Note: Entries in this index, carried over verbatim from the print edition of this title, are unlikely to correspond to the pagination of any given e-book reader. However, entries in this index, and other terms, may be easily located by using the search feature of your e-book reader.
Abrams, Robert, 243
advertising:
age restrictions in, 252–253
association and, 191
average-person testimonials in, 140, 160–161
of claqueurs, 159
health authority in, 220, 221, 230–231
social proof and, 117, 140, 159, 160–161
toy, 65, 66
Advertising Age, 289n
aggression:
physical attractiveness and, 172
similarity and, 151
aid, see favors, gifts, and aid
airline crashes, suicide and, 144–147, 149–151
Allen, Irwin, 264
Ambrose, Mike, 190
American Broadcasting Company (ABC), 264–265
American Cancer Society, 68
American Salesman, 72
Amway Corporation, 27–29, 79
Anabaptists, 286n
animal behavior:
authority and, 223, 290n
competition and, 262–263
trigger features and, 2–4, 8–9, 273, 281n
Anthony, A., 85–86
anthropology, rule of reciprocation in, 18
antiphosphate ordinance, psychological reactance and, 250–251
antismoking study, 142, 287n
anxiety:
dental, 142, 287n
swimming, 142–143
Ardry, R., 290n
Arizona State University, 117, 200, 201
Armstrong, Thomas, 121–125, 127–128
Aronson, Elliot, 89–90, 178–179, 182–184
Asimov, Isaac, 197–198
association, see conditioning and association
Assurance des Succès Dramatiques, L’, 158
auctions, movie, 264–265
Australia, size-status study in, 222–223
authority, 208–236
clothes and, 226–229
connotation and, 220–229
health and, 219–220, 221, 224–226, 290n
Milgram study and, 208–215, 217, 218, 289n–290n
obedience to, 213–218, 224–226
reader’s report on, 235–236
reciprocity and, 234
saying no and, 230–235
titles and, 222–226
trappings of, 228–229
automobile accidents:
Chicago jury project and, 254–255
social proof and, 139–140, 144–147, 149–151, 162–163
suicide and, 144–147, 149–151
automobiles:
authority and, 229, 235–236
unfair exchanges and, 34
automobile sales:
advertising and, 191
authority and, 235–236
contrast principle and, 14
liking and, 170, 173, 174–175, 185, 205–206, 289n
lowball tactic and, 98–99, 284n
scarcity and, 268–270
similarity and, 173
autonomy, development of, 247
Bandura, Albert, 118
bank-examiner scheme, 227–228
bargaining, UCLA study of, 49–50
Bar-Ilan University, 40
Baron, Robert, 286n
bartenders, tipping of, 117
beatings, initiations and, 85, 86–87
beautification petitions, 73–74
beef, scarcity of, 255–256, 292n
beetles, rove, 282n
“bereavement” account of suicide-crash connection, 144–145
Berry, Dave, 161
“Bertha, the,” 123
Best Doctors in the U.S., The (Pekkanen), 203–204
betting, 57–58, 164–166, 283n
Bible, authority and, 217–218
Bickman, Leonard, 226–227
billboards, public-service, 72–74
blennies, saber-toothed, exploitative behavior of, 8–9, 282n
blood donation, rejection-then-retreat strategy and, 48, 283n
Bloomington, Ind., volunteers in, 68
bluethroats, trigger features and, 3, 281n
Bollen, Kenneth, 148
Bonner, Tom, 190
boyfriends:
commitment and consistency and, 58–59
Romeo and Juliet effect and, 247–250, 271, 291n–292n
Boy Scouts, reciprocal concessions and, 36–39
breast-examination study, 239, 291n
Brehm, Jack, 245, 291n
Brock, Timothy, 255
Bronner, Frederick, 87
Brown, Jerry, 27
buffalo hunting, 163–164
BUG device, 28–29
business suits, authority and, 227
bystander aid, bystanders, 129–140
apathy theory of, 131–132
conditions that cause decrease in, 136
devictimizing yourself and, 136–140
in emergencies, 133–136, 138–139, 286n–287n
Genovese case and, 129–132
Latané-Darley view of, 132–133
