PART I THE SELF-CONCEPT 1. Mark Snyder (1974), 'Self-Monitoring of Expressive Behavior',

Journal of Personality and Social Psychology, 30 (4), October, 526-37

2. Robert A. Wicklund (1975), 'Objective Self-Awareness', in L. Berkowitz (ed.), Advances in Experimental Social Psychology, 8, New York: Academic Press, 233-8

3. Michael F. Scheier and Charles S. Carver (1980), 'Private and Public Self-Attention, Resistance to Change, and Dissonance Reduction', Journal of Personality and Social Psychology, 39 (3), September, 390-405

4. William J. McGuire and Alice Padawer-Singer (1976), 'Trait Salience in the Spontaneous Self-Concept', Journal of Personality and Social Psychology, 33 (6), June, 743-54

5. T.B. Rogers, N.A. Kuiper and W.S. Kirker (1977), 'Self-Reference and the Encoding of Personal Information', Journal of Personality and Social Psychology, 35 (9), 677-88

6. Hazel Markus (1977), 'Self-Schemata and Processing Information About the Self, Journal of Personality and Social Psychology, 35 (2), February, 63-78

7. Robert W. White (1959), 'Motivation Reconsidered: The Concept of Competence', Psychological Review, 66 (5), September, 297-333

8. Anthony G. Greenwald (1980), 'The Totalitarian Ego: Fabrication and Revision of Personal History', American Psychologist, 35 (7), July, 603-18

PART II SELF-MAINTENANCE AND SELF-ENHANCEMENT 9. Leon Festinger (1954), 'A Theory of Social Comparison

Processes', Human Relations, 7 (2), 117-40 10. Elliot Aronson and David R. Mettee (1968), 'Dishonest

Behavior as a Function of Differential Levels of Induced Self-Esteem', Journal of Personality and Social Psychology, 9 (2), June, 121-7

11. J. Merrill Carlsmith and Alan E. Gross (1969), 'Some Effects of Guilt on Compliance', Journal of Personality and Social Psychology, 11 (3), March, 232-9

12. J. Brehm (1966), A Theory of Psychological Reactance, New York: Academic Press, 1-12

13. Abraham Tesser and Jennifer Campbell (1982), 'Self-Evaluation Maintenance and the Perception of Friends and Strangers', Journal of Personality, 50 (3), September, 261-79

14. William B. Swann, Jr. (1987), 'Identity Negotiation: Where Two Roads Meet', Journal of Personality and Social Psychology, 53 (6), December, 1038-51

15. Claude M. Steele and Thomas J. Liu (1983), 'Dissonance Processes as Self-Affirmation', Journal of Personality and Social Psychology, 45 (1), July, 5-19

16. Steven Berglas and Edward E. Jones (1978), 'Drug Choice as a Self-Handicapping Strategy in Response to Noncontingent Success', Journal of Personality and Social Psychology, 36 (4), April, 405-17

RTIII SELF-JUSTIFICATION 17. Leon Festinger and Elliot Aronson (I960), 'Arousal and

Reduction of Dissonance in Social Contexts', in D. Cartwright and A. Zander (eds), Group Dynamics 3rd Edition, Evanston, IL: Row, Peterson, & Co., 125-36

18. Leon Festinger and James M. Carlsmith (1959), 'Cognitive Consequences of Forced Compliance', Journal of Abnormal and Social Psychology, 58 (2), March, 203-10

19. Elliot Aronson and Judson Mills (1959), 'The Effects of Severity of Initiation on Liking for a Group', Journal of Abnormal and Social Psychology, 59 (2), September, 177-81

20. A.R. Cohen (1962), 'An Experiment on Small Rewards for Discrepant Compliance and Attitude Change', in J.W. Brehm and A.R. Cohen, Explorations in Cognitive Dissonance, New York: John Wiley, 73-8

21. Robert P. Abelson (1959), 'Modes of Resolution of Belief Dilemmas', Journal of Conflict Resolution, 3 (4), December, 343-52

22. Jonathan L. Freedman (1965), 'Long-Term Behavioral Effects of Cognitive Dissonance', Journal of Experimental Social Psychology, 1 (1), January, 145-55

23. Mark R. Lepper and David Greene (1975), 'Turning Play into Work: Effects of Adult Surveillance and Extrinsic Rewards on Children's Intrinsic Motivation', Journal of Personality and Social Psychology, 31 (3), March, 479-86

24. Dieter Frey (1982), 'Different Levels of Cognitive Dissonance, Information Seeking, and Information Avoidance', Journal of Personality and Social Psychology, 43 (6), December, 1175-83

PART IV AFFECT AND EMOTION 25. Stanley Schachter and Jerome E. Singer (1962), 'Cognitive,

Social, and Physiological Determinants of Emotional State', Psychological Review, 69 (5), September, 379-99

26. R.B. Zajonc (1980), 'Feeling and Thinking: Preferences Need No Inferences', American Psychologist, 35 (2), February, 151-75

