Social influence: Compliance and conformity

Annual Review of Psychology

Volumn 55, Issue , 2004, Pages 591-621

  Cialdini, Robert B ^a   Goldstein, Noah J ^a  

^a ARIZONA STATE UNIVERSITY   (United States)

Author keywords

Door in the face; Foot in the door; Motivation; Norms; Obedience

Indexed keywords

AFFECT; AROUSAL; HUMAN; MOTIVATION; REVIEW; SELF CONCEPT; SOCIAL PSYCHOLOGY;

AFFECT; AROUSAL; HUMANS; MOTIVATION; SELF CONCEPT; SOCIAL CONFORMITY;

EID: 1842433580     PISSN: 00664308     EISSN: None     Source Type: Book Series    
DOI: 10.1146/annurev.psych.55.090902.142015     Document Type: Article

References (155)

1. Alvaro EM, Crano WD. 1997. Indirect minority influence: evidence for leniency in source evaluation and counterargumentation. J. Personal. Soc. Psychol. 72:949-64
2. Arndt J, Schimel J, Greenberg J, Pyszczynski T. 2002. The intrinsic self and defensiveness: evidence that activating the intrinsic self reduces self-handicapping and conformity. Personal. Soc. Psychol. Bull. 28:671-83
3. Asch SE. 1956. Studies of independence and conformity : a minority of one against a unanimous majority. Psychol. Monogr. 70:(9) Whole No. 416
4. Ashford BE, Anand V. 2003. The normalization of corruption in organizations. In Research in Organizational Behavior, ed. BM Staw, RM Kramer, Vol. 25. Greenwich, CT: JAI. In press
5. Bargh JA, Chartrand TL. 1999. The unbearable automaticity of being. Am. Psychol. 54:462-79
6. Bem DJ. 1972. Self-perception theory. In Advances in Experimental Social Psychology, ed. L Berkowitz, 6:1-62. New York: Academic
7. Berkowitz L. 1999. Evil is more than banal: situationism and the concept of evil. Personal. Soc. Psychol. Rev. 3:246-53
8. Blanton H, Christie C. 2003. Deviance regulation: a theory of identity and action. Rev. Gen. Psychol. 7:115-49
9. Blass T. 1999. The Milgram paradigm after 35 years: some things we now know about obedience to authority. J. Appl. Soc. Psychol. 29:955-78
10. Bond R, Smith PB. 1996. Culture and conformity: a meta-analysis of studies using Asch's (1952, 1956) line judgment task. Psychol. Bull. 119:111-37
11. Boster FJ, Mitchell MM, Lapinski MK, Cooper H, Orrego VO, Rienke R. 1999. The impact of guilt and type of compliance-gaining message on compliance. Commun. Monogr. 66:168-77
12. Bourgeois MJ. 2002. Heritability of attitudes constrains dynamic social impact. Personal. Soc. Psychol. Bull. 28:1063-72
13. Brewer MB, Roccas S. 2001. Individual values, social identity, and optimal distinctiveness. In Individual, Self, Relational Self, Collective Self, ed. C Sedikides, MB Brewer, pp. 219-37. Philadelphia, PA: Psychology Press
14. Brief AP, Buttram RT, Dukerich JM. 2001. Collective corruption in the corporate world: toward a process model. In Groups at Work: Advances in Theory and Research, ed. ME Turner, pp. 471-99. Hillsdale, NJ: Erlbaum
15. Brief AP, Buttram RT, Elliot ID, Reizenstein RM, McCline RL. 1995. Releasing the beast: a study of compliance with orders to use race as a selection criterion. J. Soc. Issues 51:177-94