pluralistic ignorance and, 129, 132–135, 139, 162, 286n–287n
single, 133–135
California, University of, at Los Angeles (UCLA), bargaining study at, 49–50, 283n
Calley, William, 290n
camp, contact and cooperation at, 179–182, 288n
Canada:
election study in, 171, 287n
rejection-then-retreat tactic in, 48
Carlos study, 183–184, 288n
Carter, Jimmy, 26
Castro, Fidel, 77
CBS Television, 266
celebrity endorsements, 192, 220
censorship:
scarcity and, 252–256
TV, 40–41
charity:
commitment and, 67–68
liking and, 169–170
self-image and, 77
social proof and, 117–118
uninvited gifts from, 33
Charlie’s Angels (TV show), 12
Chesterton, G. K., 237
Chevrolet sales, liking and, 170
Chicago, University of, Law School, 255–256, 292n
child rearing:
authority and, 216
personal responsibility and, 94–97
scarcity and, 261
children:
aggressive, 172
coin sizes and, 223, 290n
with dog phobia, 118
psychological reactance in, 246–247, 291n
social proof and, 118–119, 285n–286n
withdrawn, 119
Chinese prisoner-of-war (POW) camps, 70–71, 74–82
altered self-images and, 75–80
collaboration in, 70–71, 284n
political essay contests of, 78–79, 92–93
written statements in, 76–82
Christmas, toy purchases and, 64–66
Christmas cards, reciprocation and, 17
church collections, 117
Cialdini, Richard, 268–270
circumcision, 85
claquing, 158–159
clothing, clothing stores:
authority and, 226–229
contrast principle and, 13–14
“expensive = good” stereotype and, 10–11
similarity and, 173
trappings and, 228–229
Cohen, Michael, 219–220
coins, size vs. value of, 223, 290n
collectibles, scarcity and, 239, 240
college students:
authority influence and, 222–223, 229, 290n
censorship and, 252–253
contrast principle used by, 15–16
in Deutsch-Gerard commitment experiment, 82–83
in perceptions-of-size experiments, 222–223, 290n
rejection-then-retreat technique and, 39–40, 48
similarity and, 173
Colorado, study of couples in, 248, 292n
Columbia University, wallet study of, 140–142
Columbus, Ohio, voter turnout in, 68
commitment, 57–58, 67–103
altered self-images and, 73–75
effective, 69–71
foot-in-the-door technique and, 71–74
initiations and, 85–92
inner choice and, 92–103
lowball tactic and, 98–103
public, 81–85
strategies for, 67–69
Tupperware party and, 167
written, 76–81, 85
Committee to Re-elect the President (CRP), 43
commodity theory, 255–256, 292n
competition, scarcity and, 262–266, 268–270
compliments, liking and, 174–176, 288n
computers, 276
con artists, 221, 226
concessions, reciprocal, 36–51
see also rejection-then-retreat technique
Concord (Calif.) Naval Weapons Station protest, 215–216, 217
conditioning and association:
advertising and, 191
food and, 193–194
good news vs. bad news and, 194–195
liking and, 188–204, 289n
mother’s role and, 190
politics and, 191–193
sports and, 195–203
weathermen and, 188–190
Congress, U.S., 25–26
consistency, 57–113, 283n–285n
automatic, 60–67, 103, 105–111
being right vs., 60
exploitation of, 64–67, 98–100
“Knowing what I now know” question and, 110–111
psychological view of, 59–60
reader’s report on, 111–113
saying no and, 103–111
stomach signal and, 105–109
thinking vs., 61–64
as valued and adaptive, 60, 82
see also commitment
Constitution, U.S., 256
Consumer Reports, 47, 283n
Consumers From Mars, 161
contact and cooperation, 176–187, 288n–289n
automobile sales and, 185, 289n
at camp, 179–182, 288n
crime and, 185–187
politics and, 176–177, 288n
race relations and, 177–185
contests:
political essay, 78–79, 92–93
testimonial, 80
contrast principle, 11–16
physical attractiveness and, 12, 282n
reciprocity rule and, 42–45
