs. 653–654.

 

Loersch, C. y N. L. Arbuckle, «Unraveling the mystery of music: Music as an evolved group process»,  Journal of Personality and Social Psychology, núm. 105 (2013), págs. 777–798.

 

Lokhorst, A. M., C. Werner, H. Staats, E. van Dijk, E. y J. L. Gale, «Commitment and behavior change: A meta-analysis and critical review of commitment-making strategies in environmental research», en Environment and Behavior, núm. 45 (2013), págs. 3–34, https://doi.org/10.1177/0013916511411477.

 

Loschelder, D. D, H. Siepelmeyer, D. Fischer y J. Rubel, «Dynamic norms drive sustainable consumption: Norm-based nudging helps café customers to avoid disposable to-go-cups», en Journal of Economic Psychology, núm. 75 (2019), pág. 102146.

 

Lynn, M., «Scarcity effect on value: Mediated by assumed expensiveness», en Journal of Economic Psychology, núm. 10 (1989), págs. 257–274.

 

Lytton, J., «Correlates of compliance and the rudiments of conscience in two-year-old boys», en Canadian Journal of Behavioral Science, núm. 9 (1979), págs. 242–251.

 

MacGregor-Hastie, R. (1988). Picasso’s women, Lennard, Londres 1988.

 

Mack, D. y D. Rainey, «Female applicants’ grooming and personnel selection», en Journal of Social Behavior and Personality, núm. 5 (1990), págs. 399–407.

 

MacKay, C., Extraordinary Popular Delusions and the Madness of Crowds. Farrar, Straus and Giroux, Nueva York 1841/1932 [Delirios populares extraordinarios y la locura de las masas, trad. de E. Almetlla Benavent, Profit, Barcelona 2009]

 

MacKenzie, B., «When sober executives went on a bidding binge», en TV Guide (1974).

 

Madanika, Y. y K. Bartholomew, «Themes of lust and love in popular music from 1971 to 2011», en SAGE Open, núm. 4 (3) (2014), https://doi.org/10.1177/2158244014547179.

 

Maddux, W. W., E. Mullen y A. Galinsky, «Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes», en Journal of Experimental Social Psychology, núm. 44 (2008), págs. 461–468.

 

Maestripieri, D., A. Henry y N. Nickels, N., «Explaining financial and prosocial biases in favor of attractive people: Interdisciplinary perspectives from economics, social psychology, and evolutionary psychology», en Behavioral and Brain Sciences, núm. 40 (2017), E19, https://doi.org/10.1017/S0140525X16000340.

 

Maglio, S. J. y E. Polman, «Revising probability estimates: Why increasing likelihood means increasing impact», en Journal of Personality and Social Psychology, núm. 111 (2016), págs. 141–158, https://doi.org/10.1037/pspa0000058.

 

Magruder, J. S., An American life: One man’s road to Watergate, Atheneum, Nueva York 1974 [Mis años con Nixon, trad. de C. Saavedra, Lasser Press Mexicana, México D. F. 1975].

 

Mahajan, N., M. A. Martinez, N. L. Gutierrez, G. Diesendruck, M. R. Banaji y L. R. Santos, Journal of Personality and Social Psychology, núm. 100 (2011), págs. 387–405.

 

Maheshwari, S., «The online star rating system is flawed . . . and you never know if you can trust what you read», en New York Times (2019), Nueva York, B1, B4.

 

Main, K. J., D. W. Dahl, y P. R. Darke, «Deliberative and automatic bases of suspicion: Empirical evidence of the sinister attribution error», en Journal of Consumer Psychology, núm. 17 (2007), págs. 59–69, https://doi.org/10.1207/s15327663jcp1701_9.

 

Maisel, N. C y S. L. Gable, «The paradox of received social support: The importance of responsiveness», Psychological Science, núm. 20 (2009), págs. 928–932.

 

Makary, M. A. y M. Daniel, «Medical error—the third leading cause of death in the US», en BMJ, núm. 353 (2016), https://doi.org/10.1136/bmj.i2139.

 

Makurdi, W, «23 youths dead in South Africa during adulthood initiation rites», en Arizona Republic, A32, 26 de mayo de 2013.

 

Malinowski, B., Argonauts of the Western Pacific: An account of native Enterprise and adventure in the archipelagoes of Melanesian New Guinea, 1922, www.gutenberg.org/files/55822/55822-h/55822-h.htm. [Los argonautas del Pacífico occidental, trad. de A. Desmonts, Ediciones Altaya S. A., Barcelona 1999]

 

Mallett, R. K., T. D. Wilson y D. T. Gilbert, «Expect the unexpected: Failure to anticipate similarities leads to an intergroup forecasting error», en Journal of Personality and Social Psychology, núm. 94 (2008), págs. 265–277.

 

Mallon, B., C. Redies y G. U. Hayn-Leichsenring, «Beauty in abstract paintings: Perceptual contrast and statistical properties», en Frontiers of Human Neuroscience, núm. 8 (2014), pág. 161, https://doi.org/10.3389/fnhum.2014.00161.

 

Mandel, N. y E. J. Johnson, «When web pages influence choice: Effects of visual primes on experts and novices», en Journal of Consumer Research, núm. 29 (2002), págs. 235–245.

 

Manis, M., S. D. Cornell y J. C. Moore, «Transmission of attitude relevant information through a communication chain», en Journal of Personality and Social Psychology, núm. 30 (1974), págs. 81–94.

 

Mann, T., S. K. Nolen-Hoeksema, D. Burgard, K. Huang, A. Wright y K. Hansen, «Are two interventions worse than none?» en Health Psychology, núm. 16 (1997), págs.  215–225.

 

Mannes, A. E., J. B. Soll y R. P. Larrick, «The wisdom of select crowds», en Journal of Personality and Social Psychology, núm. 107(2014), págs. 276–299, https://doi.org/10.1037/a0036677.

 

Manning, R., M. Levine y A. Collins, «The Kitty Genovese murder and the social psychology of helping: The parable of the 38 witnesses», en American Psychologist, núm. 62 (2007), págs. 555–562, https://doi.org/10.1037/0003-066X.62.6.555.

 

Marcoux, J-S., «Escaping the gift economy», en Journal of Consumer Research, núm. 36 (2009), págs. 671–685.

 

Margulis, E. H.. «When program notes don’t help: Music descriptions and enjoyment», en Psychology of Music, núm. 38 (2010), págs. 285–302.

 

Markman, K. D. y C. L. Guenther, «Psychological momentum: Intuitive physics and naive beliefs», en Personality and Social Psychology Bulletin, núm. 33 (2007), págs. 800– 812, https://doi.org/10.1177/0146167207301026.

 

Markowitz, D. M. y P. Slovic, «Social, psychological, and demographic characteristics of dehumanization toward immigrants», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 9260–9269, https://doi.org/10.1073/pnas.1921790117.

 

Marks, J., E. Copland, E. Loh, C. R. Sunstein y T. Sharot, «Epistemic spillovers: Learning others’ political views reduces the ability to assess and use their expertise in nonpolitical domains», en Cognition, núm. 188 (2019), págs. 74–84, https://doi.org/10.1016/j.cognition.2018.10.003.

 

Martin, S. J., N. J. Goldstein y R. B. Cialdini, The small BIG: Small changes that spark big influence. Grand Central Publishing; Nueva York 2014 [El pequeño libro del sí, trad. de J. Rizzo, Alienta, Barcelona 2020].

 

Martin, S. J. y J. Marks, Messengers: Who we listen to, who we don’t, and why, Public Affairs, Nueva York 2019.

 

Mashek, D. J., A. Aron y M. Boncimino, «Confusions of self with close others», en Personality and Social Psychology Bulletin, núm. 29 (2003), págs. 382–392.

 

Masket, S. E., «Did Obama’s ground game matter? The influence of local field offices during the 2008 presidential election», en Public Opinion Quarterly, núm. 73 (2009), págs. 1023–1039.

 

Mateo, J. M., «Kin recognition in ground squirrels and other rodents», en Journal of Mammalogy, núm. 84 (2003), págs. 1163–1181, https://doi.org/10.1644/BLe-011.

 

Mateo, J. M. «Perspectives: Hamilton’s legacy: mechanisms of kin recognition in humans», en Ethology, núm. 121 (2015), págs. 419–427, https://doi.org/10.1111/eth.12358.

 

Mather, M., E. Shafir y M. K. Johnso, «Misremembrance of options past: Source monitoring and choice», en Psychological Science, núm. 11 (2000), págs. 132–138.

 

Matthies, E., C. A. Klöckner y C. L. Preissner, «Applying a modified moral decision making model to change habitual car use: How can commitment be effective?», en Applied Psychology, núm. 55 (2006), págs. 91–106, https://doi.org/10.1111/j.1464-0597.2006.00237.x.

 

Maus, G. W., H. L. Goh y M. Lisi, «Perceiving locations of moving objects across eyeblinks», en Psychological Science, 2020, https://doi.org/10.1177/0956797620931365.

 

Mauss, M., The gift: The form and reason for exchange in archaic societies, trad. de W. D. Halls., Routledge, Abingdon 1990 [Ensayo sobre el don: forma y función del intercambio en las sociedades arcaicas, trad. de J. Bucci, Katz, Madrid 2009].

 

Mauss, S., «Hitler’s Jewish Commander and Victim», en Jewish Voice from Germany. 4 de diciembre de 2012, http://jewish-voice-from-germany.de/cms/hitlers-jewish-commander-and-victim.

 

Mayer, N. D. y Z. Tormala, «“Think” versus “feel” framing effects», en Personality and Social Psychology Bulletin, núm. 36 (2010), págs. 443–454.

 

Mazis, M. B., «Antipollution measures and psychological reactance theory: A field experiment», en Journal of Personality and Social Psychology, núm. 31 (1975), págs. 654–666.

 

Mazis, M. B., R. B. Settle y D. C. Leslie, «Elimination of phosphate detergents and psychological reactance», en Journal of Marketing Research, núm. 10 (1973), págs. 390–395.

 

McCall, M. y H. J. Belmont, «Credit card insignia and restaurant tipping: Evidence for an associative link», en Journal of Applied Psychology, núm. 81 (1996), págs. 609–613.

 

McDonald, M., R. Porat, A. Yarkoney, M. Reifen Tagar, S. Kimel, T. Saguy y E. Halperin, «Intergroup emotional similarity reduces dehumanization and promotes conciliatory attitudes in prolonged conflicto», en Group Processes & Intergroup Relations, núm. 20 (2017), págs. 125–136, https://doi.org/10.1177/1368430215595107.

 

McFarland, S., «Identification with all humanity: The antithesis of prejudice, and more», en The Cambridge handbook of the psychology of prejudice, C. G. Sibley y F. K. Barlow (eds.), Cambridge University Press, Cambridge 2017, págs.  632–654, https://doi.org/10.1017/9781316161579.028.

 

McFarland, S., M. Webb y D. Brown, «All humanity is my in-group: A measure and studies of identification with all humanity», en Journal of Personality and Social Psychology, núm. 103 (2012), págs. 830–853.

