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97 Более подробную информацию об активации поведения ищите здесь: Veale, D. & Willson, R. (2007). Manage Your Mood: Using Behavioural Activation Techniques to Overcome Depression. London: Robinson publishing.

98. Dimidjian, S., Hollon, S. D., Dobson, K. S., Schmaling, К. В., Kohlenberg, R., Addis, M., Gallop, R., McGlinchey, J., Markley, D., Gollan, J. K., Atkins, D. C., Dunner, D. L., & Jacobson, N. S. (2006). 'Randomized trial of behavioral activation, cognitive therapy, and antidepressant medication in the acute treatment of adults with major depression'. Journal of Consulting and Clinical Psychology, 7A (4), 658-70.

99 For a review of this work, see: Spates, C. R., Pagoto, S. & Kalata, A. (2006). 'A Qualitative and Quantitative Review of Behavioral Activation Treatment of Major Depressive Disorder'. The Behavior Analyst Today, 7(4), 508-18.

100 Kohn, A. (1993). Punished By Rewards: The Trouble with Gold Stars, Incentive Plans, A's, Praise, and Other Bribes. New York: Houghton Mifflin.

101 Curry, S. J., Wagner, E. H., & Grothaus, L. C. (1991). 'Evaluation of Intrinsic and Extrinsic Motivation Interventions with a Self-Help Smoking Cessation Program'. Journal of Consulting and Clinical Psychology, 59, 318-24.

102 Geller, E. S., Rudd, J. R., Kalsher, M. J., Streff, E M., & Lehman, G. R. (1987). 'Employer-based programs to motivate safety belt use (a review of short-term and long-term effects)'. Journal of Safety Research, 18,1-17.

103 См., например: McQuillan, J. (1997). 'The Effects of Incentives on Reading'. Reading Research and Instruction, 36,111-25.

104 Kohn, A., op. cit.

105 Amabile, Т. M. (1985). 'Motivation and Creativity: Effects of Motivational Orientation on Creative Writers'. Journal of Personality and Social Psychology, 48, 393-9.

106 Deci, E. L. (1971). 'Effects of externally mediated rewards on intrinsic motivation'. Journal of Personality and Social Psychology, 18,105-15.

107 Lepper, M. R., Greene, D., & Nisbett, R. E. (1973). 'Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis'. Journal of Personality and Social Psychology, 28,129-37.

108 Janis, I. L., & Mann, L. (1965). 'Effectiveness of emotional role playing in modifying smoking habits and attitudes'. Journal of Experimental Research in Personality, 1, 84–90.

109 Mann, L. & Janis, I. L. (1968). 'A follow-up study on the long-term effects of emotional role-playing'. Journal of Personality and Social Psychology, 8, 339-42.

110 Pliner, P., Hart, H., Kohl, J., & Saari, D. (1974). 'Compliance without pressure: Some Further Data on the Foot-in-the-Door Technique'. Journal of Experimental Social Psychology, 10, 17–22.

111 Beaman, A. L., Cole, M. C, Preston, M., Klentz, В., & Meh-rkens-Steblay, N. (1983) 'Fifteen years of foot-in-the-door research: a meta-analysis'. Personality and Social Psychology Bulletin, 9,181-96.

112 Meineri, S. & Gueguen N. (2008). 'An Application of the Foot-in-the-Door Strategy in the Environmental Field'. European Journal of Social Sciences, 7, 71-4.

113 Gueguen, N., & Jacob, C. (2001). 'Fund-raising on the web: The effect of an electronic foot-in-the-door on donation'. Cy-berPsychology & Behavior, 4, 705-9.

114 Gueguen, N., Pascual, A., Marchand, M. & Lourel, M. (2008). 'Foot-in-the-Door Technique Using a Courtship Request: A Field Experiment'. Psychological Reports, 103, 529-35.

115 Cialdini, R. В., Cacioppo, J. Т., Basset, R., & Miller, J. A. (1978). 'The low-ball procedure for producing compliance: Commitment then cost'. Journal of Personality and Social Psychology, 36, 463-76.