contributions, political, 26
cookie study, scarcity and, 256–257, 261–262, 267
cooperation:
between fish, 8–9
see also contact and cooperation
Cornell University, reciprocity experiment at, 20–21
correct behavior, social proof and, 116–119, 140, 155–156
Coué, Emile, 272
courtship behavior, 3, 8
Craig, Jim, 196
crime:
consistency and, 59–60
contact and cooperation and, 185–187
physical attractiveness and, 171–172, 287n–288n
see also murder
cults:
mass suicide and, 29–30, 152–156
social proof and, 119–128, 152–156, 286n
Dade County antiphosphate ordinance, 250–251
Darley, John, 132–133, 286n–287n
Darrow, Clarence, 167
Davies, James C., 257–259
Davis, Neil, 219–220
deadline tactic, 242–244
Dealin’ Dan, 205–206
Dean, John, 44
death threats, initiations and, 86, 88
Democratic National Committee, break-in at, 42–45
dental anxiety study, 142, 287n
Deutsch, Morton, 82–83
Diller, Barry, 264–266
dime-request experiment, 173, 288n
Disabled American Veterans, 30
discotheques, social proof and, 118
discount coupons, 7–8
dog-phobia treatment, 118, 285n
door-to-door sales:
consistency and, 105–109
rejection-then-retreat technique and, 41–42
scarcity and, 244
written commitments and, 79
driver safety, public-service billboards and, 72–74
Drubeck, Harry, 10
Drubeck, Sid, 10–11
earache, “rectal,” 219–220
education, contact and cooperation and, 177–179, 182–185
Edwards, John, 91
Eibl-Eibesfeldt, 1., 29
Einstein, Albert, 1
elections:
candidate size and, 290n
familiarity and, 176–177, 288n
physical attractiveness and, 171, 287n
electric shock:
initiation and, 90, 284n
in Milgram study, 209–215
Eliot, Sonny, 190
emergencies, bystander aid in, 133–136, 138–139, 286n–287n
Emerson, Ralph Waldo, 17, 103, 105, 107, 285n
endorsements, celebrity, 192, 220
energy conservation, 100–104, 284n
Ethiopia, Mexican relief aid from, 19
ethology, 2–3, 8–9
evangelical preachers, 117
“expensive = good” stereotype, 5–6, 10–11
exploitation:
of consistency, 64–67, 98–100
lowball tactic and, 98–100
of reciprocation, 31–36
of scarcity, 242–244
of weapons of influence, 8–11, 282n
exposure to cold, initiations and, 85–86, 87
Faintich, Barry, 240
Faraday, Michael, 60
fathers, association and, 203
favors, gifts, and aid:
asking for, 137–138, 139
physical attractiveness and, 172, 288n
reciprocation and, 17–30, 52–53, 282n
refusal of, 29–30, 52
unfair exchanges and, 33–36
unwanted, 30–33, 52
feelings, intellect vs., 110, 285n
Festinger, Leon, 59, 121–128, 286n
films:
auctions and, 264–265
social proof and, 118–119, 285n–286n
First Amendment, 252
fish:
competition and, 262–264
cooperating, 8–9
fixed-action patterns, 3–4
flawed items, scarcity and, 239, 240
Florida, study of bystander aid in, 135, 287n
food:
association and, 193–194
authority and, 290n
initiations and, 86, 87
foot-in-the-door technique, 71–74
Fox, M. W., 2
Fox, Robin, 18
Fraser, Scott, 72–74
fraternal societies, initiation ceremonies of, 86–90, 92, 93
freedom:
autonomy and, 247
scarcity and, 245–251, 291n
Freeman, Jonathan, 72–74, 94–96, 284n
free samples, 27–29
Frenzer and Davis, 168
Fromkin, Howard, 255
fund-raising, food and, 193
Future Shock (Toffler), 275
gas prices, consistency and, 110–111
General Foods, 80
Genovese, Catherine, 129–132
Georgia, University of, 194–195
Gerard, Harold, 82–83
gifts, see favors, gifts, and aid
Girard, Joe, 170, 174–175
Goethe, Johann von, 145
Good Cop/Bad Cop, 186–187
Gorbachev, Mikhail, 259–260
Gouldner, Alvin, 18, 282n
Graham, Billy, 117, 285n
Green, Donna, 250
Greenwald, Anthony, 68
greeting cards:
liking and, 174–175
from strangers, 17, 282n
Gregory, Bob, 189
Griffin, Merv, 204
