[1]Аакер Дж., Смит Э. Эффект стрекозы. Все об улетных промокампаниях в социальных сетях. М. : Юнайтед Пресс, 2011. Прим. ред.
Aaker, Jennifer, Andy Smith, Dan Ariely, Chip Heath, Carlye Adler. 2010. The Dragonfly Effect: Quick, Effective, and Powerful Ways to Use Social Media to Drive Social Change. San Francisco: Jossey-Bass.
[2]SAT и ACT — конкурирующие на территории США стандартизированные тесты, используемые для оценки знаний абитуриентов при приеме в американские высшие учебные заведения. В отличие от ЕГЭ, в рамках одного теста оцениваются знания сразу по нескольким предметам. Прим. пер.
Ackerman, Joshua M., Christopher Nocera, John Bargh. 2010. «Incidental haptic sensations influence social judgments and decisions». Science 328 (5986): 1712-1715. doi: 10.1126/science.1189993.
[3]Лучшим пособием, рассказывающем о языке тела, я считаю книгу Кэрол Кинси Гоман The Silent Language of Leaders: How Body Language Can Help — or Hurt — How You Lead («Тихий язык лидеров: как язык жестов может помочь или навредить управленцу» [31]). Прим. авт.
Allcott, H, 2011. «Social norms and energy conservation», Journal of Public Economics, doi: 10.1016/j.jpubeco.2011.03.003.
[4]Стандартизированный тест для поступления в аспирантуру бизнес-школы. Прим. пер.
Anderson, Cameron, Gavin Kilduff. 2009. «Why do dominant personalities attain influence in face-to-face groups? The competence-signaling effects of trait dominance». Journal of Personality and Social Psychology 96 (2): 491-503.
[5]Дахигг Ч. Сила привычки. Почему мы живем и работаем именно так, а не иначе. М.: Карьера Пресс, 2012. Прим. ред.
Ariely, Dan. 2009. Predictably Irrational: The Hidden Forces that Shape Our Decisions. New York: HarperCollins.
[6]Перечень крупнейших американских компаний, ранжированных по объему дохода. Прим. пер.
Ariely, Dan, George Loewenstein, Drazen Prelec. 2003. «Coherent arbitrariness: Stable demand curves without stable preferences». Quarterly Journal of Economics 118 (1): 73-105.
[7]Пинк Д. Драйв. Что на самом деле нас мотивирует. М. : Альпина Паблишер, 2013. Прим. ред.
Bechara, Antoine, H. Damasio, D. Tranel, A. Damasio. 1997. «Deciding advantageously before knowing the advantageous strategy». Science 275 (5304): 1293-95. doi: 10.1126/science.275.5304.1293.
[8]Если вы никогда не видели, как Бобби Макферрин управляет аудиторией, посмотрите это короткое трехминутное видео: http://www.ted.com/talks/lang/en/bobby_mcferrin_hacks_your_bґain_with_music.html . Прим. авт.
Berger, Jonah, Katherine L. Milkman. 2012. «What makes online content viral?», Journal of Marketing Research 49 (2), 192-205. doi: 10.1509/jmr.10.0353.
[9]Здесь и далее цитаты из книги «Приключения Тома Сойера» приведены в переводе с англ. Н. Дарузес. Прим. пер.
Berridge, Kent, T. Robinson. 1998. «What is the role of dopamine in reward: Hedonic impact, reward learning, or incentive salience?», Brain Research Reviews 28 (3): 309-369.
[10]Один из ведущих специалистов в сфере поведенческой экономики. Книги Дэна Ариели «Вся правда о неправде», «Предсказуемая иррациональность», «Позитивная иррациональность» и «Поведенческая экономика» выходили в издательстве «Манн, Иванов и Фербер». Прим. ред.
Bickman, L. 1974. «The social power of a uniform». Journal of Applied Social Psychology 4 (1): 47-61. doi: 10.1111/j.1559-1816.1974.tb02599.x.
[11]В психологии — способ организации представлении, хранимых в памяти. Прим. ред.
Bricol, Pablo, R. E. Petty, B, Wagner. 2009. «Body posture effects on self-evaluation: A self-validation approach». European Journal of Social Psychology 39 (6): 1053-1064. doi: 10.1002/ejsp.607.
[12]Автор раскладывает имя не на слоги, а на два слова-омонима: Wine-shank. Читается «Вайншенк», а слышится на разговорном английском как «остаток вина». Прим. пер.
Chaiken, Shelly. 1979. «Communicator physical attractiveness and persuasion». Journal of Personality and Social Psychology 37 (8): 1387- 1397. doi: 10.1037/0022-3514.37.8.1387.
