Page 61 - The Handbook of Persuasion and Social Marketing

54 The Handbook of Persuasion and Social Marketing

Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes: Orlando, FL:
Harcourt Brace Jovanovich College.
Eaton, A. A., & Visser, P. S. (2008). Attitude importance: Understanding the
causes and consequences of passionately held views. Social and Personality
Psychology Compass, 2(4), 1719–1736.
Evans, A. T., & Clark, J. K. (2012). Source characteristics and persuasion: The role
of self-monitoring in self-validation. Journal of Experimental Social Psychology,
48(1), 383–386. doi: 10.1016/j.jesp.2011.07.002
Fazio, R. H. (1995). Attitudes as object-evaluation associations: Determinants,
consequences, and correlates of attitude accessibility. In R. E. Petty & J. A.
Krosnick (Eds.), Attitude strength: Antecedents and consequences (pp. 247–282).
Hillsdale, NJ: Lawrence Erlbaum Associates.
Fazio, R. H., & Petty, R. E. (2007). Attitudes: Their structure, function, and conse-
quences. London, United Kingdom: Psychology Press.
Festinger, L., & Thibaut, J. (1951). Interpersonal communication in small groups.
Journal of Abnormal Psychology, 46(1), 92. doi: 10.1037/h0054899
Fishbein, M., & Ajzen, I. (1975). Belief, attitude, intention, and behavior: An intro-
duction to theory and research. Reading, MA: Addison-Wesley.
French, J., & Raven, B. (1959). The bases of power. In D. Cartwright (Ed.),
Studies in social power (pp. 150–167). Ann Arbor, MI: Institute for Social
Research.
Fujita, K., Eyal, T., Chaiken, S., Trope, Y. & Liberman, N. (2008). Influencing at-
titudes toward near and distant objects. Journal of Experimental Social Psychology,
44(3), 562–572.
Gawronski, B., & Payne, B. K. (2010). Handbook of implicit social cognition:
Measurement, theory, and applications. New York, NY: Guilford Press.
Gorn, G. J. (1982). The effects of music in advertising on choice behavior: A clas-
sical conditioning approach. The Journal of Marketing, 46(1), 94–101. doi:
10.2307/1251163
Greenwald, A. G., Poehlman, T. A., Uhlmann, E. L. & Banaji, M. R. (2009).
Understanding and using the Implicit Association Test: III. Meta-analysis of
predictive validity. Journal of Personality and Social Psychology, 97(1), 17.
Haugtvedt, C. P., & Petty, R. E. (1992). Personality and persuasion: Need for cognition
moderates the persistence and resistance of attitude changes. Journal of Personality
and Social Psychology, 63(2), 308–319. doi: 10.1037/0022-3514.63.2.308
Haugtvedt, C. P., Petty, R. E., & Cacioppo, J. T. (1992). Need for cognition and
advertising: Understanding the role of personality variables in consumer be-
havior. Journal of Consumer Psychology, 1(3), 239–260. doi: 10.1016/S1057
-7408(08)80038-1
Haugtvedt, C. P., & Wegener, D. T. (1994). Message order effects in persua-
sion: An attitude strength perspective. Journal of Consumer Research, 21(3),
205–218. doi: 10.1016/S1057-7408(08)80038-1
Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52(12),
1280–1300. doi: 10.1037/0003-066x.52.12.1280