116 Zeigarnik, В. V (1927). 'Uber das Behalten von erledigten und unerledigten Handlungen (The Retention of Completed and Uncompleted Activities)', Psychologische Forschung, 9,1-85.

117 Staub, E. (1989). The Roots of Evil. New York: Cambridge University Press.

118 Purcell, A. H. (1981). 'The world's trashiest people: Will they clean up their act or throw away their future?'. The Futurist, 2, 51-9.

119 Burn, S. M. & Oskamp, S. (1986). 'Increasing Community Recycling with Persuasive Communication and Public Commitment', Journal of Applied Social Psychology, 16, 29–41.

120 Martin, S. (1993). What You Can Change and What You Can't: The Complete Guide to Successful Self-Improvement. New York: Knopf.

121 Mann, Т., Tomiyama, A. J., Westling, E., Lew, A., Samuels, В., & Chatman, J. (2007). 'Medicare's search for effective obesity treatments: Diets are not the answer'. American Psychologist, 62, 220-33.

122 Forster, J. (2003). 'The influence of approach and avoidance motor actions on food intake'. European Journal of Social Psychology, 33, 339-50.

123 Webber, L. S., Catellier, D. J., Lytle, L. A., Murray, D. M., Pratt, C. A., Young, D. R., Elder, J. R, Lohman, T. G., Stevens, J., Jobe, J. В., & Pate, R. R. (2008). 'Promoting Physical Activity in Middle-School Girls: Trial of Activity for Adolescent Girls'. American Journal of Preventative Medicine, 34,173-84.

124 Schachter, S. (1968). 'Obesity and eating: internal and external cues differentially affect the eating behavior of obese and normal subjects'. Science, 161, 751-6.

125 Nisbett, R. (1968). 'Determinants of food intake in obesity'. Science, 159,1254-5.

126 Goldman, R., Jaffa, M., & Schachter, S. (1968). Tom Kippur, Air France, dormitory food, and eating behavior of obese and normal persons'. Journal of Personality and Social Psychology, 10,117-23.

127 Wansink, B. (2004). 'Environmental Factors that Increase the Food Intake and Consumption Volume of Unknowing Consumers'. Annual Review of Nutrition, 24, 455-79.

128 Herman, С P, Olmsted, M. P, & Polivy, J. (1983). 'Obesity, externality, and susceptibility to social influence: An integrated analysis'. Journal of Personality and Social Psychology, 45,926-34.

129 Sentyrz, S. M., & Bushman, B. J. (1998). 'Mirror, mirror on the wall, who's the thinnest one of all? Effects of self-awareness on consumption of fatty, reduced-fat, and fat-free products'. Journal of Applied Psychology, 83, 944-9.

130 Neal, D., Wood, W, Wu, M., and Kurlander, D. (2011). 'The Pull of the Past: When Do Habits Persist Despite Conflict With Motives?'. Personality and Social Psychology Bulletin, 37, 1428-37.

131 Riskind, J. (1984). 'They stoop to conquer: Guiding and self-regulatory functions of physical posture after success and failure'. Journal of Personality and Social Psychology, 47, 479-93.

132 Hyung-il, A., Teeters, A., Wang, A., Breazeal, C. & Picard, R. (2007). 'Stoop to Conquer: Posture and affect interact to influence computer users' persistence'. The 2nd International Conference on Affective Computing and Intelligent Interaction (ACII2007), 12–14 September, Lisbon, Portugal.

133 Fletcher,В. (C). &Stead,B. (2000). (Inner) FITnessandtheFIT Corporation (Smart Strategies). London: International Thomson Press.

134 Hung, Iris W and Aparna A. Labroo (2011), 'From Firm Muscles to Firm Willpower: Understanding the Role of Embodied Cognition in Self-Regulation'. Journal of Consumer Research, 37, 1046–1058.

135 Friedman, R., Elliot, A.J. (2008). 'The effect of arm crossing on persistence and performance'. European Journal of Social Psychology, 38, 449-61.