[13]Шиничи Сузуки — японский скрипач и педагог. Его метод обучения основан на представлении о том, что музыкальные способности есть у каждого человека и в любом ребенке их можно раскрыть и развить. Причем делать это нужно с самого рождения, одновременно с обучением детей говорить. Прим. пер.
Chartrand, Tanya L., John Bargh. 1999. «The chameleon effect: The perception-behavior link and social interaction». Journal of Personality and Social Psychology 76 (6): 893-910.
[14] Christoff, Kalina, A. M. Gordon, J. Smallwood, R. Smith, J. Schooler. 2009. «Experience sampling during fMRI reveals default network and executive system contributions to mind wandering». Proceedings of the National Academy of the Sciences 106 (21): 8719-8724.
[15] Cialdini, Robert. 2006. Influence: The Psychology of Persuasion. New York: HarperCollins.
[16] Cialdini, R. B., J. E. Vincent, S. K. Lewis, J. Catalan, D. Wheeler, B. L. Darby. 1975. «A reciprocal concessions procedure for inducing compliance: The door-in-the-face technique». Journal of Personality and Social Psychology 31 (2), 206-215. doi: 10.1037/h0076284.
[17] Csikszentmihalyi, Mihaly. 2008. Flow: The Psychology of Optimal Experience. New York: Harper.
[18] Damasio, Antonio. 1994. Descartes’ Error: Emotion, Reason, and the Human Brain. New York: Penguin.
[19] Deutsch, Morton, Harold B. Gerard. 1955. «A study of normative and informational social influences upon individual judgment». The Journal of Abnormal and Social Psychology 51 (3): 629-636. doi: 10.1037/h0046408.
[20] De Vries, Marieke, R. Holland, C. Witteman. 2008. «Fitting decisions: Mood and intuitive versus deliberative decision strategies». Cognition and Emotion 22 (5): 931-943. doi: 10.1080/02699930701552580.
[21] DiSalvo, David. 2011. What Makes Your Brain Happy and Why You Should Do the Opposite. Amherst, New York: Prometheus Books.
[22] Duhigg, Charles. 2012. The Power of Habit: Why We Do What We Do in Life and Business. New York: Random House.
[23] Efran, M. G., E. W. J Patterson. 1974. «Voters vote beautiful: The effect of physical appearance on a national election». Canadian Journal of Behavioural Science, 6 (4): 352-356.
[24] Frederick, Shane. 2005. «Cognitive reflection and decision making». Journal of Economic Perspectives 19 (4): 25-42. doi: 10.1257/089533005775196732.
[25] Freedman, Jonathan L., Scott C. Fraser. 1966. «Compliance without pressure: The foot-in-the-door technique». Journal of Personality and Social Psychology 4 (2): 195-202.
[26] Garcia, S., A. Tor. 2009. «The AT-effect: More competitors, less competition». Psychological Science 20 (7): 871-877. doi: 10.1111/j,1467-9280.2009.02385.x.
[27] Gilbert, D. T., C. K. Morewedge, J. L. Risen, T. D. Wilson. 2004. «Looking forward to looking backward: The misprediction of regret». Psychological Science 15 (5): 346-350.
[28] Gilbert, D. T„ J.E.J. Ebert. 2002. «Decisions and revisions: The affective forecasting of changeable outcomes». Journal of Personality and Social Psychology 82 (4): 503-514.
[29] Gneezy, Uri, Muriel Niederle, Aldo Rustichini. 2003. «Performance in competitive environments: Gender differences». Quarterly Journal of Economics 118 (3): 1049-1074. doi: 10.1162/00335530360698496.
[30] Gneezy, Uri, Aldo Rustichini. 2000. «A fine is a price». Journal of Legal Studies 29 (1), 1-17.
[31] Goman, Carol Kinsey. 2011. The Silent Language of Leaders: How Body Language Can Help — or Hurt — How You Lead. San Francisco: Jossey-Bass.
[32] Gunes, Hatice, Massimo Piccardi. 2006. «Assessing facial beauty through proportion analysis by image processing and supervised learning». International Journal of Human-Computer Studies 64 (12): 1184-1199.
[33] Haidt, Jonathan, J. P. Seder, S. Kesebir, 2008. «Plive psychology, happiness, and public policy». Journal of Legal Studies 37.
[34] Hashmi, Shazia Iqbal, Chua Bee Seok, Murnizam Hj Plalik, Carmella E. Ading. 2012. «Mastery motivation and cognitive development among toddlers: A developmental perspective», .
[35] Haslam, A., Stephen Reicher. 2012. «Contesting the ‘nature’ of conformity: What Milgram and Zimbardo’s studies really show». PLoS Biology 10(11), art. no. e1001426.
