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

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