Psychologie de la manipulation et de la soumission

282 PSYCHOLOGIE DE LA MANIPULATION ET DE LA SOUMISSION
ARENDT H. (1966). Eichmann à Jérusalem
: rapport sur la banalité du
mal, Paris, Gallimard.
ARGYLE M., LEVEBRE L. et COOK M.
(1974). « The meaning of five pattern
of gaze », European Journal of Social
Psychology, 4, 125-136.
ARKES H. et BLUMER C. (1985). « The
psychology of sunk cost », Organizational
Behavior and Human Decision
Processes, 35, 124-140.
ASCH S. (1951). « Effects of group pressure
upon the modification and distortion
of judgements », in
H. Guetzkow (éd.), Groups, leadership
and men, Pittsburgh, Carnegie
Press, 117-190.
ASCH S. (1956). « Studies of independence
and conformity : A minority of
one against a unanimous majority »,
Psychological Monographs, 70, n° 9.
ASSAEL H. (1987). Consumer behavior
and marketing action, Boston, Kent.
ASTRÖM J. (1994). « Introductory greeting
behavior : A laboratory investigation
of approaching and closing
salutation phases », Perceptual and
Motor Skills, 79, 939-956.
AUNE K. et BASIL M. (1994). « A relational
approach to the foot-in-themouth
effect », Basic and Applied
Social Psychology, 24, 546-556.
BACORN C. et DIXON D. (1984). « The
effects of touch on depressed and vocationally
undecided clients », Journal
of Counseling Psychology, 31,
488-496.
BAER R., GOLDMAN M. et JUHNKE R.
(1977). « Factors affecting prosocial
behavior », The Journal of Social
Psychology, 103, 209-219.
BARNHOUSE T. (1998). « A study on the
effects of touch and impression
formation », manuscrit en ligne, disponible
sur : http://clearinghouse.-
mwsc.edu/manuscripts
BARON R. (1971). « Behavioral effects
of interpersonal attraction : Compliance
with request from liked and
disliked others », Psychonomic
Science, 25, 325-346.
BARON R. (1997). « The sweet smell
of… helping : Effects of pleasant ambient
fragrance on prosocial behavior
in shopping mall », Personality and
Social Psychology Bulletin, 23, 498-
503.
BATSON D., COKE J., CHARD F., SMITH
D. et TALAFERRO A. (1979).
« Generality of the “glow of goodwill”
: Effects of mood on helping
and information acquisition », Social
Psychology Quaterly, 42, 176-179.
BAUDOIN J.-Y., GILIBERT D., SANSONE
S. et TIBERGHIEN G. (2000). « When
smile is a cue to familiarity », Memory,
8, 285-292.
BAUMRIND D. (1964). « Some thoughts
on ethics of research : After reading
Milgram’s “Behavioral study of
obedience” », American Psychologist,
19, 421-423.
BEAMAN A., COLE M., PRESTON M.,
KLENTZ B. et MEHRKENS-STEBLAY
N. (1983). « Fifteen years of foot-inthe-door
research : A metaanalysis
», Personality and Social
Psychology Bulletin, 9, 181-196.
BEAMAN A., STEBLAY N., PRESTON M.
et KLENTZ B. (1988). « Compliance
as a function of elapsed time between
first and second request », The Journal
of Social Psychology, 128, 233-
243.
BECKER H. (1956). Man on reciprocity,
New York, Praeger.
BEFU H. (1980). « Structural and motivational
approaches to social
exchange », in K. Gergen, M. Gergen
et R. Willis (éd.), Social exchange :
advances in theory and research,
New York, Plenum, 124-197.