16. Burger JM. 1986. Increasing compliance by improving the deal: the that's-not-all technique. J. Personal. Soc. Psychol. 51:277-83
17. Burger JM. 1999. The foot-in-the-door compliance procedure: a multiple-process analysis and review. Personal. Soc. Psychol. Rev. 3:303-25
18. Burger JM, Caldwell DF. 2003. The effects of monetary incentives and labeling on the foot-in-the-door effect: evidence for a self-perception process. Basic Appl. Soc. Psychol. 25:235-41
19. Burger JM, Cornelius T. 2003. Raising the price of agreement: public commitment and the low-ball compliance procedure. J. Appl. Soc. Psychol. In press
20. Burger JM, Guadagno RE. 2003. Self-concept clarity and the foot-in-the-door procedure. Basic Appl. Soc. Psychol. 25:79-86
21. Burger JM, Horita M, Kinoshita L, Roberts K, Vera C. 1997. Effects of time on the norm reciprocity. Basic Appl. Soc. Psychol. 19:91-100
22. Burger JM, Messian N, Patel S, del Prado A, Anderson C. 2003. What a coincidence! The effects of incidental similarity on compliance. Personal. Soc. Psychol. Bull. In press
23. Burger JM, Reed M, DeCesare K, Rauner S, Rozolios J. 1999. The effect of initial request size on compliance: more about the that's-not-all technique. Basic Appl. Soc. Psychol. 21:243-49
24. Burger JM, Soroka S, Gonzago K, Murphy E, Somervell E. 2001. The effect of fleeting attraction on compliance to requests. Personal. Soc. Psychol. Bull. 27:1578-86
25. Campbell JD, Trapnell PD, Heine SJ, Katz IM, Lavellee LF, Lehman DR. 1996. Self-concept clarity: measurement, personality correlates, and cultural boundaries. J. Personal. Soc. Psychol. 59:538-49
26. Castelli L, Vanzetto K, Sherman SJ, Arcuri L. 2001. The explicit and implicit perception of in-group members who use stereotypes: blatant rejection but subtle conformity. J. Exp. Soc. Psychol 37:419-26
27. Chartrand TL, Bargh JA. 1999. The chameleon effect: the perception-behavior link and social interaction. J. Personal. Soc. Psychol. 76: 893-910
28. Chartrand TL, Pinckert S, Burger JM. 1999. When manipulation backfires: the effects of time delay and requester on the foot-in-the-door technique. J. Appl. Soc. Psychol. 29: 211-21
29. Cialdini RB. 2001. Influence: Science and Practice. Boston, MA: Allyn & Bacon. 4th ed.
30. Cialdini RB. 2003. Crafting normative messages to protect the environment. Curr. Dir. Psychol. Sci. 12:105-9
31. Cialdini RB, Cacioppo JT, Bassett R, Miller JA. 1978. Low-ball procedure for producing compliance: commitment then cost. J. Personal. Soc. Psychol. 36:463-76
32. Cialdini RB, Goldstein NJ. 2002. The science and practice of persuasion. Cornell Hotel Restaur. Adm. Q. 43:40-50
33. Cialdini RB, Kallgren CA, Reno RR. 1991. A focus theory of normative conduct: a theoretical refinement and reevaluation of the role of norms in human behavior. In Advances in Experimental Social Psychology, ed. MP Zanna, 24:201-34. San Diego, CA: Academic
34. Cialdini RB, Trost MR. 1998. Social influence: social norms, conformity, and compliance. In The Handbook of Social Psychology, ed. DT Gilbert, ST Fiske, G Lindzey, 2:151-92. Boston: McGraw-Hill. 4th ed.