[36] Hatfield, E., J. T. Cacioppo, R. L, Rapson. 1993. «Emotional contagion». Current Directions in Psychological Sciences 2 (3): 96-99.
[37] Henrich, J., R. Boyd, S. Bowles, C. Camerer, E. Fehr, H. Gintis, R. McElreath. 2001. «Cooperation, reciprocity and punishment in fifteen small-scale societies». American Economic Review 91 (2), 73-78.
[38] Howell, Ryan, Paulina Pchelin, Ravi Iyer, 2012, «The preference for experiences over possessions: Measurement and construct validation of the experiential buying tendency scale». Journal of Positive Psychology 7 (1): 57-71.
[39] Hsu, Ming. 2005. «Neural systems responding to degrees of uncertainty in human decision making». Science 310 (5754): 1680-1683. doi: 10.1126/science.1115327.
[40] Hull, Clark L. 1934. «The rat’s speed-of-locomotion gradient in the approach to food». Journal of Comparative Psychology 17 (3): 393-422.
[41] Iyengar, Sheena. 2010. The Art of Choosing. New York: Twelve.
[42] Iyengar, Sheena, M. R. Lepper. 2000. «When choice is demotivating: Can one desire too much of a good thing?” Journal of Personality and Social Psychology 79 (6): 996-1006. doi: 10.1037/0022-3514.79.6.995.
[43] Jonas, Eva, Jeff Schimel, Jeff Greenberg, Tom Pyszczynski. 2002. «The Scrooge effect: Evidence that mortality salience increases prosocial attitudes and behavior». Personality arid Social Psychology Bulletin 28 (10): 1342-1353. doi: 10.1177/014616702236834.
[44] Jostmann, Nils, Daniel Lakens, Thomas Schubert. 2009. «Weight as an embodiment of importance». Psychological Science 20 (9), 1169-1174. doi: 10.1111/j.1467-9280.2009.02426.x.
[45] Kahneman, Daniel. 2011. Thinking, Fast and Slow. New York: Farrar, Straus and Giroux.
[46] Kivetz, Ran, O. Urminsky, Y. Zheng. 2006. «The goal-gradient hypothesis resurrected: Purchase acceleration, illusionary goal progress, and customer retention». Journal of Marketing Research 43 (1): 39-58. doi: 10.1509/jmkr.43.1.39.
[47] Knutson, Brian, C. Adams, G. Fong, D. Hommer, D. 2001. «Anticipation of increasing monetary reward selectively recruits nucleus accumbens». Journal of Neuroscience 21 (16): RC159.
[48] Koo, Minjung, A. Fishbach. 2010. «Climbing the goal ladder: How upcoming actions increase level of aspiration». Journal of Personality and Social Psychology 99 (1): 1-13. doi: 10.1037/a0019443.
[49] Krienen, Fenna M., Pei-Chi Tu, Randy L. Buckner. 2010. «Clan mentality: Evidence that the medial prefrontal cortex responds to close others». Journal of Neuroscience 30 (41): 13906-13915. doi: 10.1523/ JNEUROSCI.2180-10.2010.
[50] Lally, Phillippa, C. H. M. van Jaarsveld, FI. W. W. Potts, J. Wardle. 2010. «How are habits formed: Modelling habit formation in the real world». European Journal of Social Psychology, 40 (6): 998-1009. doi: 10.1002/ejsp.674.
[51] Latane, Bibb, J. Darley. 1970. The Unresponsive Bystander. Upper Saddle River, NJ: Prentice Hall.
[52] Lefkowitz, M., R. R. Blake, and J. S. Mouton, 1955. «Status factors in pedestrian violation of traffic signals». Journal of Abnormal and Social Psychology 51 (3): 704-706.
[53] Lepper, Mark, David Greene, Richard Nisbett. 1973. «Undermining children’s intrinsic interest with extrinsic reward: A test of the overjustification hypothesis». Journal of Personality and Social Psychology 28 (1): 129-137.
[54] Mason, Malia, Michael Norton, John Van Horn, Daniel Wegner, Scott Grafton, C. Neil Macrae. 2007, «Wandering minds: The default network and stimulus-independent thought». Science 315 (5810): 393-395. doi: 10.1126/science, 1131295.
[55] Meyer, D. E., J. E, Evans, E. J, Tauber, J. Rubinstein, L, Gmeindl, L. Junck, R. A. Koeppe. 1997. «Activation of brain mechanisms for executive mental processes in cognitive task switching». Journal of Cognitive Neuroscience, vol. 9.