 

McGuinnies, E. y C. D. Ward, «Better liked than right: Trustworthiness and expertise as factors in credibility», en Personality and Social Psychology Bulletin, núm. 6 (1980), págs. 467–472.

 

McKenzie, C. R. M. y V. M. Chase, «Why rare things are precious: The importance of rarity in lay inference», en Ecological rationality: Intelligence in the world, P. M. Todd, G. Gigerenzer y ABC Research Group (eds.), Oxford University Press, Oxford 2010, págs. 81–101.

 

McKeown, S. y J. Dixson, «The “contact hypothesis”: Critical reflections and future directions», en Social & Personality Psychology Compass, núm. 11 (2017), https://doi.org/10.1111/spc3.12295.

 

McNeill, W. H., Keeping together in time: Dance and drill in human history. Harvard University Press, Cambridge 1995.

 

Meeker, D., T. K, Knight, M. W. Friedberg, J. A. Linder, N. J. Goldstein, C. R. Fox, A. Rothfeld, et al., «Nudging guideline-concordant antibiotic prescribing: A randomized clinical trial», en JAMA Internal Medicine, núm. 174 (2014), págs. 425–431, https://doi.org/10.1001/jamainternmed.2013.14191.

 

Meeus, W. H. J. y Q. A. W. Raaijmakers, «Administrative obedience: Carrying out orders to use psychological-administrative violence», en European Journal of Social Psychology, núm. 16 (1986), págs. 311–324.

 

Meier, B. P, A. J. Dillard y C. M. Lappas, «Naturally better? A review of the natural‐is‐better bias», en Social and Personality Psychology Compass (2019), https://doi.org/10.1111/spc3.12494.

 

Melamed, B. F., E. Yurcheson, L. Fleece, S. Hutcherson y R. Hawes, R., «Effects of film modeling on the reduction of anxiety-related behaviors in individuals varying in level of previous experience in the stress situation», en Journal of Consulting and Clinical Psychology, núm. 46 (1978), págs. 1357–1374.

 

Melamed, D., B. Simpson y J. Abernathy, «The robustness of reciprocity: Experimental evidence that each form of reciprocity is robust to the presence of other forms of reciprocity», en Science Advances, núm. 6 (2020), https://doi.org/10.1126/sciadv.aba0504.

 

Mercer, A., A.Caporaso, D. Cantor y J. Townsend, «How much gets you how much? Monetary incentives and response rates in household surveys», en Public Opinion Quarterly, núm. 79 (2015), págs. 105–129.

 

Meredith, J., «Conversation analysis, cyberpsychology and online interaction», en Social and Personality Psychology Compass, núm. 14 (2020), https://doi.org/10.1111/spc3.12529.

 

Meyerwitz, B. E. y S. Chaiken, «The effect of message framing on breast self-examination attitudes, intentions, and behavior», en Journal of Personality and Social Psychology, núm. 52 (1987), págs. 500–510.

 

Michelitch, K., «Does electoral competition exacerbate interethnic or interpartisan economic discrimination? Evidence from a field experiment in market price bargaining», en American Political Science Review, núm. 109 (2015), págs. 43–61, https://doi.org/10.1017/S0003055414000628.

 

Midlarsky, E. y R. Nemeroff, «Heroes of the holocaust: Predictors of their well-being in later life», cartel presentado en las reuniones de la Sociedad Estadounidense de  Psicología, Nueva York 1995.

 

Milgram, S., «The experience of living in cities: A psychological analysis», en Psychology and the problems of society, F. F. Korten, S. W. Cook y J. I. Lacey (eds.), American Psychological Association (1970), págs. 152–173, https://doi.org/10.1037/10042-011

 

Milgram, S., Obedience to authority, Harper & Row, Nueva York 1974 [Obediencia a la autoridad, trad. de J. Goitia, Desclée de Brouwer, Bilbao,1980]

 

Milgram, S., L. Bickman y O. Berkowitz, «Note on the drawing power of crowds of different size», en Journal of Personality and Social Psychology, núm. 13 (1969), págs. 79–82.

 

Miller, C. B., «Yes we did!: Basking in reflected glory and cutting off reflected failure in the 2008 presidential election», en Analyses of Social Issues and Public Policy, núm. 9 (2009), págs. 283–296.

 

Miller, C. H., M. Burgoon, J. R. Grandpre, y E. M. Alvaro, «Identifying principal risk factors for the initiation of adolescent smoking behaviors: The significance of psychological reactance», en Health Communication, núm. 19 (2006), págs. 241–252, https://doi.org/10.1207/s15327027hc1903_6.

 

Miller, G. F., The mating mind, Doubleday, Nueva York 2000.

 

Miller, J. M. y J. A. Krosnick, «The impact of candidate name order on election outcomes», en Public Opinion Quarterly, núm. 62 (1998), págs. 291–330.

 

Miller, N., D. T. Campbell, H. Twedt y E. J. O’Connell, «Similarity, contrast, and complementarity in friendship choice», en Journal of Personality and Social Psychology, núm. 3 (1966), págs. 3–12.

 

Miller, R. L., P. Brickman y D. Bollen, «Attribution versus persuasion as a means of modifying behavior», en Journal of Personality and Social Psychology, núm. 31 (1975), págs. 430–441.

 

Miller, R. L., C. Seligman, N. T. Clark y M. Bush, «Perceptual contrast versus reciprocal concession as mediators of induced compliance», en Canadian Journal of Behavioral Science, núm. 8 (1976), págs. 401–409.

 

Mills, C. M. y F. C. Keil, «The development of cynicism», en Psychological Science, núm. 16 (2005), págs. 385–390.

 

Mita, T. H., M. Dermer y J. Knight, «Reversed facial images and the mere exposure hypothesis», en Journal of Personality and Social Psychology, núm. 35 (1977), págs. 597–601.

 

Mogg, K., A. M. Waters, y B. P. Bradley, «Attention bias modification (ABM): Review of effects of multisession ABM training on anxiety and threat-related attention in high-anxious individuals», en Clinical Psychological Science, núm. 5 (2017), págs. 698–717, https://doi.org/10.1177/2167702617696359.

 

Monahan, J. L., S. T. Murphy y R. B. Zajonc, «Subliminal mere exposure: Specific, general, and diffuse effects», en Psychological Science, núm. 11 (2000), págs. 462–466.

 

Moons, W. G., D. M. Mackie y T. Garcia-Marques, «The impact of repetition-induced familiarity on agreement with weak and strong arguments», en Journal of Personality and Social Psychology, núm. 96 (2009), págs. 32–44, http://dx.doi.org/10.1037/a0013461.

 

Moore, C. y L. Pierce, «Reactance to transgressors: Why authorities deliver harsher penalties when the social context elicits expectations of leniency», en Frontiers in Psychology, núm. 7 (2016), pág. 550, http://dx.doi.org/10.3389/fpsyg.2016.00550.

 

Moore, D. E., T. R. Kurtzberg, L. L. Thompson y M. W. Morris, «Long and short routes to success in electronically-mediated negotiations: Group affiliations and good vibrations», en Organizational Behavior and Human Decision Processes, núm. 77 (1999), págs. 22-43.

 

Moreland, R. L. y S. Topolinski, «The mere exposure phenomenon: A lingering melody by Robert Zajonc», en Emotion Review, núm. 2 (2010), págs. 329–339, https://doi.org/10.1177/1754073910375479.

 

Moriarty, T., «Crime, commitment, and the responsive bystander: Two field experiments», en Journal of Personality and Social Psychology, núm. 31 (1975), págs. 370–376.

 

Morris, M., J. Nadler, T. Kurtzberg y L. Thompson, «Schmooze or lose: Social friction and lubrication in e-mail negotiations», en Group Dynamics: Theory, Research, and Practice, núm. 6 (2002), págs.  89–100, http://dx.doi.org/10.1037/1089-2699.6.1.89.

 

Morrison, K. R., V. C. Plaut y O. Ybarra, «Predicting whether multiculturalism positively or negatively influences white Americans’ intergroup attitudes: The role of ethnic identification», en Personality and Social Psychology Bulletin, núm. 36 (2010), págs. 1648–1661, https://doi.org/10.1177/0146167210386118.

 

Morrow, L., «The Russian revolution», Time, núm. 20 (1991).

 

Mortensen, C. H., R. Neel, R. B. Cialdini, C. M. Jaeger, R. P. Jacobson y M. M. Ringel, «Upward trends: A lever for encouraging behaviors performed by the minority», en Social Psychology and Personality Science, 2017, https://doi.org/10.1177%2F1948550617734615.

 

Mousa, S., «Building social cohesion between Christians and Muslims through soccer in post-ISIS Iraq», en Science, núm. 369 (2020), págs. 866–870, https://doi.org/10.1126/science.abb3153.

 

Mrkva, K. y L. Van Boven, «Salience theory of mere exposure: Relative exposure increases liking, extremity, and emotional intensity», en Journal of Personality and Social Psychology, núm. 118 (2020), págs. 1118–1145, https://doi.org/10.1037/pspa0000184.

 

Mulla, M. M., T. H. Witte, K. Richardson, W. Hart, F. L. Kassing, C. A. Coffey, C. L. Hackman y I. M. Sherwood, «The causal influence of perceived social norms on intimate partner violence perpetration: Converging cross-sectional, longitudinal, and experimental support for a social disinhibition model», en Personality and Social Psychology Bulletin, núm. 45 (2019), págs. 652–668, https://doi.org/10.1177/0146167218794641.

 

Murayama, K. y A. J. Elliot, «The competition–performance relation: A meta-analytic review and test of the opposing processes model of competition and performance», en Psychological Bulletin, núm. 138 (2012), págs. 1035–1070, http://dx.doi.org/10.1037/a0028324.

 

Murphy, S. T. y R. B. Zajonc, «Affect, cognition and awareness», en Journal of Personality and Social Psychology, núm. 64 (1993), págs. 723–739.

 

Murrar, S., M. R. Campbell y M. Brauer, «Exposure to peers’ pro-diversity attitudes increases inclusion and reduces the achievement gap», en Nature Human Behavior (2020), https://doi.org/10.1038/s41562-020-0899-5.

 

Murray, D. A., R. V. Leupker,  C. A. Johnson y M. B. Mittlemark, «The prevention of cigarette smoking in children: A comparison of four strategies», en Journal of Applied Social Psychology, núm. 14 (1984), págs. 274–288.

 

Nai, J., J. Narayanan, I. Hernandez y K. Savani, «People in more racially diverse neighborhoods are more prosocial», en Journal of Personality and Social Psychology, núm. 114 (2018), págs. 497–515, https://doi.org/10.1037/pspa0000103.

 

Nakayachi, K., T. Ozaki, Y. Shibata y R. Yokoi, «Why do Japanese people use masks against COVID-19, even though masks are unlikely to offer protection from infection?», en Frontiers in Psychology,  núm. 11 (2020), https://doi.org/10.3389/fpsyg.2020.01918.