35. Cialdini RB, Trost MR, Newsom JT. 1995. Preference for consistency: the development of a valid measure and the discovery of surprising behavioral implications. J. Personal. Soc. Psychol. 69:318-28
36. Cialdini RB, Vincent JE, Lewis SK, Catalan J, Wheeler D, Darby BL. 1975. Reciprocal concessions procedure for inducing compliance: the door-in-the-face technique. J. Personal. Soc. Psychol. 31:206-15
37. Cialdini RB, Wosinska W, Barrett DW, Butner J, Gornik-Durose M. 1999. Compliance with a request in two cultures: the differential influence of social proof and commitment/consistency on collectivists and individualists. Personal. Soc. Psychol. Bull. 25:1242-53
38. Cioffi D, Garner R. 1996. On doing the decision: effects of active versus passive choice on commitment and self-perception. Personal. Soc. Psychol. Bull. 22:133-44
39. Crandall CS, Eshleman A, O'Brien L. 2002. Social norms and the expression and suppression of prejudice: the struggle for internalization. J. Personal. Soc. Psychol. 82:359-78
40. Crano WD, Chen X. 1998. The leniency contract and persistence of majority and minority influence. J. Personal. Soc. Psychol. 74:1437-50
41. Cross SE, Madson L. 1997. Models of the self: self-construals and gender. Psychol. Bull. 122:5-37
42. Darley JM. 1995. Constructive and destructive obedience: a taxonomy of principal-agent relationships. J. Soc. Issues 51:125-54
43. Darley JM. 2001. The dynamics of authority in organization. See Darley et al. 2001, pp. 37-52
44. Darley JM, Messick DM, Tyler TR, eds. 2001. Social Influences on Ethical Behavior in Organizations. Mahwah, NJ/London: Erlbaum
45. David B, Turner JC. 1996. Studies in self-categorization and minority conversion: Is being a member of the outgroup an advantage? Br. J. Soc. Psychol. 35:179-200
46. David B, Turner JC. 1999. Studies in self-categorization and minority conversion: the ingroup minority in intragroup and intergroup contexts. Br. J. Soc. Psychol. 38:115-34
47. David B, Turner JC. 2001. Majority and minority influence: a single process self-categorization analysis. In Group Consensus and Minority Influence: Implications for Innovation, ed. CKW De Dreu, NK De Vries, pp. 91-121. Maiden, MA: Blackwell
48. Davis BP, Knowles ES. 1999. A disrupt-then-reframe technique of social influence. J. Personal. Soc. Psychol. 76:192-99
49. Deutsch M, Gerard HB. 1955. A study of normative and informative social influences upon individual judgment. J. Abnorm. Soc. Psychol. 51:629-36
50. Dijksterhuis A, Bargh JA. 2001. The perception-behavior expressway: automatic effects of social perception on social behavior. In Advances in Experimental Social Psychology, ed. MP Zanna, 33:1-0. San Diego, CA: Academic
51. Dillard JP, Hunter JE, Burgoon M. 1984. Sequential-request persuasive strategies: meta-analysis of foot-in-the-door and door-in-the-face. Hum. Commun. Res. 10:461-88
52. Dolinski D. 2000. On inferring one's beliefs from one's attempt and consequences for subsequent compliance. J. Personal. Soc. Psychol. 78:260-72
53. Dolinski D, Nawrat M. 1998. "Fear-then-relief" procedure for producing compliance: beware when the danger is over. J. Exp. Soc. Psychol. 34:27-50
54. Dolinski D, Nawrat M, Rudak I. 2001. Dialogue involvement as a social influence technique. Personal. Soc. Psychol. Bull. 27:1395-406
55. Elms AC. 1995. Obedience in retrospect. J. Soc. Issues 51:21-32
56. Emans BJM, Munduate L, Klaver E, van de Vliert E. 2003. Constructive consequences of leaders' forcing influence styles. Appl. Psychol.: Int. Rev. 52:36-54
57. Epley N, Gilovich T. 1999. Just going along: nonconscious priming and conformity to social pressure. J. Exp. Soc. Psychol. 35:578-89
58. Erb HP, Bohner G, Rank S, Einwiller S. 2002. Processing minority and majority communications: the role of conflict with prior attitudes. Personal. Soc. Psychol. Bull. 28:1172-82
59. Erb HP, Bohner G, Schmalzle K, Rank S. 1998. Beyond conflict and discrepancy: cognitive bias in minority and majority influence. Personal. Soc. Psychol. Bull. 24:620-33
60. Fern EF, Monroe KB, Ramon AA. 1986. Effectiveness of multiple request strategies: a synthesis of research results. J. Mark. Res. 23:144-52
61. Forgas JP. 1995. Mood and judgment: the affect infusion model (AIM). Psychol. Bull. 117:39-66
62. Forgas JP. 1998a. Asking nicely? The effects of mood on responding to more or less polite requests. Personal. Soc. Psychol. Bull. 24:173-85
63. Forgas JP. 1998b. On feeling good and getting your way: mood effects on negotiation strategies and outcomes. J. Personal. Soc. Psychol. 74:565-77
64. Forgas JP. 1999. Feeling and speaking: mood effects on verbal communication strategies. Personal. Soc. Psychol. Bull. 25:850-63
65. Forgas JP. 2001. On being moody but influential: the role of affect in social influence strategies. See Forgas & Williams 2001, pp. 147-66
66. Forgas JP, Williams KD, eds. 2001. Social Influence: Direct and Indirect Processes. Philadelphia/Hove, UK: Psychology Press
67. Freedman JL, Fraser SC. 1966. Compliance without pressure: the foot-in-the-door technique. J. Personal. Soc. Psychol. 4:195-202
68. French J, Raven B. 1959. The bases of social power. In Studies in Social Power, ed. D Cartwright, pp. 150-67. Ann Arbor, MI: Inst. Soc. Res.