[56] Milgram, Stanley. 1963. «Behavioral study of obedience». Journal of Abnormal and Social Psychology 67 (4): 371-78. doi: 10.1037/h0040525.
[57] Morgan, G. A., R. J, Harmon, C. A. Maslin-Cole. 1990. «Mastery motivation: Definition and measurement». Early Education and Development 1 (5): 318-339.
[58] Pink, Daniel. (2009). Drive: The Surprising Truth about What Motivates Us. New York: Riverhead.
[59] Provine, Robert. 2001. Laughter: A Scientific Investigation. New York: Penguin.
[60] Roediger, Henry, Bridgid Finn. «Getting it wrong: Surprising tips on how to learn». Scientific American, October 20, 2009. .
[61] Schwartz, Barry. 2005. The Paradox of Choice: Why More Is Less. New York: Harper Perennial.
[62] Senay, Ibrahim, Dolores Albarracin, Kenji Noguchi. 2010. «Motivating goal-directed behavior through introspective self-talk: The role of the interrogative form of simple future tense». Psychological Science 21 (4): 499-504.
[63] Shadmehr, Reza, Henry H. Holcomb. 1997. «Neural correlates of memory motor consolidation». Science 277 (5327): 821-825. doi: 10.1126/ science.277.5327.821.
[64] Shute, Valerie. 2007. Focus on Formative Feedback, .
[65] Singer, T., B. Seymour, J. O’Doherty, H. Kaube, R. J. Dolan, C. Frith. 2004. «Empathy for pain involves the affective but not sensory component of pain». Science 303 (5661): 1157-1162. doi: 10.1126/science.1093535.
[66] Siyang Luo, Shi Zhenhao, Zuo Xiangyu, Han Shihui. 2012. «Reminder of death modulates anterior cingulate responses to the suffering of others». Представлено на конференции «Организация картирования человеческого мозга».
[67] Stephens, Greg, L. Silbert, U. Hasson. 2010. «Speaker-listener neural coupling underlies successful communication». Proceedings of the National Academy of Sciences, doi: 10.1073/pnas.1008662107.
[68] Teixeira, Thales, Michel Wedel, Rik Pieters. 2012. «Emotion-induced engagement in internet video advertisements». Journal of Marketing Research 49 (2): 144-159. doi: 10.1509/jmr.10.0207.
[69] Thibodeau, P. H., L. Boroditsky. 2011. «Metaphors we think with: The role of metaphor in reasoning». PLoS ONE 6 (2): e16782, doi: 10.1371/journal.pone.0016782.
[70] Твен M. Приключения Тома Сойера.
[71] Van Boven, L., M. Campbell, T. Gilovich. 2010. «Stigmatizing materialism: On stereotypes and impressions of materialistic and experiential pursuits». Personality and Social Psychology Bulletin 36 (4): 551-563. doi: 10.1177/014616721036279.
[72] Vohs, Kathleen D., Nicole Mead, Miranda Goode. 2006. «The psychological consequences of money». Science 314 (5802): 1154-1156. doi: 10.1126/science.1132491.
[73] Walton, Gregory M„ Geoffrey Cohen, David Cwir, Steven Spencer. 2012. «Mere belonging: The power of social connections». Journal of Personality and Social Psychology 102 (3): 513-532. doi: 10.1037/a0025731.
[74] Wansink, Brian, Robert Kent, Stephen I loch. 1998. «An anchoring and adjustment model of purchase quantity decisions». Journal of Marketing Research 35 (1): 71—81.
[75] Williams, L. E., John Bargh. 2008. «Experiencing physical warmth promotes interpersonal warmth». Science 322 (5901): 606-607. doi: 10.1126/science.1162548.
[76] Wilson, Timothy D. 2011. Redirect: The Surprising New Science of Psychological Change. New York: Little, Brown and Company.
[77] Wilson, Timothy D. 2004. Strangers to Ourselves: Discovering the Adaptive Unconscious. Cambridge, M A: Elarvard University Press.
[78] Wiltermuth, Scott, C. Heath. 2009. «Synchrony and cooperation». Psychological Science 20(1): 1-5. doi: 10.1111/j.1467-9280.2008.02253.x.
[79] Worchel, Stephen, Jerry Lee, Akanbi Adewole. 1975. «Effects of supply and demand on ratings of object value». Journal of Personality and Social Psychology 32 (5): 906-914.
[80] Wrosch, C., J. Heckhausen. 2002. «Perceived control of life regrets: Good for young and bad for old adults». Psychology and Aging 17 (2): 340-350.
[81] Zak, Paul. 2012. The Moral Molecule: The Source of Love and Prosperity. New York: Dutton.