 

Naylor, R. W., R. Raghunathan y S. Ramanathan, «Promotions spontaneously induce a positive evaluative response», en Journal of Consumer Psychology, núm. 16 (2006), págs. 295–305.

 

Nelissen, R. M. A. y M. H. C. Meijers, «Social benefits of luxury brands as costly signals of wealth and status», en Evolution and Human Behavior, núm. 32 (2011), págs. 343–355.

 

News, Stanford Business School Magazine, vol. 56 (1988), núm. 3.

 

Nijjer, R., «5 types of social proof to use on your website now», en Search Engine Journal (2019), www.searchenginejournal.com/social-proof-types/318667.

 

Nolan, J. M., P. W. Schultz, R. B. Cialdini y N. J. Goldstein, «The social norms approach: A wise intervention for solving social and environmental problems», en Handbook of Wise Interventions, G. Walton y A. Crum (eds.), Guilford 2021, págs. 405–428.

 

Nolan, J. M., P. W. Schultz, R. B. Cialdini, N. J. Goldstein y V. Griskevicius, «Normative social influence is underdetected», en Personality and Social Psychology Bulletin, núm. 34 (2008), págs.  913–923.

 

Noor, M., R. Brown, R. Gonzalez, J. Manzi y C. A. Lewis, «On positive psychological outcomes: What helps groups with a history of conflict to forgive and reconcile with each other?», en Personality and Social Psychology Bulletin, núm. 34 (2008), págs. 819–832.

 

Norscia, I. y E. Palagi, «Yawn contagion and empathy in Homo sapiens», en PLoS ONE, núm. 6 (2011), https://doi.org/10.1371/journal.pone.0028472.

 

Norscia, I., A.Zanoli, M. Gamba y E. Palagi, «Auditory contagious yawning is highest between friends and family members: Support to the emotional bias hypothesis», en Frontiers of Psycholology, núm. 11 (2020), págs.  442, https://doi.org/10.3389/fpsyg.2020.00442.

 

Norton, M. I., D. Mochon y D. Ariely, «The IKEA effect: When labor leads to love», en Journal of Consumer Psychology, núm. 22 (2012), págs.  453–460. https://doi.org/10.1016/j.jcps.2011.08.002.

 

Oesch, N., «Music and language in social interaction: Synchrony, antiphony, and functional origins», en Frontiers of Psychology, núm. 10 (2019), pág.  1514. https://doi.org/10.3389/fpsyg.2019.01514.

 

Oh, D., E. Shafir, y A. Todorov, «Economic status cues from clothes affect perceived competence from faces», en Nature Human Behaviour, núm. 4 (3) (2020), págs.  287–293, https://doi.org/10.1038/s41562-019-0782-4.

 

Ohadi, J., B. Brown, L. Trub y L. Rosenthal, «I just text to say I love you: Partner similarity in texting and relationship satisfaction», en Computers in Human Behavior, núm. 78 (2018), págs. 126–132, https://doi.org/10.1016/j.chb.2017.08.048.

 

O’Leary, S. G., «Parental discipline mistakes», en Current Directions in Psychological Science, núm. 4 (1995), págs. 11–13.

 

Oliner, S. P. y P. M. Oliner, The altruistic personality: Rescuers of Jews in Nazi Europe, Free Press, Nueva York 1988.

 

Oliver, A., Reciprocity and the Art of Behavioural Public Policy, Cambridge University Press, Cambridge 2019, https://doi.org/10.1017/9781108647755.

 

Olson, I. R. y C. Marshuetz, «Facial attractiveness is appraised in a glance», en Emotion, núm. 5 (2005), págs. 498–502.

 

Olson, J. M. y L. M. James, «Vigilance for differences», en Personality and Social Psychology Bulletin, núm. 28 (2002), págs.  1084–1093.

 

Onyeador, I. N., N. M. Wittlin, S. E. Burke, J. F. Dovidio, S. P. Perry, R. R. Hardeman, L. N. Dyrbye, et al., «The value of interracial contact for reducing anti-Black bias among non-Black physicians: A cognitive habits and growth evaluation (CHANGE) study report», en Psychological Science, núm. 31 (2020), págs.  18–30, https://doi.org/10.1177/0956797619879139.

 

Oosterhof, N. N., S. P. Tipper y P. E. Downing, «Visuo-motor imagery of specific manual actions: A multi-variate pattern analysis fMRI study», en NeuroImage, núm. 63 (2012), págs.  262–271, https://doi.org/10.1016/j.neuroimage.2012.06.045.

 

Orina, M. M., W. Wood y J. A. Simpson, «Strategies of influence in close relationships», en Journal of Experimental Social Psychology, núm. 38 (2002), págs.  459–472.

 

Oskamp, S. y P. W. Schultz, Applied Social Psychology, Prentice-Hall, Englewood Cliffs 1998.

 

Ott, M., Y. Choi, C. Cardie y J. T. Hancock, «Finding deceptive opinión spam by any stretch of the imagination», Acta de la 49 reunión anual de la Asociación de Lingüística Computacional, Portland 2011, págs. 309–319.

 

Otten, S. y K. Epstude, «Overlapping mental representations of self, ingroup, and outgroup: Unraveling self-stereotyping and self-anchoring», en Personality and Social Psychology Bulletin, núm. 32 (2006), págs.  957–969, https://doi.org/10.1177/0146167206287254.

 

Over, H., «Seven challenges for the dehumanization hypothesis», en Perspectives on Psychological Science (2020), https://doi.org/10.1177/1745691620902133.

 

Over, H. y C. McCall, «Becoming us and them: Social learning and intergroup bias», en Social and Personality Compass, 2018, https://doi.org/10.1111/spc3.12384.

 

Packard, V., The hidden persuaders, D. McKay, Nueva York 1957 [Las formas ocultas de la propaganda, trad. de M. Mercader, Edigtorial Sudamericana, Buenos Aires 198]

 

Paez, D., B. Rime, N. Basabe, A. Wlodarczyk y L. Zumeta, L., «Psychosocial effects of perceived emotional synchrony in collective gatherings», en Journal of Personality and Social Psychology, núm 108 (2015), págs. 711–729.

 

Paese, P. W. y D. A. Gilin, «When an adversary is caught telling the truth», en Personality and Social Psychology Bulletin, núm. 26 (2000), págs. 75–90.

 

Page-Gould, E., R., Mendoza-Denton, J. M. Alegre y J. O. Siy, «Understanding the impact of cross-group friendship on interactions with novel outgroup members», en Journal of Personality and Social Psychology, núm. 98 (2010), págs. 775–793, https://doi.org/10.1037/a0017880.

 

Page-Gould, E., R. Mendoza-Denton y L. R. Tropp, «With a little help from my cross-group friend: Reducing anxiety in intergroup contexts through cross-group friendship», en Journal of Personality and Social Psychology, núm. 95 (2008), págs. 1080–1094.

 

Palagi, E., A. Leone, G. Mancini y P. F. Ferrari, «Contagious yawning in gelada baboons as a possible expression of empathy», en Proceedings of the National Academy of Sciences, núm. 106 (2009), págs. 19262–19267.

 

Palidino, M-P., M. Mazzurega, F. Pavani y T. W. Schubert, «Synchronous multisensory stimulation blurs self-other boundaries», en Psychological Science, núm. 21 (2010), págs. 1202-1207.

 

Pallak, M. S., D. A. Cook y J. J. Sullivan, «Commitment and energy conservation», en Applied Social Psychology Annual, núm. 1 (1980), págs. 235–253.

 

Paluck, E. L., «Reducing intergroup prejudice and conflict using the media: A field experiment in Rwanda», en Journal of Personality and Social Psychology, núm. 96 (2009), págs. 574–587, http://dx.doi.org/10.1037/a0011989.

 

Paluck, E. L. y D. P. Green, «Prejudice reduction: What works? A review and assessment of research and practice», en Annual Review of Psychology, núm. 60 (2009), págs. 339–367.

 

Pane, L. M., «US mass killings reach new high in 2019», Arizona Republic, 8A, 29 de diciembre de 2019.

 

Paolini, S., M. Hewstone, E. Cairns y A. Voci, «Effects of direct and indirect cross-group friendships on judgments of Catholics and Protestants in Northern Ireland», en Personality and Social Psychology Bulletin, núm. 30 (2004), págs. 770–786.

 

Park, H., A. K. Lalwani y D. H. Silvera, «The impact of resource scarcity on price-quality judgments», en Journal of Consumer Research, núm. 46 (2020), págs. 1110–1124, https://doi.org/10.1093/jcr/ucz031.

 

Park, J. H. y M. Schaller, «Does attitude similarity serve as a heuristic cue for kinship? Evidence of an implicit cognitive association», en Evolution and Human Behavior, núm. 26 (2005), págs. 158–170.

 

Park, J. H., M. Schaller y M. Van Vugt, «Psychology of human kin recognition: Heuristic cues, erroneous inferences, and their implications», en Review of General Psychology, núm. 12 (2008), págs. 215–235.

 

Parkinson, B., «Intragroup emotion convergence: Beyond contagion and social appraisal», en Personality and Social Psychology Review, núm. 24 (2020), págs. 121–140, https://doi.org/10.1177/1088868319882596.

 

Parsons, C. A., J., Sulaeman, M. C. Yates y D. S. Hamermesh, «Strike three: Discrimination, incentives, and evaluation», en American Economic Review, núm. 101 (2011), págs. 1410-1435.

 

Pavlov, I. P., Conditioned reflexes, trad. de G. V. Anrep, Oxford University Press, Oxford 1927, [Los reflejos condiconados, trad. de R. Gil Novales, Planeta DeAgostini, Barcelona 1986].

 

Peiponen, V. A., «Verhaltensstudien am blaukehlchen», en Ornis Fennica, núm. 37 (1960), págs. 69–83.

 

Pennycook, G., T. D. Cannon y D. G. Rand, «Prior exposure increases perceived accuracy of fake news», en Journal of Experimental Psychology: General, núm. 147 (12) (2018), págs. 1865–1880, https://doi.org/10.1037/xge0000465.

 

Perry, G.. Behind the shock machine: The untold story of the notorious Milgram psychology experiments, Scribe, Melbourne 2012.

 

Pettigrew, T. F., «Generalized intergroup contact effects on prejudice», en Personality and Social Psychology Bulletin, núm. 23 (1997), págs. 173–185.

 

Pettigrew, T. F. y L. R. Tropp, «A meta-analytic test of intergroup contact theory», en Journal of Personality and Social Psychology, núm. 90 (2006), págs. 751–783. http://dx.doi.org/10.1037/0022-3514.90.5.751.

 

Petrova, P. K., R. B. Cialdini y S. J. Sills, «Personal consistency and compliance across cultures», en Journal of Experimental Social Psychology, núm. 43 (2007), págs. 104–111.

 

Petty, R. E., P. Brinol, L. Fabrigar y D. T. Wegener, «Attitude structure and change», en Advanced Social Psychology, R. Baumeister y E. Finkel (eds.), Oxford University Press, Nueva York 2019, págs. 117–156.