69. Gilbert DT. 1991. How mental systems believe. Am. Psychol. 46:107-19
70. Goldhagen DJ. 1996. Hitler's Willing Executioners: Ordinary Germans and the Holocaust. New York: Knopf
71. Gorassini DR, Olson JM. 1995. Does self-perception change explain the foot-in-the-door effect? J. Personal. Soc. Psychol. 69: 91-105
72. Gordon RA. 1996. Impact of ingratiation on judgments and evaluations: a meta-analytic investigation. J. Personal. Soc. Psychol. 71: 54-70
73. Gouldner AW. 1960. The norm of reciprocity: a preliminary statement. Am. Sociol. Rev. 25:161-78
74. Guadagno RE, Asher T, Demaine LJ, Cialdini RB. 2001. When saying yes leads to saying no : preference for consistency and the reverse foot-in-the-door effect. Personal. Soc. Psychol. Bull. 27:859-67
75. Guéguen N, Pascual A, Dagot L. 2002. Low-ball and compliance to a request: an application in a field setting. Psychol. Rep. 91:81-84
76. Gump BB, Kulik JA. 1997. Stress, affiliation, and emotional contagion. J. Personal. Soc. Psychol. 72:305-19
77. Hale JL, Laliker M. 1999. Explaining the door-in-the-face: Is it really time to abandon reciprocal concessions? Commun. Stud. 50:203-10
78. Heine SJ, Lehman DR. 1997. Culture, dissonance, and self-affirmation. Personal. Soc. Psychol. Bull. 23:389-400
79. Heine SJ, Lehman DR, Markus HR, Kitayama S. 1999. Is there a universal need for positive self-regard? Psychol. Rev. 106:766-94
80. Hess U, Philippot P, Blairy S. 1999. Mimicry: fact and fiction. In The Social Context of Nonverbal Behavior, ed. P Philippot, RS Feldman, EJ Coates, pp. 213-41. Cambridge, UK/New York: Cambridge Univ. Press
81. Howard DJ, Gengler CE, Jain A. 1995. What's in a name? A complimentary means of persuasion. J. Consum. Res. 22:200-11
82. Howard DJ, Gengler CE, Jain A. 1997. The name remembrance effect: a test of alternative explanations. J. Soc. Behav. Personal. 12:801-10
83. Janes LM, Olson JM. 2000. Jeer pressure: the behavioral effects of observing ridicule of others. Personal. Soc. Psychol. Bull. 26:474-85
84. Johnston L. 2002. Behavioral mimicry and stigmatization. Soc. Cogn. 20:18-35
85. Kahan D. 1997. Social influence, social meaning, and deterrence. VA. Law Rev. 83:349-95
86. Kallgren CA, Reno RR, Cialdini RB. 2000. A focus theory of normative conduct: when norms do and do not affect behavior. Personal. Soc. Psychol. Bull. 26:1002-12
87. Kelln BRC, Ellard JH. 1999. An equity theory analysis of the impact of forgiveness and retribution on transgressor compliance. Personal. Soc. Psychol. Bull. 25:864-72
88. Kenrick DT, Maner JK, Burner J, Li NP, Becker DV, Schaller M. 2002. Dynamical evolutionary psychology: mapping the domains of the new interactionist paradigm. Personal. Soc. Psychol. Rev. 6:347-56
89. Kim HS, Markus HR. 1999. Deviance or uniqueness, harmony or conformity? A cultural analysis. J. Personal. Soc. Psychol. 77: 785-800
90. Knowles ES, Linn JA. 2003. Approach-avoidance model of persuasion: alpha and omega strategies for change. In Resistance and Persuasion, ed. ES Knowles, JA Linn. Mahwah, NJ: Erlbaum. In press
91. Koslowsky M, Schwarzwald J. 2001. The power interaction model: theory, methodology, and empirical applications. In The Use and Abuse of Power: Multiple Perspectives on the Causes of Corruption, ed. AY Lee-Chai, JA Bargh, pp. 195-214. Philadelphia, PA: Psychology Press
