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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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6. 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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7. It’s unclear whether the benefit comes simply from rebooting the association that our brain has between “feeling confident” and “standing confidently,”whether a bolder stance also boosts hormones associated with risk-taking. Thi study found hormones were part of the mix: Carney, D.R., Cuddy, A.J., & Yap, A.J.(2010). Power posing: Brief nonverbal displays affect neuroendocrine levels an risk tolerance. Psychological Science, 21(10), 1363–1368. This larger later study relicated the effects on confidence (though not the effects on testosterone and cosol): Ranehill, E., Dreber, A., Johannesson, M., Leiberg, S., Sul, S., & Weber, R.A.(2015). Assessing the robustness of power posing: No effect on hormones and ris tolerance in a large sample of men and women. Psychological Science, 26(5), 653–656.
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8. Carney, D.R., Cuddy, A.J., & Yap, A.J. (2010). Power posing: Brief nonverbal displays affect neuroendocrine levels and risk tolerance.Psychological Science, 21(10),1363–1368.
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第六节 调节课
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1. Wilson, T.D., & Gilbert, D.T. (2005). Affective forecasting: Knowing what t want. Current Directions in Psychological Science, 14(3), 131–134. See also Gilbert’s highly accessible book: Gilbert, D.T. (2007). Stumbling on Happiness, 6th ed. New York: Vintage Books.
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第十七章 应对焦虑、无措、愤怒等负面情绪
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1. Wilson, T. (2004). Strangers to Ourselves: Discovering the Adaptive Unconscious. Cambridge, MA: Belknap Press.
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2. Kircanski, K., Lieberman, M.D., & Craske, M.G. (2012). Feelings into words
:Contributions of language to exposure therapy. Psychological Science, 23(10),1086–1091.
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3. Lieberman, M.D., Eisenberger, N.I., Crockett, M.J., Tom, S.M., Pfeifer, J.H., &Way, B.M. (2007). Putting feelings into words: Affect labeling disrupts amygdal activity in response to affective stimuli.Psychological Science, 18(5), 421–428.
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4. For general references on the weaknesses of suppression as a coping strategy
:Kross, E., & Ayduk, O. (2011). Making meaning out of negative experiences by selfdistancing. Current Directions in Psychological Science, 20(3), 187–191. Other studies showing how suppression underperforms reappraisal as a technique: Goldin,P.R., McRae, K., Ramel, W., & Gross, J.J. (2008). The neural bases of emotion regulation: Reappraisal and suppression of negative emotion. Biological Psychiatry,63(6), 577–586; Gross, J.J., & John, O.P. (2003). Individual differences in two emtion regulation processes: Implications for affect, relationships, and wellbeing.Journal ofPersonality and Social Psychology, 85(2), 348–362. For a study that shows how suppression can backfire and affect others around us, see Butler, E.A., Eoff, B., Wilhelm, F.H., Smith, N.C., Erickson, E.A., & Gross, J.J. (2003). The socia consequences of expressive suppression. Emotion, 3(1), 48–67.
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5. Kross, E., et al. (2014). Self-talk as a regulatory mechanism: How you do it matters. Journal ofPersonality and Social Psychology, 106(2), 304–324.
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