 

Petty, R. E., J. T. Cacioppo y R. Goldman, «Personal involvement as a determinant of argument-based persuasión», en Journal of Personality and Social Psychology, núm. 41 (1981), págs. 847–855.

 

Pfeffer, J. y R. B. Cialdini, «Illusions of influence», en  Power and Influence in Organizations, R. M. Kramer y M. A. Neale (eds), Sage, Thousand Oaks 1998,  págs. 1–20.

 

Phillips, D. P., «The influence of suggestion on suicide: Substantive and theoretical implications of the Werther effect», en American Sociological Review, núm. 39 (1974), págs. 340–354.

 

—, «Suicide, motor vehicle fatalities, and the mass media: Evidence toward a theory of suggestion», en American Journal of Sociology, núm. 84 (1979), págs. 1150–1174.

 

—, «Airplane accidents, murder, and the mass media: Towards a theory of imitation and suggestion», en Social Forces, núm. 58 (1980), págs. 1001–1024.

 

Phillips, D. P. y L. L. Cartensen, «Clustering of teenage suicides after televisión news stories about suicide», en New England Journal of Medicine, núm. 315 (1986), págs. 685–689.

 

Phillips, D. P. y L. L. Cartensen, «The effect of suicide stories on various demographic groups, 1968–1985», en Suicide and Life-Threatening Behavior, núm. 18 (1988), págs. 100–114.

 

Philpot, R., L. S. Liebst, M. Levine, W. Bernasco y M. R. Lindegaard, «Would I be helped? Cross‐national CCTV footage shows that intervention is the norm in public conflicts», en American Psychologist, núm. 75 (2020), págs. 66–75.

 

Pierce, J. R., G. J. Kilduff, A. D. Galinsky y N. Sivanathan, «From glue to gasoline: How competition turns perspective takers unethical», en Psychological Science, núm. 24 (2013), págs. 1986–1994, https://doi.org/10.1177/0956797613482144.

 

Pinsker, J., «The psychology behind Costco’s Free Samples: Mini pizza bagels? Now we’re talking», en The Atlantic (2014), www.theatlantic.com/business/archive/2014/10/the-psychology-behind-costcos-free-samples/380969.

 

Plassmann, H., J. O’Doherty, B. Shiv y A. Rangel, «Marketing actions can modulate neural representations of experienced pleasantness», en Acta de la Academia Nacional de Ciencias de los Estados Unidos, núm. 105 (2008), págs. 1050–1054.

 

Pope, B. R. y N. G. Pope,O«wn-nationality bias: Evidence from UEFA Champions League football referees», en Economic Inquiry, núm. 53 (2015), págs. 1292–1304.

 

Pope, D. G. y M. E. Schweitzer, «Is Tiger Woods loss averse?: Persistent bias in the face of experience, competition, and high stakes», en American Economic Review, núm. 101 (2011). págs. 129–157, https://doi.org/10.1257/aer.101.1.129.

 

Poulin-Dubois, D., I. Brooker y A. Polonia, «Infants prefer to imitate a reliable person», en Infant Behavior and Development, núm. 34 (2011), págs. 303–309, https://doi.org/10.1016/j.infbeh.2011.01.006.

 

Powers, N., A. Blackman, T. P. Lyon y U. Narain, «Does disclosure reduce pollution?: Evidence from India’s Green Rating Project», en Environmental and Resource Economics, núm. 50 (2011), págs. 131–155.

 

Poza, D., «7 simple hacks to supercharge your registration process», 2016, https://auth0.com/blog/supercharge-your-registration-process.

 

Pratkanis, A. R., «Altercasting as an influence tactic», en Attitudes, behavior, and social context, D. J. Terry y M. A. Hogg (eds.), Lawrence Erlbaum, Mahwah 2000,  págs. 201–226.

 

—, «Social influence analysis: An Index of tactics», en The science of social Influence: Advances and future progress, A. R. Pratkanis (ed.), Philadelphia Free Press, Filadelfia 2007,  págs. 17–82.

 

Pratkanis, A. y D. Shadel, Weapons of fraud: A sourcebook for fraud fighters,  AARP Washington, Seattle 2005.

 

Pratkanis, A. R. y Y. Uriel, «The expert snare as an influence tactic: Surf, turf, and ballroom demonstrations of some compliance consequences of being altercast as an expert», en Current Psychology, núm. 30 (2011), págs. 335–344, https://doi.org/10.1007/s12144-011-9124-z.

 

Prelec, D. y D. Simester, «Always leave home without it: A further investigation of the credit-card effect on willingness to pay», en Marketing Letters, núm. 12 (2001), págs. 5–12.

 

Preston, S. D., «The origins of altruism in offspring care», en Psychological Bulletin, núm. 139 (2013), págs. 1305–1341.

 

Price, R. B., M. Wallace, J. M. Kuckertz, N. Amir, S. Graur, L. Cummings, P. Popa, et al., «Pooled patient-level meta-analysis of children and adults completing a computer-based anxiety intervention targeting attentional bias», en Clinical Psychology Review, núm. 50 (2016), págs. 37–49.

 

Price, J. y J. Wolfers, «Racial discrimination among NBA referees», en Quarterly Journal of Economics, núm. 125 (2010), págs. 1859–1887.

 

Priebe, C. S. y K. S. Spink, «When in Rome: Descriptive norms and physicalactivity», en Psychology of Sport and Exercise, núm. 12 (2011), págs. 93–98, https://doi.org/10.1016/j.psychsport.2010.09.001.

 

Provine, R., Laughter: A scientific investigation, Viking, Nueva York 2000.

 

Pryor, C., A. Perfors y P. D. L. Howe, «Even arbitrary norms influence moral decision-making», en Nature Human Behaviour, núm. 3 (2019), págs. 57–62, https://doi.org/10.1038/s41562-018-0489-y.

 

Putnam, A. L., M. Q. Ross, L. K. Soter y H. L. Roediger, «Collective narcissism: Americans exaggerate the role of their home state in appraising U.S. history», en Psychological Science, núm. 29 (2018), págs. 1414–1422, https://doi.org/10.1177/0956797618772504.

 

Qiu, C., L. Luu y A. A. Stocker, «Benefits of commitment in hierarchical inference», en Psychological Review, núm. 127 (2020), págs. 622–639, https://doi.org/10.1037/rev0000193.

 

Rachlin, H. y B. A. Jones, «Altruism among relatives and non‐relatives», en Behavioural Processes, núm. 79 (2008), págs. 120–123, https://doi.org/10.1016/j.beproc.2008.06.002.

 

Rao, A. R. y K. B. Monroe, «The effect of price, brand name, and store name on buyer’s perceptions of product quality», en Journal of Marketing Research, núm. 26 (1989), págs. 351–357, https://doi.org/10.1023/A:1008196717017.

 

Raue, M. y S. G. Scholl, «The use of heuristics in decision-making under risk and uncertainty», en Psychological perspectives on risk and risk analysis: Theory, Models and Applications, M. Raue, E. Lermer, y B. Streicher (eds.), Springer, Nueva York 2018, págs. 153–179.

 

Razran, G. H. S., «Conditioning away social bias by the luncheon technique», en Psychological Bulletin, núm. 35 (1938), pág. 693.

 

—, «Conditional response changes in rating and appraising sociopolitical slogans», en Psychological Bulletin, núm. 37 (1940), pág. 481.

 

Regan, D. T. y M. Kilduff, «Optimism about elections: Dissonance reduction at the ballot box», en Political Psychology, núm. 9 (1988), págs. 101–107.

 

Regan, R. T., «Effects of a favor and liking on compliance», en Journal of Experimental Social Psychology, núm. 7 (1971), págs. 627–639.

 

Reich, T., D. M. Kupor y R. K. Smith, «Made by mistake: When mistakes increase product preference», en Journal of Consumer Research, num. 44 (2018), págs. 1085–1103, https://doi.org/10.1093/jcr/ucx089.

 

Reich, T. y S. J. Maglio, «Featuring mistakes: The persuasive impact of purchase mistakes in online reviews», en Journal of Marketing, núm. 84 (2020), págs. 52–65, https://doi.org/10.1177/0022242919882428.

 

Reilly, K.; «A deadly campus tradition», en Time (2017), págs. 57–61.

 

Reis, H. T., M. R. Maniaci, P. A. Caprariello, P. W. Eastwick y E. J. Finkel, «Familiarity does promote attraction in live interaction», en Journal of Personality and Social Psychology, núm. 101 (2011), págs. 557–570.

 

Reiterman, T., Raven: The untold story of the Rev. Jim Jones and his people, Tarcher Perigee, Nueva York 2008.

 

Rentfrow, P. J., «Statewide differences in personality: Toward a psychological geography of the United States», en American Psychologist, núm. 65 (2010), págs. 548–558, https://doi.org/10.1037/a0018194.

 

Rice, B., «How plaintiff’s lawyers pick their targets», en Medical Economics, núm. 77 (2000), págs. 94–110.

 

Richeson, J. A. y J. N. Shelton, «Negotiating interracial interactions», en Current Directions in Psychological Science, núm. 16 (2007), págs. 316–320.

 

Riek, B. M., E. W. Mania y S. L. Gaertner, «Intergroup threat and outgroup attitudes: A meta-analytic review», en Personality and Social Psychology Review, núm. 10 (2006), págs. 336 -353, https://doi.org/10.1207/s15327957pspr1004_4.

 

Riek, B. M., E. W. Mania, S. L. Gaertner, S. A. McDonald y M. J. Lamoreaux, «Does a common in-group identity reduce intergroup threat?», en Group Processes & Intergroup Relations, núm. 13 (2010), págs. 403–423, https://doi.org/10.1177/1368430209346701.

 

Riley, D. y J. Eckenrode, «Social ties: Subgroup differences in costs and benefits», en Journal of Personality and Social Psychology, núm. 51 (1986), págs. 770–778.

 

Ritts, V., M. L. Patterson y M. E. Tubbs, «Expectations, impressions, and judgments of physically attractive students: A review», en Review of Educational Research, núm. 62 (1992), págs. 413–426.

 

Rochat, F. y T. Blass, «Milgram’s unpublished obedience variation and its historical relevance», en Journal of Social Issues, núm 70 (2014), págs. 456–472.

 

Rodafinos, A., A. Vucevic y G. D. Sideridis, «The effectiveness of compliance techniques: Foot-in-the-door versus door-in-the-face», en Journal of Social Psychology, núm. 145 (2005), págs. 237–240.

 

Roese, N. J. y M. J. Olson, «Attitude importance as a function of repeated attitude expression», en Journal of Experimental Social Psychology, núm. 30 (1994), págs. 39–51, http://dx.doi.org/10.1006/jesp.1994.1002.

 

Rollins, T.. The CEO formula, Rollins, McLean 2020.

 

Romero, T., M. Ito, A. Saito, A. y T. Hasegawa, «Social modulation of contagious yawning in wolves», en PLoS ONE, núm. 9 (2014), http://dx.doi.org/10.1371/journal.pone.0105963.