92. Koslowsky M, Schwarzwald J, Ashuri S. 2001. On the relationship between subordinates' compliance to power sources and organisational attitudes. Appl. Psychol.: Int. Rev. 50:455-76
93. Lakin JL, Chartrand TL. 2003. Using nonconscious behavioral mimicry to create affiliation and rapport. Psychol. Sci. 14:334-39
94. Latané B. 1981. The psychology of social impact. Am. Psychol. 36:343-56
95. Latané B. 1996. Dynamic social impact: the creation of culture by communication. J. Commun. 46:13-25
96. Lea M, Spears R, de Groot D. 2001. Knowing me, knowing you: anonymity effects on social identity processes within groups. Personal. Soc. Psychol. Bull. 27:526-37
97. Lerner JS, Tetlock PE. 1999. Accounting for the effects of accountability. Psychol. Bull. 125:255-75
98. Lutsky N. 1995. When is "obedience" obedience? Conceptual and historical commentary. J. Soc. Issues 51:55-66
99. Lynn M, Simons T. 2000. Predictors of male and female servers' average tip earnings. J. Appl. Soc. Psychol. 30:241-52
100. MacDonald G, Nail PR, Levy DA. 2003. Expanding the scope of the social response context model. Basic Appl. Soc. Psychol. In press
101. Mackie DM. 1987. Systematic and nonsystematic processing of majority and minority persuasive communications. J. Personal. Soc. Psychol. 53:41-52
102. Martin R, Hewstone M. 2001. Determinants and consequences of cognitive processes in majority and minority influence. See Forgas & Williams 2001, pp. 315-30
103. McCall M. 1997. Physical attractiveness and access to alcohol: What is beautiful does not get carded. J. Appl. Soc. Psychol. 27:453-62
104. Meade ML, Roediger HL III. 2002. Explorations in the social contagion of memory. Mem. Cogn. 30:995-1009
105. Meeus WHJ, Raaijmakers QAW. 1995. Obedience in modern society: the Utrecht studies. J. Soc. Issues 51:155-76
106. Milgram S. 1974. Obedience to Authority. New York: Harper & Row
107. Millar M. 2002. Effects of a guilt induction and guilt reduction on door in the face. Commun. Res. 29:666-80
108. Miller AG. 1995. Constructions of the obedience experiments: a focus upon domains of relevance. J. Soc. Issues 51:33-54
109. Moscovici S. 1980. Toward a theory of conversion behavior. In Advances in Experimental Social Psychology, ed. L Berkowitz, 13:209-39. New York: Academic
110. Mowen JC, Cialdini RB. 1980. On implementing the door-in-the-face compliance technique in a business context. J. Mark. Res. 17:253-58
111. Nail PR, MacDonald G, Levy DA. 2000. Proposal of a four-dimensional model of social response. Psychol. Bull. 126:454-70
112. Newman LS, Erber R, eds. 2002. Understanding Genocide: The Social Psychology of the Holocaust. Oxford/New York: Oxford Univ. Press
113. Nowak A, Vallacher RR. 1998. Dynamical Social Psychology. New York: Guilford
114. Nowak A, Vallacher RR. 2001. Societal transition: toward a dynamical model of social change. In The Practice of Social Influence in Multiple Cultures, ed. W Wosinska, RB Cialdini, DW Barrett, J Reykowski, pp. 151 - 71. Mahwah, NJ: Erlbaum
115. O'Keefe DJ. 1999. Three reasons for doubting the adequacy of the reciprocal concessions explanation of door-in-the-face effects. Commun. Stud. 50:211-20
