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15. Binder, J.R., Westbury, C.F., McKiernan, K.A., Possing, E.T., & Medler, D.A.(2005). Distinct brain systems for processing concrete and abstract concepts. Journal of Cognitive Neuroscience, 17(6), 905–917.
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16. Behavioural Insights Team (2011). Annual Update 2010–11. Retrieved from https://www.gov.uk/government/uploads/system/uploads/attachment_data/file/60537/Behaviour Change- Insight-Team-Annual-Update_acc.pdf.
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17. Camerer, C., Loewenstein, G., & Weber, M. (1989). The curse of knowledge i economic settings: An experimental analysis. Journal of Political Economy, 97(5),1232–1254.
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18. Keysar, B., & Henly, A.S. (2002). Speakers’ overestimation of their effectiveness.Psychological Science, 13(3), 207–212.
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第十五章 聪明地借助一切资源，做好你要做的事
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1. Langer, E.J., Blank, A., & Chanowitz, B. (1978). The mindlessness of ostensibl thoughtful action: The role of “placebic” information in interpersonal interaction Journal ofPersonality and Social Psychology, 36(6), 635–642.
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2. Thaler, R.H., & Sunstein, C.R. (2009).Nudge: Improving Decisions About Health, Wealth, and Happiness, 2nd ed. New York: Penguin.
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3. Johnson, E.J., & Goldstein, D. (2003). Do defaults save lives? Science, 302(5649),1338–1339.
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4. Rozin, P., Scott, S., Dingley, M., Urbanek, J.K., Jiang, H., & Kaltenbach, M.(2011). Nudge to nobesity I: Minor changes in accessibility decrease food intake.Judgment and Decision Making, 6(4), 323–332.
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5. Strack, F., & Mussweiler, T. (1997). Explaining the enigmatic anchoring effect Mechanisms of selective accessibility. Journal ofPersonality and Social Psychology,73(3), 437–446.
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6. Ames, D.R., & Mason, M.F. (2015). Tandem anchoring: Informational and politeness effects of range offers in social exchangeJournal of Personality and Social Psychology, 108(2), 254–274.
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7. Your request needs to feel reasonable. When volunteers were asked to come up with twelve examples of themselves being assertive, this left them rating theselves as less assertive than people who’d been asked to come up with only six examples, because it felt hard to come up with so many: Schwarz, N., Bless, H.,Strack, F., Klumpp, G., Rittenauer- Schatka, H., & Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic. Journal ofPersonality and Social Psychology, 61(2), 195–202.
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8. Platow, M.J., et al. (2005). “It’s not funny ifthey’re laughing”: Self- categorization,social influence, and responses to canned laughter.Journal of Experimental Social Psychology, 41(5), 542–550.
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9. Kahan, D.M., Braman, D., Cohen, G.L., Gastil, J., & Slovic, P. (2010). Who fears the HPV vaccine, who doesn’t, and why? An experimental study of the mechanisms of cultural cognition. Law and Human Behavior, 34(6), 501–516.
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10. Langer, E.J. (1975). The illusion of control.Journal of Personality and Social Psychology, 32(2), 311–328.
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11. Asking patients booking over the phone to repeat back their appointment details reduced no- shows by another 3.5 percent. And when those measures were combined with some social proof — posters saying things like “Last month, 99 percent of your fellow patients turned up for their appointments” — the number of missed appointments fell by a third. Martin, S.J., Bassi, S., & Dunbar-Rees, R.(2012). Commitments, norms and custard creams: A social influence approach t reducing did not attends (DNAs). Journal of the Royal Society of Medicine, 105(3),101–104.
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12. Adam Grant cites research by Katie Liljenquist, suggesting that people can sense if the request for advice is fake, in: Grant, A.M. (2013). Give and Take: Why Helping Others Drives Our Success. New York: Viking Penguin.
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第十六章 释放自信，获取更多认可
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1. For example, on confidence in groups: Zarnoth, P., & Sniezek, J.A. (1997). T social influence of confidence in group decision makingJournal of Experimental Social Psychology, 33(4), 345–366. On confidence in eyewitness testimony: Sporer S.L., Penrod, S., Read, D., & Cutler, B. (1995). Choosing, confidence, and accuracy A meta- analysis of the confidence accuracy relation in eyewitness identificatio studies. Psychological Bulletin, 118(3), 315–327. On confidence and assessment of probability: Price, P.C., & Stone, E.R. (2004). Intuitive evaluation of likelihood judgment producers: Evidence for a confidence heuristic.Journal ofBehavioral Decision Making, 17(1), 39–57.
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2. Kilduff, G.J., & Galinsky, A.D. (2013). From the ephemeral to the enduring How approach- oriented mindsets lead to greater status. Journal ofPersonality and Social Psychology, 105(5), 816–831.
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3. Fragale, A.R. (2006). The power of powerless speech: The effects of spe style and task interdependence on status conferral. Organizational Behavior and Human Decision Processes, 101(2), 243–261.
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4. Jamieson, J.P., Mendes, W.B., & Nock, M.K. (2013). Improving acute stress responses: The power of reappraisal.Current Directions in Psychological Science,22(1), 51–56.
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5. Creswell, J.D., Welch, W.T., Taylor, S.E., Lucas, D.K., Gruenewald, T.L., &Mann, T. (2005). Affirmation of personal values buffers neuroendocrine and -chological stress responses. Psychological Science, 16(11), 846–851.
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