 

Romero, T., A. Konno y T. Hasegawa, «Familiarity bias and physiological responses in contagious yawning by dogs support link to empathy», en PLoS ONE, núm. 8 (2013), http://dx.doi.org/10.1371/journal.pone.0071365.

 

Rosen, S. y A. Tesser, «On the reluctance to communicate undesirable information: The MUM effect», en Sociometry, núm. 33 (1970), págs. 253–263.

 

Rosenthal, A. M.. Thirty-eight witnesses, McGraw-Hill, Nueva York 1964.

 

Roseth, C. J., D. W.Johnson y R. T.Johnson, «Promoting early adolescents’ achievement and peer relationships: The effects of cooperative, competitive, and individualistic goal structures», en Psychological Bulletin, núm. 134 (2008), págs. 223–246. http://dx.doi.org/10.1037/0033-2909.134.2.223.

 

Ross, J. R., Escape to Shanghai: A Jewish community in China, Free Press, Nueva York 1994.

 

Rothman, A. J., S. C. Martino, B. T. Bedell, J. B. Detweiler y P. Salovey, «The systematic influence of gain-and loss-framed messages on interest in and use of different types of health behavior», en Personality and Social Psychology Bulletin, núm. 25 (1999), págs. 1355–1369.

 

Rothman, A. J. y P. Salovey, «Shaping perceptions to motivate healthy behavior: The role of message framing», en Psychological Bulletin, núm. 121 (1997), págs. 3–19.

 

Rubinstein, S., «What they teach used car salesmen», en San Francisco Chronicle (1985).

 

Rusbult, C. E., P. A. M. Van Lange, T. Wildschut, N. A. Yovetich y J. Verette, «Perceived superiority in close relationships: Why it exists and persists», en Journal of Personality and Social Psychology, núm. 79 (2000), págs. 521–545.

 

Sabin, R., The international cyclopedia of music and musicians, Dodd, Mead, Nueva York 1964.

 

Sacarny, A., M. L. Barnett, J. Le, F. Tetkoski, D. Yokum y S. Agrawal, «Effect of peer comparison letters for high-volume primary care prescribers of quetiapine in older and disabled adults: A randomized clinical trial», en Journal of the American Medical Association Psychiatry, núm. 75 (2018), págs. 1003–1011, https://doi.org/10.1001/jamapsychiatry.2018.1867.

 

Sagarin, B. J., R. B. Cialdini, W. E. Rice y S. B. Serna, «Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasión», en Journal of Personality and Social Psychology, núm. 83 (2002), págs. 526–541.

 

Sagarin, B. J. y K. D. Mitnick, «The path of least resistance», en Six degrees of social influence: Science, application, and the psychology of Robert Cialdini, D. T. Kenrick, N. J. Goldstein y S. L. Braver (eds.), Oxford University Press, Nueva York 2012, págs. 27–38.

 

Salant, J. D., «Study links donations, vote patterns», en Arizona Republic, A5, 20 de julio de 2003.

 

Salganik, M. J., P. S. Dodds y D. J. Watts, «Experimental study of inequality and unpredictability in an artificial cultural market», en Science, núm. 311 (2006), págs. 854–856.

 

Santos, H. C., M. E. W. Varnum y I. Grossmann, «Global increases in individualism», en Psychological Science, núm. 28 (2017), págs. 1228–1239, https://doi.org/10.1177/0956797617700622.

 

Sasaki, S. J. y J. D. Vorauer, «Ignoring versus exploring differences between groups: Effects of salient color‐blindness and multiculturalism on intergroup attitudes and behavior», en Social and Personality Psychology Compass, núm. 7 (2013), págs. 246–259, https://doi.org/10.1111/spc3.12021.

 

Sassenrath, C., S. D. Hodges y S. Pfattheicher, «It’s all about the self: When perspective taking backfires», en Current Directions in Psychological Science, núm. 25 (2016), págs. 405–410, https://doi.org/10.1177/0963721416659253.

 

Savage, P., P. Loui, B. Tarr, A. Schachner, L. Glowacki, S. Mithen y W. Fitch, «Music as a coevolved system for social bonding», en Behavioral and Brain Sciences (2020), págs. 1–36, https://doi.org/10.1017/S0140525X20000333.

 

Schein, E., «The Chinese indoctrination program for prisoners of war: A study of attempted “brainwashing”» en Psychiatry, núm. 19 (1956), págs. 149–172.

 

Schindler, R. M., «Consequences of perceiving oneself as responsible for obtaining a discount», en Journal of Consumer Psychology, núm. 7 (4) (1998), págs. 371–392.

 

Schkade, D. A. y D. Kahneman, «Does living in California make people happy? A focusing illusion in judgments of life satisfaction», en Psychological Science, núm. 9 (1998), págs. 340–346.

 

Schlenker, B. R., D. W. Dlugolecki y K. Doherty, «The impact of self-presentations on self-appraisals and behavior. The power of public commitment», en Personality and Social Psychology Bulletin, núm. 20 (1994), págs. 20–33.

 

Schmidtke, A. y H. Hafner, «The Werther effect after television films: New evidence for an old hypothesis», Psychological Medicine, núm. 18 (1988), págs. 665–676.

 

Schmitt, M. T., C. M. L.Mackay, L. M. Droogendyk y D. Payne, «What predicts environmental activism? The roles of identification with nature and politicized environmental identity», en Journal of Environmental Psychology, núm. 61 (2019), págs. 20–29, https://doi.org/10.1016/j.jenvp.2018.11.003.

 

Schrange, M., «The opposite of perfect», en Sales and Marketing Management, núm. 26 (2004).

 

Schrift, R. Y. y J. R. Parker, «Staying the course: The option of doing nothing and its impact on postchoice persistence», en Psychological Science, núm. 25 (2014), págs. 772–780.

 

Schroeder, J., J. L. Risen, F. Gino y M. I. Norton, «Handshaking promotes deal making by signaling cooperative intent», en Journal of Personality and Social Psychology, núm. 116 (2019), págs. 743–768, http://dx.doi.org/10.1037/pspi0000157.

 

Schultz, P. W. «Changing behavior with normative feedback interventions: A field experiment on curbside recycling», en Basic and Applied Social Psychology, núm. 21 (1999), págs. 25 36.

 

Schumpe, B. M., J. J. Bélanger y C. F. Nisa, «The reactance decoy effect: How including an appeal before a target message increases persuasión», en Journal of Personality and Social Psychology, núm. 119 (2020), págs. 272–292. https://doi.org/10.1037/pspa0000192.

 

Schwarz, N., «When reactance effects persist despite restoration of freedom: Investigations of time delay and vicarious control», en European Journal of Social Psychology, núm. 14 (1984), págs. 405–419.

 

Schwarzwald, D., M. Raz y M. Zwibel, «The applicability of the door-in-the face technique when established behavior customs exit», en Journal of Applied Social Psychology, núm. 9 (1979), págs. 576–586.

 

Sechrist, G. B. y C. Stangor, «When are intergroup attitudes based on perceived consensus information? The role of group familiarity», en Social Influence, núm. 2 (2007), págs. 211–235.

 

Segal, H. A., «Initial psychiatric findings of recently repatriated prisoners of war», en American Journal of Psychiatry, vol. III (1954), págs. 358–363.

 

Seiter, J. S., «Ingratiation and gratuity: The effect of complimenting customers on tipping behavior in restaurants», en Journal of Applied Social Psychology, núm. 37 (2007), págs. 478–485.

 

Seiter, J. S. y E. Dutson, «The effect of compliments on tipping behavior in hairstyling salons», en Journal of Applied Social Psychology, núm.  37 (2007), págs. 1999–2007.

 

Sengupta, J. y G. V. Johar, «Contingent effects of anxiety on message elaboration and persuasión», en Personality and Social Psychology Bulletin, núm. 27 (2001), págs. 139–150.

 

Shadel, D., Outsmarting the scam artists: How to protect yourself from the most clever cons, Wiley & Sons, Hoboken 2012.

 

Shaffer, D., A. Garland, V. Vieland. M. Underwood y C. Busner, «The impact of curriculum-based suicide prevention programs for teenagers», en Journal of the American Academy of Child and Adolescent Psychiatry, núm. 30 (1991), págs. 588–596.

 

Shah, A. J. y D. M. Oppenheimer, «Heuristics made easy: An effort reduction framework», en Psychological Bulletin, núm. 134 (2008), págs. 207–222.

 

Shah, A. M., N. Eisenkraft, J. R. Bettman y T. L Chartrand, «“Paper or plastic?”: How we pay influences post-transaction connection», en Journal of Consumer  Research, núm. 42 (2015), págs. 688–708. https://doi.org/10.1093/jcr/ucv056.

 

Sharot, T., S. M. Fleming, X. Yu, R. Koster y R. J. Dolan, «Is choice-induced preference change long lasting?», en Psychological Science, núm. 23 (2012), págs. 1123–1129.

 

Sharot, T., C. M. Velasquez y R. J. Dolan, «Do decisions shape preference? Evidence from blind choice», en Psychological Science, núm. 21 (2010), págs. 1231–1235.

 

Sharps, M. y E.Robinson, «Perceived eating norms and children’s eating behavior: An Informational social Influence account», en Appetite, núm. 113 (2017), págs. 41–50.

 

Shayo, M., «Social identity and economic policy», en Annual Review of Economics, núm. 12 (2020), págs. 355–389.

 

Shayo, M. y A. Zussman, «Judicial in-group bias in the shadow of terrorism», en Quarterly Journal of Economics, núm. 126 (2011), págs. 1447–1484.

 

Shelley, M. K., «Individual differences in lottery evaluation models», en Organizational Behavior and Human Decision Processes, núm. 60 (1994), págs. 206–230.

 

Sheng, F., A. Ramakrishnan, D. Seok, W. J.  Zhao, S. Thelaus, P. Cen y M. L. Platt,. «Decomposing loss aversion from gaze allocation and pupil dilation», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 11356-11363. https://doi.org/10.1073/pnas.1919670117.

 

Sherif, M., O. J. Harvey, B. J. White, W. R. Hood, y C. W. Sherif, Intergroup conflict and cooperation: The Robbers’ Cave experiment, University of Oklahoma, Institute of Intergroup Relations, Norman 1961.

 

Sherman, D. K., J. Brookfield, y L. Ortosky, «Intergroup conflict and barriers to common ground: A self-affirmation perspective», en Social and Personality Psychology Compass, núm. 11 (2017). https://doi.org/10.1111/spc3.12364.

 

Sherman, L. E., A. A. Payton, L. M. Hernandez, P. M. Greenfield, y M. Dapretto, «The power of the like in adolescence: Effects of peer influence on neural and behavioral responses to social media», en Psychological Science, núm. 27 (2016), págs. 1027–1035. https://doi.org/10.1177/0956797616645673.

 

Sherman, S. J., «On the self-erasing nature of errors of prediction», Journal of Personality and Social Psychology, num. 39 (1980), págs. 211–221.