116. O'Keefe DJ, Figgé M. 1997. A guilt-based explanation of the door-in-the-face influence strategy. Hum. Commun. Res. 24:64-81
117. O'Keefe DJ, Figgé M. 1999. Guilt and expected guilt in the door-in-the-face technique. Commun. Monogr. 66:312-24
118. O'Keefe DJ, Hale SL. 1998. The door-in-the-face influence strategy: a random-effects meta-analytic review. In Communication Yearbook, ed. ME Roloff, 21:1-33. Thousand Oaks, CA: Sage
119. O'Keefe DJ, Hale SL. 2001. An odds-ratio-based meta-analysis of research on the door-in-the-face influence strategy. Commun. Rep. 14:31-38
120. Pendry L, Carrick R. 2001. Doing what the mob do: priming effects on conformity. Eur. J. Soc. Psychol 31:83-92
121. Pennington J, Schlenker BR. 1999. Account-ability for consequential decisions: justifying ethical judgments to audiences. Personal. Soc. Psychol Bull. 25:1067-81
122. Petersen LE, Dietz J. 2000. Social discrimination in a personnel selection context: the effects of an authority's instruction to discriminate and followers' authoritarianism. J. Appl. Soc. Psychol. 30:206-20
123. Pollock CL, Smith SD, Knowles ES, Bruce HJ. 1998. Mindfulness limits compliance with the that's-not-all technique. Personal. Soc. Psychol. Bull. 24:1153-57
124. Pool GJ, Wood W, Leck K. 1998. The self-esteem motive in social influence: agreement with valued majorities and disagreement with derogated minorities. J. Personal. Soc. Psychol. 75:967-75
125. Postmes T, Spears R. 1998. Deindividuation and anti-normative behavior: a metaanalysis. Psychol. Bull. 123:238-59
126. Postmes T, Spears R, Sakhel K, De Groot D. 2001. Social influence in computer-mediated communication: the effects of anonymity on group behavior. Personal. Soc. Psychol. Bull. 27:1243-54
127. Quinn A, Schlenker BR. 2002. Can accountability produce independence? Goals as determinants of the impact of accountability on conformity. Personal. Soc. Psychol. Bull. 28:472-83
128. Raven BH, Schwarzwald J, Koslowsky M. 1998. Conceptualizing and measuring a power/interaction model of interpersonal influence. J. Appl. Soc. Psychol. 28:307-22
129. Reicher SD, Spears R, Postmes T. 1995. A social identity model of deindividuation phenomena. Eur. Rev. Soc. Psychol. 6:161-98
130. Rind B. 1997. Effects of interest arousal on compliance with a request for help. Basic Appl. Soc. Psychol. 19:49-59
131. Rind B, Strohmetz D. 1999. Effect on restaurant tipping of a helpful message written on the back of customer's checks. J. Appl. Soc. Psychol. 29:139-44
132. Rind B, Strohmetz D. 2001. Effect on restaurant tipping of presenting customers with an interesting task and of reciprocity. J. Appl. Soc. Psychol. 31:1379-84
133. Sagarin BJ, Cialdini RB, Rice WE, Serna SB. 2002. Dispelling the illusion of invulnerability: the motivations and mechanisms of resistance to persuasion. J. Personal. Soc. Psychol. 83:526-41
134. Sanchez-Burks J. 2002. Protestant relational ideology and (in)attention to relational cues in work settings. J. Personal. Soc. Psychol. 83:919-29
135. Sassenberg K. 2002. Common bond and common identity groups on the internet: attachment and normative behavior in on-topic and off-topic chats. Group Dynam.: Theory Res. Pract. 6:27-37