Grush, Joseph, 288n
Guardians, 121, 123
Gulban, Daniel, 242–243
gun law, psychological reactance and, 249, 250
Guyana, mass suicide in, 29–30, 152–156
halo effects, 171–172
Happy Days (TV show), 41
Hare Krishna Society, 22–24, 31–33
Harris, James, 77
Harvard University, 219
hazing, initiation ceremonies and, 85–93
health:
authority and, 219–220, 221, 224–226, 290n
scarcity and, 239
Health Care Financing Administration, U.S., 219, 225
Hell Week, 86–90, 92
help, see favors, gifts, and aid
Help Week, 88, 89
herd, cult as, 156
Hidden Persuaders, The (Packard), 27
Hieder, Fritz, 59
hiring, physical attractiveness and, 171
Hobbes, Thomas, 216
home-fire-safety inspections, 53–55
home-insulation study, 238, 291n
homicide, see murder
Howard, Daniel, 68–69
“How are you feeling” technique, 68, 69
hunting, of buffalo, 163–164
image, see self-image
inconsistency, as undesirable personality trait, 60, 82
indebtedness, feeling of:
uninvited favors and, 30–33
unpleasant character of, 34–35
influence, weapons of, 1–16, 281n–282n
exploitability of, 8–11, 282n
force lent to user by, 11–16
reader’s report and, 15–16
see also authority; commitment; consistency; liking; reciprocation; scarcity; social proof
information, 273–277
psychological reactance and, 251–256
technology and, 275–276
initiations, 85–93
Aronson-Mills study of, 89–90
of fraternal societies, 86–90, 92, 93
military, 90–92
tribal, 85–86, 90
insurance sales, similarity and, 174, 288n
intellect, feelings vs., 110, 285n
interpersonal relations:
foolish consistency and, 109–110
lowball tactic and, 100–104, 284n
reciprocity and, 29–30
see also boyfriends
Iowa energy research, 100–104, 284n
Israel, study of rejection-then-retreat technique in, 40, 283n
jewelry, weapons of influence in sale of, 1–2, 5–6, 10
Johnson, Lyndon B., 25–26
Jolls, Tom, 190
Jones, Edward, 77
Jones, Jim, 29–30, 152–156
Jonestown mass suicide, 29–30, 152–156
juries, jury trials:
censorship in, 253–255, 292n
hung, 83
Kalogris, Michael, 86–87
Keating, Charles H., Jr., 26
Keech, Marian, 121, 123–127
Kellerman, Sally, 27
Kelley, G. Warren, 47
Kennedy, John F., 287n
Kennesaw gun law, 249, 250
Kluckhohn, R., 85–86
Korean War, see Chinese prisoner-of-war (POW) camps
labor negotiations, rejection-then-retreat technique in, 40
Langer, Ellen, 4–5, 281n
Langford, David L., 189–190
Lansbury, Angela, 160–161
LaRue, Frederick, 43–45
Latané, Bibb, 132–133, 286n–287n
laughter, canned, 114–117, 158, 159, 285n
Laverne and Shirley (TV show), 41
Layden, Frank, 198
Leakey, Richard, 18
legal system:
physical attractiveness and, 171–172, 287n–288n
see also juries, jury trials
Leiden des jungen Werthers, Die (The Sorrows of Young Werther) (Goethe), 145
Liddy, G. Gordon, 43–45
Liebert, Robert, 286n
liking, 167–207, 287n–289n
automobile sales and, 170, 173, 174–175, 185, 205–206, 289n
compliments and, 174–176, 288n
conditioning, association and, 188–204, 289n
contact, cooperation and, 176–187, 288n–289n
Joe Girard formula and, 170
physical attractiveness and, 171–172, 287n–288n
reader’s report on, 206–207
saying no and, 204–206
similarity and, 173–174, 288n
Tupperware party and, 167–169
limited-number tactic, 239, 241–242
Lippmann, Walter, 114
loss, potential, as motivation, 238–239
lottery games, 284n
Louie, Diane, 29–30
love, interference and, 248–249, 291n–292n
lowball tactic, 98–104, 284n
energy conservation and, 100–104, 284n
luncheon technique, 193–194
Lussen, Frederick M., 130
lying, discouragement of, 96–97
McGovern, George, 43
MacKenzie, Bob, 265
Macrae, Norman, 276
Magruder, Jeb Stuart, 42–45
Marshall, Garry, 40–41
Mauss, Marcel, 31