27. Paul Ekman, Wallace V. Friesen and Sonia Ancoli (1980), 'Facial Signs of Emotional Experience', Journal of Personality and Social Psychology, 39 (6), December, 1125-34

28. Alice M. Isen, Thomas E. Shalker, Margaret Clark and Lynn Karp (1978), 'Affect, Accessibility of Material in Memory, and Behavior: A Cognitive Loop?', Journal of Personality and Social Psychology, 36 (1), January, 1-12

PART V CONFORMITY AND OBEDIENCE 29. Muzafer Sherif (1947), 'Group Influences upon the Formation

of Norms and Attitudes', in T.M. Newcomb and E.L. Hartley (eds), Readings in Social Psychology, New York: Henry Holt & Co., 77-90

30. Solomon E. Asch (1955), 'Opinions and Social Pressure', Scientific American, 193 (5), November, 31-5

31. Stanley Milgram (1963), 'Behavioral Study of Obedience', Journal of Abnormal and Social Psychology, 67 (4), October, 371-8

32. Craig Haney, Curtis Banks and Philip Zimbardo (1973), 'Interpersonal Dynamics in a Simulated Prison', International Journal of Criminology and Penology, 1, 69-97

33. S. Moscovici, E. Lage and M. Naffrechoux (1969), 'Influence of a Consistent Minority on the Responses of a Majority in a Color Perception Task', Sociometry, 32 (4), December, 365-80

PART VI INTERPERSONAL INFLUENCE AND COMPLIANCE 34. Morton Deutsch and Harold B. Gerard (1955), 'A Study of

Normative and Informational Social Influences upon Individual Judgment', Journal of Abnormal and Social Psychology, 51 (3), November, 629-36

35. Dominic Abrams, Margaret Wetherell, Sandra Cochrane, Michael A. Hogg and John C. Turner (1990), 'Knowing What to Think by Knowing Who You Are: Self-Categorization and the Nature of Norm Formation, Conformity and Group Polarization', British Journal of Social Psychology, 29, Part 2, June, 97-119

36. Herbert C. Kelman (1958), 'Compliance, Identification, and Internalization: Three Processes of Attitude Change', Journal of Conflict Resolution, 2 (1), 51-60

37. Jonathan L. Freedman and Scott C. Fraser (1966), 'Compliance Without Pressure: The Foot-in-the-Door Technique', Journal of Personality and Social Psychology, 4 (2), August, 195-202

38. Robert B. Cialdini, Joyce E. Vincent, Stephen K. Lewis, Jos6 Catalan, Diane Wheeler and Betty Lee Darby (1975), 'Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique', Journal of Personality and Social Psychology, 31 (2), February, 206-15

39. Robert B. Cialdini, John T. Cacioppo, Rodney Bassett and John A. Miller (1978), 'Low-Ball Procedure for Producing Compliance: Commitment then Cost', Journal of Personality and Social Psychology, 36 (5), May, 463-76

PART VII COMMUNICATION AND PERSUASION 40. Carl I. Hovland and Walter Weiss (1951), 'The Influence of

Source Credibility on Communication Effectiveness', Public Opinion Quarterly, 15, Winter, 635-50

41. C. Hovland, O.J. Harvey and M. Sherif (1957), 'Assimilation and Contrast Effects in Reaction to Communication and Attitude Change', Journal of Abnormal and Social Psychology, 55 (2), September, 244-52

42. Norman Miller and Donald T. Campbell (1959), 'Recency and Primacy in Persuasion as a Function of the Timing of Speeches and Measurements', Journal of Abnormal and Social Psychology, 59 (1), July, 1-9

43. Elliot Aronson, Judith A. Turner and J. Merrill Carlsmith (1963), 'Communicator Credibility and Communication Discrepancy as Determinants of Opinion Change', Journal of Abnormal and Social Psychology, 67 (1), July, 31-6

44. William J. McGuire and Demetrios Papageorgis (1961), 'The Relative Efficacy of Various Types of Prior Belief-Defense in Producing Immunity Against Persuasion', Journal of Abnormal and Social Psychology, 62 (2), March, 327-37

45. Robert B. Zajonc (1968), 'Attitudinal Effects of Mere Exposure', Journal of Personality and Social Psychology Monograph Supplement, 9 (2), Part 2, June, 1-27

46. Howard Leventhal, Robert Singer and Susan Jones (1965), 'Effects of Fear and Specificity of Recommendation Upon Attitudes and Behavior', Journal of Personality and Social Psychology, 2 (1), July, 20-29

47. Anthony R. Pratkanis, Anthony G. Greenwald, Michael R. Leippe and Michael H. Baumgardner (1988), 'In Search of Reliable Persuasion Effects: III. The Sleeper Effect is Dead. Long Live the Sleeper Effect', Journal of Personality and Social Psychology, 54 (2), February, 203-18

48. R.E. Petty, J.T. Cacioppo and R. Goldman (1981), 'Personal Involvement as a Determinant of Argument-Based Persuasion', Journal of Personality and Social Psychology, 41 (5), November, 847-55