 

Shi, L., I. Romić, Y. Ma, Z. Wang, B. Podobnik, H. E. Stanley, P. Holme y M. Jusup, (2020). «Freedom of choice adds value to public godos», en Proceedings of the National Academy of Sciences, núm. 117, págs. 17516–17521. https://doi.org/10.1073/pnas.1921806117.

 

Shiv, B., Z. Carmon, y D. Ariely, «Placebo effects of marketing actions: Consumers may get what they pay for», en Journal of Marketing Research, núm. 42 (2005), págs. 383–393. https://doi.org/10.1509/jmkr.2005.42.4.383

 

Shnabel, N., S. Halabi y M. Noor, «Overcoming competitive victimhood and facilitating forgiveness through re-categorization into a common victim or perpetrator identity», en Journal of Experimental Social Psychology, núm. 49 (2013), págs. 867–877.

 

Shnabel, N., V.Purdie-Vaughns, J. E. Cook, J. Garcia y G. L. Cohen, «Demystifying values-affirmation interventions: Writing about social belonging is a key to buffering against identity threat», en Personality and Social Psychology Bulletin, núm. 39 (2013), págs. 663–676.

 

Shook, N. J. y R. H. Fazio, «Interracial roommate relationships: An experimental field test of the contact hypothesis», en Psychological Science, núm. 19 (2008), págs. 717–723. https://doi.org/10.1111/j.1467-9280.2008.02147.x.

 

Shotland, R. I. y M. Straw, «Bystander response to an assault: When a man attacks a woman», en Journal of Personality and Social Psychology, núm. 34 (1976), págs. 990–999.

 

Shrestha, K., «50 important stats you need to know about online reviews» (2018), www.vendasta.com/blog/50-stats-you-need-to-know-about-online-reviews.

 

Shrout, M. R., R. D. Brown, T. L. Orbuch y D. J. Weigel, «A multidimensional examination of marital conflict and health over 16 years», en Personal Relationships, núm. 26 (2019), págs., 490–506. https://doi.org/10.1111/pere.12292.

 

Shteynberg, G., «Shared attention», en Perspectives on Psychological Science, núm. 10 (2015), págs. 579–590.

 

Shtulman, A., «Qualitative differences between naive and scientific theories of evolution», en Cognitive Psychology, núm. 52 (2006), págs. 170–194.

 

Shu, S. B. y K. A. Carlson, «When three charms but four alarms: Identifying the optimal number of claims in persuasion settings», en Journal of Marketing, núm. 78 (2014), págs. 127–139, https://doi.org/10.1509/jm.11.0504.

 

Siegel, A., Transcendental deception: Behind the TM curtain—bogus science, hidden agendas, and David Lynch’s campaign to push a million public school kids into Transcendental Meditation while falsely claiming it is not a religión, Janreg, Los Angeles 2018.

 

Silver, A. M., A. E. Stahl, R.  Loiotile, A. S. Smith-Flores y L. Feigenson, L., «When not choosing leads to not liking: Choice-induced preference in infancy», en Psychological Science (2020), https://doi.org/10.1177/0956797620954491.

 

Sinaceur, M. y C. Heath y S. Cole, «Emotional and deliberative reaction to a public crisis: Mad cow disease in France», en Psychological Science, núm. 16 (2005), págs. 247–254.

 

Skinner, A. L., K. R. Olson y A. N. Meltzoff, «Acquiring group bias: Observing other people’s nonverbal signals can create social group biases», en Journal of Personality and Social Psychology, núm. 119 (2020), págs. 824–838, https://doi.org/10.1037/pspi0000218.

 

Slavin, R. E., «When does cooperative learning increase student achievement?», en Psychological Bulletin, núm. 94 (1983), págs. 429–445.

 

Smith, C. T., J. De Houwer y B. A. Nosek, «Consider the source: Persuasion of implicit evaluations is moderated by source credibility», en Personality and Social Psychology Bulletin, núm. 39 (2013), págs. 193–205.

 

Smith, D. L., On inhumanity: Dehumanization and how to resist it, Oxford University Press, Oxford 2020.

 

Smith, G. H. y R. Engel, «Influence of a female model on perceived characteristics of an automobile», en Proceedings of the 76th Annual Convention of the American Psychological Association, núm. 3 (1968), págs. 681–682.

 

Smith, R. W., J. J. Chandler y N. Schwarz, «Uniformity: The effects of organizational attire on judgments and attributions», en Journal of Applied Social Psychology, núm. 50 (2020), págs. 299–312.

 

Sokol-Hessner, P. y R. B. Rutledge, «The psychological and neural basis of loss aversión», en Current Directions in Psychological Science, núm. 28 (2019), págs. 20–27, https://doi.org/10.1177/0963721418806510.

 

Sorokowski, P., «Politicians’ estimated height as an indicator of their popularity», en European Journal of Social Psychology, núm. 40 (2010), págs. 1302–1309, https://doi.org/10.1002/ejsp.710.

 

Southgate, V., «Are infants altercentric? The other and the self in early social cognition», en Psychological Review, núm. 127 (2020), págs. 505–523, https://doi.org/10.1037/rev0000182.

 

Spangenberg, E. R. y A. G. Greenwald, «Self-prophesy as a method forincreasing participation in socially desirable behaviors», en The practice of social influence in multiple cultures, W. Wosinska, R. B. Cialdini, D. W. Barrett y J. Reykowski (eds.), Lawrence Erlbaum, Mahwah 2001, págs. 51–62

 

Sparkman, G. y G. M. Walton, «Dynamic norms promote sustainable behavior, even if it is counternormative», en Psychological Science, núm. 28 (2017), págs. 1663–1674, https://doi.org/10.1177/0956797617719950.

 

Sparkman, G. y G. M. Walton, «Witnessing change: Dynamic norms help resolve diverse barriers to personal change», en Journal of Experimental Social Psychology, núm. 82 (2019), págs. 238–252.

 

Sprecher, S., S. Treger, J. D. Wondra, N. Hilaire, y K. Wallpe, «Taking turns: Reciprocal self-disclosure promotes liking in initial interactions», Journal of  Experimental Social Psychology, núm. 49 (2013), págs. 860–866.

 

Sprott, D. E., E. R.Spangenberg, D. C. Knuff, y B. Devezer, «Self-prediction and patient health: Influencing health-related behaviors through self-prophecy», en Medical Science Monitor, núm. 12 (2006), RA85–91, http://www.medscimonit.com/fulltxt.php?IDMAN=8110.

 

Staats, B. R., H. Dai, D. Hofmann y K. L. Milkman, «Motivating process compliance through individual electronic monitoring: An empirical examination of hand hygiene in healthcare», en Management Science, núm. 63 (2017), págs. 1563–1585.

 

Stallen, M., A. Smidts y A. G. Sanfey, «Peer influence: neural mechanisms underlying in-group conformity», en Frontiers in Human Neuroscience, núm. 7 (2013), https://doi.org/10.3389/fnhum.2013.00050.

 

Stanchi, K. M., «Playing with fire: The science of confronting adverse material in legal advocacy», en Rutgers Law Review, núm. 60 (2008), págs. 381–434.

 

Stanne, M. B., D. W. Johnson, y R. T. Johnson, «Does competition enhance or inhibit motor performance: A meta-analysis», en Psychological Bulletin, núm. 125 (1999), págs. 133–154.

 

Stehr, N. y R. Grundmann, Experts: The knowledge and power of expertise, Routledge, Londres 2011.

 

Stelfox, H. T., G. Chua, K. O’Rourke y A. S. Detsky, «Conflict of interest in the debate over calcium-channel antagonists», en New England Journal of Medicine, núm. 333 (1998), págs. 101–106.

 

Stephan, W. G., «School desegregation: An evaluation of predictions made in Brown vs. Board of Education», en Psychological Bulletin, núm. 85 (1978), págs. 217–238.

 

Stern, S. M., The Cuban Missile Crisis in American memory: Myths versus reality, Stanford University Press, Palo Alto 2012.

 

Stephens, N. M., S. A. Fryberg, H. R.  Markus, C. Johnson y R. Covarrubias, «Unseen disadvantage: How American universities’ focus on Independence undermines the academic performance of first-generation college students», en Journal of Personality and Social Psychology, núm. 102 (2012), págs. 1178–1197.

 

Stevens, M., Cheats and deceits: How animals and plants exploit and mislead, Oxford University Press, NuevaYork 2016.

 

Stewart, P. A., A. D. Eubanks, R. G. Dye, Z. H. Gong, E. P. Bucy, P. H. Wicks, S.  Eidelman, «Candidate performance and observable audience response: Laughter and applause-cheering during the first 2016 Clinton-Trump presidential debate», en Frontiers in Psychology, núm. 9 (2018), pág. 1182, https://doi.org/10.3389/fpsyg.2018.01182.

 

Stirrat, M. y D. I. Perrett, «Valid facial cues to cooperation and trust: Male facial width and trustworthiness», en Psychological Science, núm. 21 (2010), págs. 349–354.

 

Strenta, A. y W. DeJong, «The effect of a prosocial label on helping behavior», en Social Psychology Quarterly, núm. 44 (1981), págs. 142–147.

 

Strohmetz, D. B., B. Rind, R. Fisher y M. Lynn, «Sweetening the till—the use of candy to increase restaurant tipping», en Journal of Applied Social Psychology, núm. 32 (2002), págs. 300–309.

 

Stok, F. M., D. T. de Ridder, E. de Vet y J. F. de Wit, «Don’t tell me what I should do, but what others do: The influence of descriptive and injunctive peer norms on fruit consumption in adolescents», en British Journal of Health Psychology, núm. 19 (2014), págs. 52–64.

 

Stone, J. y E. Focella, «Hypocrisy, dissonance and the self-regulation processes that improve health», en Self and Identity, núm. 10 (2011), págs. 295–303, https://doi.org/10.1080/15298868.2010.538550.

 

Stone, J., J. Whitehead, T. Schmader y E. Focella, «Thanks for asking: Self-affirming questions reduce backlash when stigmatized targets confront prejudice», en Journal of Experimental Social Psychology, núm. 47 (2011), págs. 589– 598.

 

Strauss, M., Pictures, passions, and eye, Halban, Londres 2011.

 

Styron, W., «A farewell to arms», en New York Review of Books, núm. 24 (1977), págs. 3–4.

 

Suedfeld, P., S. Bochner y C. Matas, «Petitioner’s attire and petition signing by peace demonstrators: A field experiment», en Journal of Applied Social Psychology, núm. 1 (1971), págs. 278 283.

 

Sumner, S. A., M. Burke y F. Kooti, «Adherence to suicide reporting guidelines by news shared on a social networking platform», en Proceedings of the National Academy of Sciences, núm. 117 (2020), págs. 16267–16272, https://doi.org/10.1073/pnas.2001230117.

 

Surowiecki, J., The wisdom of crowds, Doubleday, Nueva York 2004 [Cien mejor que uno: La sabiduría de la multitud o por qué la mayoría es más inteligente que la minoría, trad. de J. A. Bravo, Urano, Madrid 2005].

 

Sutcliffe, K., «How to reduce medical errors», en Time (2019), págs. 25–26.