MCI Calling Circle, 207
Medication Errors (Cohen and Davis), 219–220
meditation, transcendental (TM), 61–64
merchandising, reciprocity and, 27–29
Mesa temple, 237–238
Mexico, Ethiopia’s aid to, 19
Mihaly, Orestes J., 243
Milgram, Stanley, 208–215, 217, 218, 282n–283n, 289n–290n
military, initiations and, 90–92
Mill, John Stuart, 274–275
Mills, Judson, 89–90
mimics, 8–9
minorities, see race relations
“mirroring and matching” evidence, similarity and, 174, 288n
mirror study, liking and, 176, 288n
Mitchell, John, 43–45
models, association and, 191
monkeys, authority and, 290n
Moriarty, Thomas, 59
Mormons, 237–238
Morrow, Lance, 260
mothers:
negative associations and, 190
stage, 203
Multiple Sclerosis Association, 77, 284n
murder:
bystander inaction and, 129–132, 286n–287n
similarity and, 151
Muskie, Edmund, 43
My Lai massacre, 290n
Nazi Germany, 289n
negligence-award study, 172, 288n
Newcomb, Theodore, 59
New Orleans Saints, 199
news, good vs. bad, 194–195
New York, studies of bystander aid in, 133–135, 287n
New York Times, 129–131
Nixon, Richard, 287n
Nixon administration, Watergate and, 42–45
no, saying:
authority and, 230–235
consistency and, 103–111
liking and, 204–206
reciprocation and, 51–55
scarcity and, 267–271
social proof and, 157–164
no-cost information offer, 53–55, 283n
North Carolina, experiment on compliments in, 176
North Carolina, University of, 253
nurses, authority and, 219–220, 224–226, 290n
obligation, reciprocation and, 17–19, 21, 31, 33–37, 53
O’Brien, Lawrence, 43, 45
O’Connor, Robert, 119
Ohio State University, 87
Olympics, association and, 191, 196, 201, 289n
opera, claquing and, 158–159
Packard, Vance, 27
Pallak, Michael, 100–103, 284n
participant observation method, social proof and, 119–128
parties, Tupperware, 167–169, 194
Pavlov, Ivan, 193–194
Pekkanen, John, 203–204
Pennsylvania, study of physical attractiveness of criminals in, 171–172, 288n
People’s Temple, Jonestown mass suicide and, 29–30, 152–156
perceptions of size, authority and, 222–224, 290n
perceptual contrast principle, 11–16, 282n
reciprocity rule and, 42–45
persuasion study, liking and, 172, 288n
pest-exterminator companies, 283n
petitions, signing of:
altered self-image and, 73–74
similarity and, 173, 288n
Philadelphia Phillies, 202
Phillips, David, 145–149, 151–152
phobias, social proof and, 118
Photuris, 8, 282n
physical attractiveness:
association and, 191
contrast principle and, 12, 282n
liking and, 171–172, 191, 287n–288n
Pittsburgh, University of, 35, 283n
plastic surgery, rehabilitation vs., 287n–288n
pluralistic ignorance phenomenon:
bystander behavior and, 129, 132–135, 139, 162, 286n–287n
Jonestown mass suicide and, 155–156
politics:
association principle and, 191–193
censorship and, 252
familiarity and, 176–177, 288n
physical attractiveness and, 171, 287n
POW essay contests and, 78–79, 92–93
reciprocity and, 24–27
scarcity and, 257–261
Porcher (opera-house habitué), 158–159
Poseidon Adventure, The (movie), 264–266
praise, liking and, 174–176, 288n
prisoner-of-war camps, see Chinese prisoner-of-war (POW) camps
prize fights, homicide rates and, 151
Procter & Gamble, 80
psychological reactance:
censorship and, 251–255
in children, 246–247, 291n
Dade County antiphosphate ordinance and, 251–252
free choice and, 245–252
information restrictions and, 252–257
Kennesaw gun law and, 249, 251
Romeo and Juliet effect and, 247–250, 272, 291n–292n
scarcity and, 244–257
public-service billboards, 72–74
punishment:
child rearing and, 94–96
initiations and, 86, 87–88
in Milgram study, 208–211
Purdue University study, 253–254, 292n
Pyne, Joe, 273–274