136 Fletcher, B. (C)., Page, N. & Pine, K. J. (2007). 'A new behavioural intervention for tackling obesity: Do something different'. European Journal of Nutraceuticals and Functional Foods, 18, 8-10. Fletcher, B. (C)., Hanson, J., Pine, K. J. & Page, N. (2011). 'FIT – Do something different: A new psychological intervention tool for facilitating weight loss'. Swiss Journal of Psychology, 70, 25–34. Fletcher, В. (C), & Page, N. (2008). 'FIT Science for weight loss – a controlled study of the benefits of enhancing behavioural flexibility'. European Journal of Nutro-ceuticals & Functional Foods, 19, 20-3.

137 См. например: Fletcher, B. (C), Penman, D., & Pine, K. J. (2006). The No Diet Diet: Do Something Different. London: Orion. Fletcher, B. (C), & Pine, K. J. (2012). Flex: Do Something Different. Hatfield: University of Hertfordshire Press.

138 Korea: Twenty-Three Americas'. Time magazine, 5 October 1953.

139 Aronson, E. (2004). The Social Animal (Ninth Edition). New York: Worth Publishers, p.150.

140 Kassarjian, H. H., and J. B. Cohen. (1965). 'Cognitive dissonance and consumer behavior', California Management Review, 8, 55–64.

141 Jones, E. E., & Kohler, R. (1958). 'The effects of plausibility on the learning of controversial statements'. Journal of Abnormal and Social Psychology, 57, 315-20.

142 Bickman, L. (1972). 'Environmental attitudes and actions', Journal of Social Psychology, 87, 323-4.

143 Batson, С D., Thompson, E. R., & Chen, H. (2002). 'Moral hypocrisy: Addressing some alternatives'. Journal of Personality and Social Psychology, 83, 330-9. Batson, C. D., Thompson, E. R., Seuferling, G., Whitney, H., & Strongman, J. (1999). 'Moral hypocrisy: Appearing moral to oneself without being so'. Journal of Personality and Social Psychology, 77, 525-37.

144 Обзор этой работы ищите здесь: Maio, G.R., & Haddock, G. (2010). The Psychology of Attitudes and Attitude Change. London: Sage.

145 Peterson. A. V Jr., Kealey, K. A., Mann, S. L., Marek, P. M., & Sarason, I. G. (2000). 'Hutchinson Smoking Prevention Project: long-term randomized trial in school-based tobacco use prevention – results on smoking'. Journal of the National Cancer Institute, 92,1979-91.

146 Wakefield, M., Terry-McElrath, Y, Emery, S., Saffer, H., Cha-loupka, F., Szczypka, G., Flay, В., O'Malley, P., & Johnston, L. (2006). 'Effect of televised, tobacco company-funded smoking prevention advertising on youth smoking-related beliefs, intentions and behavior'. American Journal of Public Health, 96, 2154-60.

147 http://www.dailymail.co.uk/health/article-1264937/Millions-spent-5-day-mantra-eating-LESS-vegetables.html.

148 Hornik, R., Jacobsohn, L., Orwin, R., Piesse, A., & Kalton, G. (2008). 'Effects of the National Youth Anti-Drug Media Campaign onYonths'. American Journal of Public Health, 98,2229-36.

149 Clark, K. B. & Clark, M. K. (1940). 'Skin color as a factor in racial identification of Negro preschool children'. The Journal of Social Psychology, 11, 159-69. Clark, K. B. & Clark, M. K. (1950). 'Emotional factors in racial identification and preference in Negro children'. Journal of Negro Education, 19,341-50.

150 For an account of this work, see: Kleinke, C. L. (1978). Self-perception: The psychology of Personal Awareness. San Francisco: Freeman.

151 Halberstam, D. (1976). The Best and the Brightest. New York: Random House.

152 Elms, A. C. (1966).'Influence of fantasy ability on attitude change through role playing'. Journal of Personality and Social Psychology, 4, 36–43.

153 Janis, I. L. & King, В. T. (1954). 'The influence of role-playing on opinion change'. Journal of Abnormal Social Psychology, 49, 211-18.

154 Laird, J. D. (2007). Feelings: The Perception of Self. New York: Oxford University Press.

155 Schein, E. H. (1956). 'The Chinese Indoctrination Program for Prisoners of War'. Psychiatry, 19,149-72.