 

Swaab, R. I., W. W. Maddux y M. Sinaceur, «Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes», en Journal of Experimental Social Psychology, núm. 47 (2011), págs. 616–621.

 

Swann, W. B. y M. D. Buhrmester, «Identity fusión», en Current Directions in Psychological Science, núm. 24 (2015), págs. 52–57.

 

Swart, H., M. Hewstone, O. Christ y A. Voci, «Affective mediators of intergroup contact: A three-wave longitudinal study in South Africa», en Journal of Personality and Social Psychology, núm. 101 (2011), págs. 1221–1238, https://doi.org/10.1037/a002 4450.

 

Sweis, B. M., S. V. Abram, B. J. Schmidt, K. D. Seeland, A. W. MacDonald III, M. J.  Thomas y D. Redish, «Sensitivity to “sunk costs” in mice, rats, and humans», en Science, núm. 361 (2018), págs. 178–181.

 

Sweldens, S., S. M. J. van Osselar y C. Janiszewski, «Evaluative conditioning procedures and resilience of conditioned brand attitudes», en Journal of Consumer Research, núm. 37 (2010), págs. 473–489.

 

Szabo, L., «Patient protect thyself», en USA Today (2007), 8D.

 

Sznycer, D., D. De Smet, J. Billingsley y D. Lieberman, «Coresidence duration and cues of maternal investment regulate sibling altruism across cultures», en Journal of Personality and Social Psychology, núm. 111 (2016), págs. 159–177. https://doi.org/10.1037/pspi0000057.

 

Tadlock, B. L, A. R. Flores, D. P. Haider-Markel, D. C. Lewis, P. R. Miller y J. K. Taylor, «Testing contact theory and attitudes on transgender rights», en Public Opinion Quarterly, núm. 81 (2017), págs. 956–972, https://doi.org/10.1093/poq/nfx021.

 

Tal-Or, N., «Boasting, burnishing, and burying in the eyes of the perceivers», en Social Influence, núm. 3 (2008), págs. 202–222, https://doi.org/10.1080/15534510802324427.

 

Tan, Q., Y. Zhan, S. Gao, J. Chen y Y. Zhong, «Closer the relatives are, more intimate and similar we are: Kinship effects on self-other overlap», en Personality and Individual Differences, núm. 73 (2015), págs. 7–11.

 

Tarr, B., J. Launay y R. I. Dunbar, «Music and social bonding: “Self-other” merging and neurohormonal mechanisms», en Frontiers in psychology, núm. 5 (2014), https://doi.org/10.3389/fpsyg.2014.01096.

 

Taylor, R, «Marilyn’s friends and Rita’s customers: A study of party selling as play and as work», en Sociological Review, núm. 26 (1978), págs. 573–611.

 

Tedeschi, J. T., B. R. Schlenker y T. V. Bonoma, «Cognitive dissonance: Private ratiocination or public spectacle?», en American Psychologist, núm. 26 (1971), págs. 685–695.

 

Teger, A. I., Too much invested to quit, Pergamon, Elmsford 1980.

 

Telzer, E. H., C. L. Masten, E. T. Berkman, M. D. Lieberman y A. J. Fuligni, «Gaining while giving: An fMRI study of the rewards of family assistance among White and Latino youth», en Social Neuroscience, núm. 5 (2010), págs. 508–518.

 

Tesser, A., «The importance of heritability in psychological research: The case of attitudes», en Psychological Review, núm. 100 (1993), págs. 129–142.

 

Teuscher, U., «The effects of time limits and approaching endings on emotional intensity», artículo presentado en las juntas de la Sociedad  Estadounidense de Psicología, Los Angeles 2005.

 

Thaler, R. H., A. Tversky, D. Kahneman y A. Schwartz, «The effect of myopia and loss aversion on risk taking: An experimental test», en The Quarterly Journal of Economics, núm. 112, (1997) págs. 647–661, https://doi.org/10.1162/003355397555226.

 

Thompson, D., Hit makers: The science of popularity in an age of distraction, Penguin, Nueva York 2017 [Creadores de hits: cómo triunfar en la era de la distracción, trad. de E. Kraus Ceballos, Capitán Swing Libros, Madrid 2018].

 

Thompson, L., «An examination of naive and experienced negotiators», en Journal of Personality and Social Psychology, núm. 59 (1990), págs. 82–90.

 

Thompson, L. y D. Hrebec, «Lose-lose agreements in interdependent decisión making», en Psychological Bulletin, núm. 120 (1996), págs. 396–409.

 

Tiger, L. y R. Fox, The imperial animal, Holt, Nueva York 1989.

 

Till, B. D. y R. L. Priluck, «Stimulus generalization in classical conditioning: An initial investigation and extensión», en Psychology & Marketing, núm. 17 (2000), págs. 55–72.

 

Todd, A. R. y A. D. Galinsky, «Perspective-taking as a strategy for improving intergroup relations: Evidence, mechanisms, and qualifications», en Social and Personality Psychology Compass, núm. 8 (2014), págs. 374–387, https://doi.org/10.1111/spc3.12116.

 

Todd, P. M. y G. Gigerenzer, «Environments that make us smart», en Current Directions in Psychological Science, núm. 16 (2007), págs. 167–171.

 

Tokayer, M. y M. Swartz, The Fugu Plan: The untold story of the Japanese and the Jews during World War II, Paddingtonm, Nueva York 1979.

 

Tomasello, M., «The moral psychology of obligation», en Behavioral and Brain Sciences, núm. 43 (2020), E56, https://doi.org/10.1017/S0140525X19001742.

 

Tormala, Z. L. y R. E. Petty, «Contextual contrast and perceived knowledge: Exploring the implications for persuasión», en Journal of Experimental Social Psychology, núm. 43 (2007), págs. 17–30.

 

Toufexis, A., «A weird case, baby? Uh huh!», en Time, núm. 41 (1993).

 

Towers, S., A. Gomez-Lievano, M. Khan, A. Mubayi y C. Castillo-Chavez, «Contagion in mass killings and school shootings», en PLoS ONE, núm. 10 (2015), https://doi.org/10.1371/journal.pone.0117259.

 

Trocmé, A., Jesus and the nonviolent revolution, Plough Publishing House, Farmington 2007/1971.

 

Turner, R. N., M. Hewstone, A. Voci, S. Paolini y O. Christ, «Reducing prejudice via direct and extended cross-group friendship», en European Review of Social Psychology, núm. 18 (2007), págs. 212–255, https://doi.org/10.1080/10463280701680297.

 

Tversky, A. y D. Kahneman, «Judgment under uncertainty: Heuristics and biases», en Science, núm. 185 (1974), págs. 1124–1131.

 

Unkelbach, C., A. Koch, R. R. Silva y T. Garcia-Marques, «Truth by repetition: Explanations and implications», en Current Directions in Psychological Science, núm. 28 (2019), págs. 247–253, https://doi.org/10.1177/0963721419827854.

 

Valdesolo, P. y D. DeSteno, «Synchrony and the social tuning of compassion»,  Emotion, núm. 11 (2011), págs. 262–266.

 

van Baaren, R. B., R. W. Holland, B. Steenaert y A. van Knippenberg, «Mimicry for money: Behavioral consequences of imitation», en Journal of Experimental Social Psychology, núm. 39 (2003), págs. 393–398.

 

Vandello, J. A. y D. Cohen, «Patterns of individualism and collectivism across the United States», en Journal of Personality and Social Psychology, núm. 77 (1999), págs. 279–292.

 

van den Berg, H., A. S. R.Manstead, J. van der Pligt y D. H. J. Wigboldus, «The impact of affective and cognitive focus on attitude formation», en Journal of Experimental Social Psychology, núm. 42 (2006), págs. 373–379.

 

Van der Werff, E., L. Steg, y K. Keizer, «I am what I am, by looking past the present: The influence of biospheric values and past behavior on environmental self-identity», en Environment and Behavior, núm. 46 (2014), págs. 626–657. https://doi.org/10.1177/0013916512475209.

 

van Herpen, E., R. Pieters y M. Zeelenberg, «When demand accelerates demand: Trailing the bandwagon», en Journal of Consumer Psychology, núm. 19 (2009), págs. 302–312, https://doi.org/10.1016/j.jcps.2009.01.001.

 

Van Overwalle, F. y F. Heylighen, «Talking nets: A multiagent connectionist approach to communication and trust between individuals», en Psychological Review, núm. 113 (2006), págs. 606–627.

 

Verosky, S. C. y A. Todorov, «Generalization of affective learning about faces to perceptually similar faces», en Psychological Science, núm. 21 (2010), págs. 779–785, https:// doi.org/10.1177/0956797610371965.

 

Vonk, R., «Self-serving interpretations of flattery: Why ingratiation Works», en Journal of Personality and Social Psychology, núm. 82 (2002), págs. 515–526.

 

von Zimmermann, J. y D. C. Richardson, «Verbal synchrony and action dynamics in large groups», en Frontiers of Psychology, núm. 7 (2016), https://doi.org/10.3389/fpsyg.2016.02034.

 

Vorauer, J. D., V. Martens y S. J. Sasaki, «When trying to understand detracts from trying to behave: Effects of perspective taking in intergroup interaction», enJournal of Personality and Social Psychology, núm.  96 (2009), págs. 811– 827.

 

Vorauer, J. D. y S. J. Sasaki, «In the worst rather than the best of times: Effects of salient intergroup ideology in threatening intergroup interactions», en Journal of Personality and Social Psychology, núm. 101(2) (2011), págs. 307–320, https://doi.org/10.1037/a0023152.

 

Waber, R. L., B. Shiv, Z. Carmon. y D. Ariely, «Commercial features of placebo and therapeutic efficacy», en Journal of the American Medical Association, núm.  299 (2008), págs. 1016–1917.

 

Wagner, T., R. J. Lutz y B. A. Weitz, «Corporate hypocrisy: Overcoming the threat of inconsistent corporate social responsibility perceptions», en Journal of Marketing, núm. 73 (2009), págs. 77–91, https://doi.org/10.1509/jmkg.73.6.77.

 

Walker, J., J. L. Risen, T. Gilovich y R. Thaler, «Sudden-death aversion: Avoiding superior options because they feel riskier», en Journal of Personality and Social Psychology, núm. 115 (2018), págs. 363–378, https://doi.org/10.1037/pspa0000106.

 

Wall, L. L. y D. Brown, «The high cost of free lunch», en Obstetrics & Gynecology, núm. 110 (2007), págs. 169–173.

 

Wan, L. C. y R. S. Wyer, «The influence of incidental similarity on observers’ causal attributions and reactions to a service failure», en Journal of Consumer Research, núm. 45 (2019), págs. 1350–1368, https://doi.org/10.1093/jcr/ucy050.

 

Ward, A. y L. Brenner, «Accentuate the negative. The positive effects of negative acknowledgment», en Psychological Science, núm. 17 (2006), págs. 959–965.