race relations:
contact-cooperation approach to, 177–185
scarcity and, 259
racetracks, betting behavior at, 57–58, 164–166, 283n
raffle tickets, reciprocation and, 20–21, 31, 34
Razran, Gregory, 193–194
real estate, contrast principle and, 14
reasons, providing:
automatic compliance and, 4–5
child rearing and, 96–97
reciprocation, 17–56, 282n–283n
authority and, 234
concessions and, 36–51; see also rejection-then-retreat technique
exploitation of, 33–36
fund-raising dinners and, 193
obligation and, 17–19, 21, 31, 33–36, 53
power of, 21–30
prevention of repayment and, 35, 283n
reader’s report and, 55–56
saying no and, 51–56
Tupperware parties and, 167
unfair exchanges and, 33–36
uninvited debts and, 30–33
violation of, 19–20, 35
“rectal earache,” 219–220
Regan, Dennis, 20–21, 23, 31, 34
rehabilitation, plastic surgery vs., 287n–288n
rejection-then-retreat technique, 36–51, 283n
Israeli study of, 40, 283n
perceptual contrast rule and, 42–45
responsibility and, 50
satisfaction and, 50–51
victim reactions and, 47–48
religion:
authority and, 217
social proof and, 119–128, 286n
responsibility:
bystander aid and, 132, 136, 138
commitment and, 92–97
rejection-then-retreat tactic and, 50
restaurants, tipping in, 232–235
revolution, scarcity and, 257, 259
Reynolds, Sir Joshua, 61
Riecken, Henry, 121–128, 286n
Robert, Cavett, 118
robins, trigger features and, 3, 281n
robot study, 94–96, 284n
Romeo and Juliet effect, 247–250, 271, 291n–292n
Rosenthal, A. M., 129–132
Rosten, Leo, 10
Russell, Dick, 40–41
Ryan, Leo J., 152
Sabin, Robert, 158
Sabini, John, 282n–283n
sales agreements, customer’s filling out of, 79–80
Sales Management, 47
sales operations and strategies:
commitment and, 71–72
commitment to goals as, 79
liking and, 167–169, 172–175, 185, 205–207, 289n
lowball tactic and, 98–99
rejection-then-retreat technique and, 41–42
scarcity and, 239–244, 255–256, 262, 263
social proof and, 118
see also automobile sales; door-to-door sales
Sananda, 121, 123
Sanka coffee ad, 220, 221
satisfaction, rejection-then-retreat tactic and, 50–51
Sauton (opera-house habitué), 158–159
scarcity, 237–271, 291n–292n
collectibles and, 239, 240
competition and, 262–266, 268–270
deadline tactic and, 242–244
experiencing vs. possessing and, 267–268
free choice and, 245–251, 291n
limited-number tactic and, 239, 241–242
optimal conditions and, 256–266
psychological reactance and, 244–256; see also psychological reactance
reader’s report on, 250, 271
sales and, 239–244, 255–256, 262, 263
saying no and, 266–270
shortcuts and, 244–245, 291n
violence and political turmoil and, 257–261
Schachter, Stanley, 121–128, 286n
Schein, Edgar, 70–71, 76, 284n
school desegregation:
liking and, 177–179, 182–185
scarcity and, 258
Segal, Henry, 75
Self, William, 264
self-image:
altering of, 73–75
association and, 201, 203
behavior and, 75–76
thoughts of others as factor in, 77
“Self-Reliance” (Emerson), 103, 105, 285n
sex, censorship and, 252–253
sexual obligation, 35–36, 283n
Shakespeare, William, 188, 253, 289n
Shaklee Corporation, 169
Sherif, Muzafer, 180–182, 288n
Sherman, Steven J., 67–68
similarity:
homicides and, 151
liking and, 173–174, 288n
social proof and, 140–156
suicide and, 144–156
wallet study and, 140–142, 149, 287n
size, perceptions of, authority and, 222–224
smoking:
psychological reactance and, 249
quitting, 84–85
“social conditions” interpretation of suicide-crash connection, 144, 145
social proof, 114–166, 278–279, 285n–287n
advertising and, 117, 140, 159, 160–161
as automatic-pilot device, 157, 159–160, 163
automobile accidents and, 139–140, 144–147, 149–151, 162–163
