The Power of Self-Persuasion

American Psychologist

Volumn 54, Issue 11, 1999, Pages 875-884

  Aronson, Elliot ^a  

^a UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0000446427     PISSN: 0003066X     EISSN: None     Source Type: Journal    
DOI: 10.1037/h0088188     Document Type: Article

References (31)

1. Allport, G. (1954). The nature of prejudice. Cambridge, MA: Addison-Wesley.
2. Aristotle (1926). The art of rhetoric (J. H. Freese, trans.). Cambridge, MA: Harvard University Press. (Original work published 350 BC)
3. Aronson, E. (1999). Dissonance, hypocrisy, and the self-concept. In E. Harmon-Jones & J. S. Mills (Eds.), Cognitive dissonance: Progress on a pivotal theory in social psychology (pp. 103-126). Washington, DC: American Psychological Association.
4. Aronson, E., Adler, N. E., & McDougall, K. (1988). The prediction of interventions to use condoms as a function of beliefs, norms, control, and past experience. Unpublished manuscript, University of California, Santa Cruz.
5. Aronson, E., & Carlsmith, J. M. (1963). Effect of the severity of threat on the devaluation of forbidden behavior. Journal of Abnormal and Social Psychology, 66, 584-588.
6. Aronson, E., Fried, C., & Stone, J. (1991). Overcoming denial and increasing the intention to use condoms through the induction of hypocrisy. American Journal of Public Health, 81, 1636-1638.
7. Aronson, E., & Linder, D. (1965). Gain and loss of esteem as determinants of interpersonal attractiveness. Journal of Experimental Social Psychology, 1, 156-171.
8. Aronson, E., & Mills, J. (1959). The effect of severity of initiation on liking for a group. Journal of Abnormal and Social Psychology, 59, 177-181.
9. Aronson, E., & Patnoe, S. (1997). The jigsaw classroom: Building cooperation in the classroom. New York: Longman.
10. Aronson, E., Stephan, C., Sikes, J., Blaney, N., & Snapp, M. (1978). The jigsaw classroom. Beverly Hills, CA: Sage.
11. Brehm, J. W., & Cole, A. H. (1966). Effect of a favor which reduces freedom. Journal of Personality and Social Psychology, 3, 420-426.
12. Bridgeman, D. (1981). Enhanced role taking through cooperative interdependence: A field study. Child Development, 52, 1231-1238.
13. Cialdini, R. (1984). Influence. New York: Morrow.
14. Desforges, D. M., Lord, C. G., Ramsey, S. L., Mason, J. A., Van Leeuwen, M. D., West, S. C., & Lepper, M. R. (1991). Effects of structured cooperative contact on changing negative attitudes toward stigmatized social groups. Journal of Personality and Social Psychology, 60, 531-544.
15. Dickerson, C. A., Thibodeau, R., Aronson, E., & Miller, D. (1992). Using cognitive dissonance to encourage water conservation. Journal of Applied Social Psychology, 22, 841-854.
16. Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.
17. Fisher, J. D., & Misovich, S. J. (1990). Social influence and AIDS-preventive behavior. In L. Bickman (Ed.), Applied social psychology annual (Vol. 10, pp. 39-70). Beverly Hills, CA: Sage.
18. Gaertner, S. L., Mann, J. A., Dovidio, J. F., Murrell, A. J., & Pomare, M. (1990). How does cooperation reduce inter-group bias? Journal of Personality and Social Psychology, 59, 692-704.
19. Hovland, C., & Weiss, W. (1951). The influence of source credibility on communication effectiveness. Public Opinion Quarterly, 15, 635-650.
20. Hyman, H., & Sheatsley, P. (1947). Some reasons why information campaigns fail. Public Opinion Quarterly, 11, 412-423.
21. Jones, E. E. (1964). Ingratiation. New York: Appleton-Century-Crofts.
22. Leippe, M. R., & Eisenstadt, D. (1994). Generalization of dissonance reduction: Decreasing prejudice through induced compliance. Journal of Personality and Social Psychology, 67, 395-413.
23. Nel, E., Helmreich, R., & Aronson, E. (1969). Opinion change in the advocate as a function of the persuasibility of his audience: A clarification of the meaning of dissonance. Journal of Personality and Social Psychology, 12, 117-124.
24. Petty, R., & Wegener, D. (1999). Attitude change: Multiple roles for persuasion variables. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (4th ed., Vol. 2, pp. 323-390). New York: McGraw-Hill.
25. Pratkanis, A., & Aronson, E. (1992). Age of propaganda: The everyday use and abuse of persuasion. New York: Freeman.
26. Sherif, M. (1956). Experiments in group conflict. Scientific American, 195, 53-58.
27. Snyder, C. R. (1978). The "illusion of uniqueness." Journal of Humanistic Psychology, 19, 33-41.
28. Stephan, C., Presser, N. R., Kennedy, J. C., & Aronson, E. (1978). Attributions to success and failure in cooperative, competitive and interdependent interactions. European Journal of Social Psychology, 8, 269-274.
29. Stephan, W. G. (1978). School desegregation: An evaluation of predictions made in Brown v. Board of Education. Psychological Bulletin, 85, 217-238.
30. Stone, J., Aronson, E., Crain, A. L., Winslow, M. P., & Fried, C. B. (1994). Inducing hypocrisy as a means of encouraging young adults to use condoms. Personality and Social Psychology Bulletin, 20, 116-128.
31. Weisse, C. S., Nesselhof-Kendall, S., Fleck-Kandath, C., & Baum, A. (1990). Psychosocial aspects of AIDS prevention among heterosexuals. In L. Bickman (Ed.), Applied social psychology annual (Vol. 10, pp. 15-38). Beverly Hills, CA: Sage.