 

Warneken, F., K. Lohse, P. A. Melis y M. Tomasello, «Young children share the spoils after collaboration», en Psychological Science, núm. 22 (2011), págs. 267–273.

 

Warren, W. H., «Collective motion in human crowds», en Current Directions in Psychological Science, núm. 27 (2018), págs. 232–240, https://doi.org/10.1177/0963721417746743.

 

Warrick, J., «Afghan influence taxes CIA’s credibility», en Washington Post (2008), A17.

 

Watanabe, T., «An unsung “Schindler” from Japan», en Los Angeles Times, (1994), Los Angeles, pág. 1

 

Watson, T. J., Jr.. Father, son & co, Bantam, Nueva York 1990 [El imperio IBM. Un negocio familiar, trad. de S. Orrit, Plaza & Janés, Barcelona 1992]

 

Waytz, A., J. Dungan y L. Young, «The whistleblower’s dilemma and the fairness-loyalty tradeoff», en Journal of Experimental Social Psychology, núm. 49 (2013), págs. 1027–1033.

 

Wears, R. y Sutcliffe, K., Still not safe: Patient safety and the middle-management of American medicine,  Oxford University Press, Nueva York 2020.

 

Wedekind, C. y M. Milinski, «Cooperation through image scoring in humans», en Science, núm. 288 (2000), págs. 850–852.

 

Weidman, A. C., W. J. Sowden, M. Berg y E. Kross, «Punish or protect? How close relationships shape responses to moral violations», en Personality and Social Psychology Bulletin, núm. 46 (2020), págs. 693–708, https://doi.org/10.1177/0146167219873485.

 

Weinstein, E. A. y P. Deutschberger, «Some dimensions of altercasting», en Sociometry, núm. 26 (1963), págs. 454–466.

 

Weisbuch, M., N. Ambady, A. L. Clarke, S. Achor y S. Veenstra-Vander Weele, «On being consistent: The role of verbal–nonverbal consistency in first impressions», en Basic and Applied Social Psychology, núm. 32 (2010), págs. 261–268, https://doi.org/10.1080/01973533.2010.495659.

 

Weller, J. A., I. P. Levin, B. Shiv y A. Bechara, «Neural correlates of adaptive decision making for risky gains and losses», en Psychological Science, núm. 18 (2007), págs. 958–964.

 

Wells, P. A., «Kin recognition in humans», en Kin recognition in animals, D. J. C. Fletcher y C. D. Michener (eds.), Wiley, Nueva York 1987, págs.  395–416.

 

West, S. G., «Increasing the attractiveness of college cafeteria food: A reactance theory perspective», en Journal of Applied Psychology, núm. 60 (1975), págs. 656–658.

 

Westmaas, J. L. y R. C. Silver, «The role of perceived similarity in supportive responses to victims of negative life events», en Personality and Social Psychology Bulletin, núm. 32 (2006), págs. 1537–1546.

 

Wheatley, T., O. Kang, C. Parkinson y C. E. Looser, «From mind perception to mental connection: Synchrony as a mechanism for social understanding», en Social and Personality Psychology Compass, núm. 6 (2012), págs. 589–606, https://doi.org/10.1111/j.1751-9004.2012.00450.x.

 

White, M., «Toy rover sales soar into orbit», en Arizona Republic, E1, E9, 12 de julio de 1997.

 

Whitehouse, H., J. Jong, M. D. Buhrmester, Ál. Gómez, B. Bastian, C. M. Kavanagh, M. Newson, et al., «The evolution of extreme cooperation via shared dysphoric experiences», en Scientific Reports, núm. 7 (2017), 44292, https://doi.org/10.1038/srep44292.

 

Whiting, J. W. M., R. Kluckhohn y A. Anthony, «The function of male initiation ceremonies at puberty», en Readings in social psychology, E. E. Maccoby, T. M. Newcomb, y E. L. Hartley (eds.), Henry Holt, Nueva York 1958, págs. 82–98.

 

Wicklund, R. A. y J. C. Brehm, en Freedom and reactance, R. A. Wicklund, Lawrence Erlbaum, Hillsdale 1974

 

Williams, K. D., M. J. Bourgeois y R. T. Croyle, «The effects of stealing thunder in criminal and civil trials», en Law and Human Behavior, núm. 17 (1993), págs. 597–609.

 

Wilson, P. R., «The perceptual distortion of height as a function of ascribed academic status», en Journal of Social Psychology, núm. 74 (1968), págs. 97–102.

 

Wilson, T. D., D. S. Dunn, D. Kraft y D. J. Lisle, «Introspection, attitude change, and behavior consistency», en Advances in experimental social psychology, L. Berkowitz (ed.), Academic Press, San Diego 1989, vol. 22, págs. 287–343.

 

Wilson, T. D. y D. T. Gilbert, «Affective forecasting: Knowing what to want», en Current Directions in Psychological Science, núm. 14 (2008), págs. 131–134.

 

Wilson, T. D. y P. D. Linville, «Improving the performance of college freshmen with attributional techniques», en Journal of Personality and Social Psychology, núm. 49 (1985), págs. 287–293.

 

Wilson, T. D., D. A. Reinhard, E. C. Westgate, D. T. Gilbert, N. Ellerbeck, C. Hahn, C. L. Brown y A. Shaked, A., «Just think: The challenges of the disengaged mind», en Science, núm. 345 (2014), págs. 75–77.

 

Wilson, T. D., T. P.Wheatley, J. M. Meyers, D. T. Gilbert, y D. Axsom, «Focalism: A source of durability bias in affective forecasting», en Journal of Personality and Social Psychology, núm. 78 (2000), págs. 821–836.

 

Wiltermuth, S. S., «Synchronous activity boosts compliance with requests to aggress», en Journal of Experimental Social Psychology, núm. 48 (2012a), págs. 453–456.

 

—, «Synchrony and destructive obedience», en Social Influence, núm. 7 (2012b), págs. 78–89.

 

Wiltermuth, S. S. y Heath, C., «Synchrony and cooperation», en Psychological Science, núm. 20 (2009), págs. 1–5.

 

Winkielman, P., K. C. Berridge y J. L. Wilbarger, «Unconscious affective reactions to masked happy versus angry faces influence consumption behavior and judgments of value», en Personality and Social Psychology Bulletin, núm. 31 (2005), págs. 121–135.

 

Wölfer, R., O. Christ, K. Schmid, N. Tausch, F. M. Buchallik, S. Vertovec y M. Hewstone, «Indirect contact predicts direct contact: Longitudinal evidence and the mediating role of intergroup anxiety», en Journal of Personality and Social Psychology, núm. 116 (2019) págs., 277–295, http://dx.doi.org/10.1037/pspi0000146.

 

Wolske, K. S., K. T. Gillingham y P. W. Schultz, «Peer influence on household energy behaviours», en Nature Energy, núm. 5 (2020), págs. 202–212, https://doi.org/10.1038/s41560-019-0541-9.

 

Woolley, K. y J. L. Risen, «Closing your eyes to follow your heart: Avoiding information to protect a strong intuitive preference», en Journal of Personality and Social Psychology, núm. 114 (2018), págs. 230–245, https://doi.org/10.1037/pspa0000100.

 

Wooten, D. B. y A. Reed, «Informational influence and the ambiguity of product experience: Order effects on the weighting of evidence», en Journal of Consumer Research, núm. 7 (1998), págs. 79–99.

 

Worchel, S., «Beyond a commodity theory analysis of censorship: When abundance and personalism enhance scarcity effects», en Basic and Applied Social Psychology, núm. 13 (1992), págs. 79–92. https://doi.org/10.1207/s15324834basp1301_7.

 

Worchel, S. y S. E. Arnold, «The effects of censorship and the attractiveness of the censor on attitude change», en Journal of Experimental Social Psychology, núm. 9 (1973), págs. 365–377.

 

Worchel, S., S. E. Arnold y M. Baker, «The effect of censorship on attitude change: The influence of censor and communicator characteristics», en Journal of Applied Social Psychology, núm. 5 (1975), págs. 222–239.

 

Worchel, S., J. Lee y A. Adewole, «Effects of supply and demand on ratings of object value», en Journal of Personality and Social Psychology, núm. 32 (1975), págs. 906–914.

 

Wright, S. C., A. Aron, T. McLaughlin-Volpe y S. A. Ropp, «The extended contact effect: Knowledge of cross-group friendships and prejudice», en Journal of Personality and Social Psychology, núm. 73 (1997), págs. 73–90.

 

Xu, L., X. Zhang y M. Ling, «Spillover effects of household waste separation policy on electricity consumption: Evidence from Hangzhou, China», en Resources, Conservation, and Recycling, núm. 129 (2018), págs. 219–231.

 

Yang, F., Y-U.Choi, A. Misch, X. Yang y Y. Dunham, «In defense of the commons: Young children negatively evaluate and sanction free riders», en Psychological Science, núm. 29 (2018), págs. 1598–1611.

 

Yeh, J. S., J. M. Franklin, J. Avorn, J. Landon y A. S. Kesselheim, «Association of industry payments with the prescribing brand-name statins in Massachusetts», en Journal of the American Medical Association: Internal Medicine, núm. 176 (2016), págs. 763–768.

 

Yu, S. y S. Sussman, «Does smartphone addiction fall on a continuum of addictive behaviors?», en International Journal of Environmental Research and Public Health, núm. 17 (2020), art. 422, www.mdpi.com/1660-4601/17/2/422/pdf doi:10.3390/ijerph17020422.

 

Yuki, M., W. M. Maddox, M. B. Brewer y K. Takemura, «Cross-cultural differences in relationship-and group-based trust», en Personality and Social Psychology Bulletin, núm. 31 (2005), págs. 48–62.

 

Zellinger, D. A., H. L. Fromkin, D. E. Speller y C. A. Kohn, «A commodity theory analysis of the effects of age restrictions on pornographic materials» (núm.. 440). Purdue University, Institute for Research in the Behavioral, Economic, and Management Sciences, Lafayette 1974.

 

Żemła M. y A. Gladka, «Effectiveness of reciprocal rule in tourism: Evidence from a city tourist restaurant», en European Journal of Service Management, núm. 17 (2016), págs. 57–63.

 

Zhang, Y., J. Xu, Z. Jiang y S-C. Huang, «Been there, done that: The impact of effort investment on goal value and consumer motivation», en Journal of Consumer Research, núm. 38 (2011), págs. 78–93, https://doi.org/10.1086/657605.

 

Zhao, X. y N. Epley, «Kind words do not become tired words: Undervaluing the positive impact of frequent compliments», en Self and Identity (2020), https://doi.org/10.1080/15298868.2020.1761438.

 

Zitek, E. M. y M. R. Hebl, «The role of social norm clarity in the influenced expression of prejudice over time», en Journal of Experimental Social Psychology, núm. 43 (2007), págs. 867–876.

 

Zuckerman, M., J. Porac, D. Lathin, y E.L. Deci, «On the importance of self-determination for intrinsically-motivated behavior», en Personality and Social Psychology Bulletin, núm. 4 (1978), págs. 443–446. https://doi.org/10.1177/014616727800400317.