bystander behavior and, see bystander aid, bystanders
canned laughter and, 114–117, 158, 159, 285n
claquing and, 158–159
correct behavior and, 116–119, 140, 155–156
cults and, 119–128, 152–156, 286n
falsified social evidence and, 158–162
influence of number of others and, 118, 285n
pluralistic ignorance and, 129, 132–135, 139, 155–156, 162, 286n–287n
reader’s report on, 164–166
religious movements and, 119–128
saying no and, 157–164
similarity and, 140–156; see also similarity
Tupperware parties and, 167–168
uncertainty and, 128–140, 153–154, 156
Sorrows of Young Werther, The (Die Leiden des jungen Werthers) (Goethe), 145
Southern California, University of (USC), 87, 88
Soviet Union, scarcity and, 259–260
sports, association and, 195–203
stage mothers, 203
standard solicitation approach, 69
status:
clothing and, 229
size and, 222–224, 290n
see also authority
stereotypes, 7, 9
“expensive = good,” 5–6, 10–11
Stevenson, McLean, 174
Storke, Bill, 264
Styron, William, 91
subway experiment, 283n
success, association and, 198–204
suicide:
auto and plane accidents and, 144–147, 149–151
Jonestown mass, 29–30, 152–156
similarity and, 144–156
Werther effect and, 145–147
Supreme Court, U.S., 258
surgery, plastic, 287n–288n
surprise, compliance and, 32, 282n–283n
Swanson, Richard, 87, 88
swimming anxiety, 142–143
technology, information and, 275–276
teenagers:
psychological reactance in, 247–250, 291n–292n
suicides of, 148
telephone solicitations:
charitable, 68–69
liking and, 206–207
television:
canned laughter on, 114–117, 285n
Nixon-Kennedy debates on, 287n
rejection-then-retreat technique and, 40–41
suicide and, 148
violence on, 285n–286n
“terrible twos,” 246–247, 291n
territorial defense, 3
thinking, consistency vs., 61–64
thirst, initiation and, 86, 87
Thonga, initiation ceremony of, 85–86, 90
Thorne, Avril, 200
threat, commitment and, 94–96
Tiananmen Square massacre, 93
Tiger, Lionel, 18
Time, 276
Tinker, Grant, 40–41
tips, increasing the size of, 117, 232–235
titles, 222–226
Toffler, Alvin, 275
Toronto, study of bystander aid in, 135, 287n
toy manufacturers, consistency and, 64–67
transcendental meditation (TM), consistency and, 61–64
trappings, of authority, 228–229
tribal behavior:
buffalo hunting and, 163–164
initiations and, 85–86, 90
trigger features, 2–5, 7, 273, 281n
mimicking of, 8–9
Tupperware Home Parties Corporation, 168
Tupperware parties, 167–169, 194
turkey experiment, 2–3, 4, 116–117, 273, 281n
TV Guide, 40–41, 283n
uncertainty, social proof and, 128–140, 153–154, 156
uniforms, authority and, 226–227
urban environments, bystander aid discouraged by, 136
van Kampen, Jakob, 286n
“Vartan Bhanji,” 282n
Vinci, Leonardo da, 57
violence:
security and, 257–261
televised, 285n–286n
Virgil, 208
volunteer work:
commitment and, 67–68
rejection-then-retreat tactic and, 39–40, 48
voter turnout, 68
wallet study, 140–142, 149, 287n
Watergate break-in, 42–45
water temperature, contrast principle and, 12
weathermen, association and, 188–190
weight reduction, commitment to, 83–84
Werther effect, 145–147
West, Louis Jolyon, 153
Whitaker, Chuck, 190
Whitehead, Alfred North, 7
Whiting, J.W.M., 85–86
Willson, S. Brian, 215–216, 217
Wilson, Lee Alexis, 286n–287n
withdrawn children, social proof and, 119
women, reciprocation and, 35–36
Wood, Robert, 265, 266
Worchel, Stephen, 256
World War I, 29
World War II, 70
Wriston, Walter, 275
written testaments:
publicizing of, 81–82
self-image and, 76–80
Xerox study, 4–5, 281n
Yale University, 211
Young, Robert, 220, 221, 230–231
Zappa, Frank, 272–273
Zweigenhaft, Richard, 290n