136. Sassenberg K, Postmes T. 2002. Cognitive and strategic processes in small groups: effects of anonymity of the self and anonymity of the group on social influence. Br. J. Soc. Psychol. 41:463-80
137. Schaller M, Latané B. 1996. Dynamic social impact and the evolution of social representarions: a natural history of stereotypes. J. Commun. 46:64-77
138. Schlenker BR, Weigold MF. 1989. Self-identification and accountability. In Impression Management in the Organization, ed. RAGiacalone, P Rosenfeld, pp. 21-43. Hillsdale, NJ: Erlbaum
139. Schultz PW. 1999. Changing behavior with normative feedback interventions: a field experiment on curbside recycling. Basic Appl. Soc. Psychol. 21:25-36
140. Schwarzwald J, Koslowsky M, Agassi V. 2001. Captain's leadership type and police officers' compliance to power bases. Eur. J. Work Organ. Psychol. 10:273-90
141. Sechrist GB, Stangor C. 2001. Perceived consensus influences intergroup behavior and stereotype accessibility. J. Personal. Soc. Psychol. 80:645-54
142. Spears R, Postmes T, Lea M, Watt SE. 2001. A SIDE view of social influence. See Forgas & Williams 2001, pp. 331-50
143. Stangor C, Sechrist GB, Jost JT. 2001. Social influence and intergroup beliefs: the role of perceived social consensus. See Forgas & Williams 2001, pp. 235-52
144. Strohmetz DB, Rind B, Fisher R, Lynn M. 2002. Sweetening the till: the use of candy to increase restaurant tipping. J. Appl. Soc. Psychol. 32:300-9
145. Tafarodi RW, Kanf SJ, Milne AB. 2002. When different becomes similar: compensatory conformity in bicultural visible minorities. Personal. Soc. Psychol. Bull. 28:1131-42
146. Turner JC. 1985. Social categorization and the self-concept: a social cognitive theory of group behavior. In Advances in Group Processes, ed. EJ Lawler, 2:77-122. Greenwich, CT: JAI
147. Tusing KJ, Dillard JP. 2000. The psychological reality of the door-in-the-face: it's helping, not bargaining. J. Lang. Soc. Psychol. 19:5-25
148. Tyler TR. 1997. The psychology of legitimacy. Personal. Soc. Psychol. Rev. 1:323-44
149. Vallacher RR, Nowak A, Miller ME. 2003. Social influence. In Comprehensive Handbook of Psychology: Personality and Social Psychology, ed. MJ Lerner, T Millon, 5:383-417. New York: Wiley
150. Vonk R. 2002. Self-serving interpretations of flattery: why ingratiation works. J. Personal. Soc. Psychol. 82:515-26
151. Walther E, Bless H, Strack F, Rackstraw P, Wagner D, Werth L. 2002. Conformity effects in memory as a function of group size, dissenters and uncertainty. Appl. Cogn. Psychol. 16:793-810
152. Whatley MA, Webster MJ, Smith RH, Rhodes A. 1999. The effect of a favor on public and private compliance: How internalized is the norm of reciprocity? Basic Appl. Soc. Psychol. 21:251-59
153. Williams KP, Cheung CKT, Choi W. 2000. Cyberostricism: effects of being ignored over the internet. J. Personal. Soc. Psychol. 79:748-62
154. Wood W. 2000. Attitude change: persuasion and social influence. Annu. Rev. Psychol. 51:539-70
155. Wright DB, Self G, Justice C. 2000. Memory conformity: exploring misinformation effects when presented by another person. Br. J. Psychol. 91:189-202