Page 30 - 46-1
P. 30
วารสารราชบััณฑิิตยสภา
ปีีที่่� ๔๖ ฉบัับัที่่� ๑ มกราคม-เมษายน ๒๕๖๔
22 จิิตวิิทยาของการมีีอิทธิิพลทางสัังคมีโดยรอเบิิร์ต บิี. ชาลดีนีี
Goulner, A. W. (1960). The norm of reciprocity: A preliminary statement. American
Sociological Review. 25, 161–179.
Harvard Business Review. (2013). The uses (and abuses) of influence: Spotlight:
Interview with Robert Cialdini. Harvard Business Review. 76–81.
Influence at work. (n.d.a). Dr. Robert Cialdini’s biography. [online]. from https://www.
influenceatwork.com/robert-cialdini-phd/biography/ [27 August 2020].
(n.d.b). INFLUENCE AT WORK Company Information. [online]. from
https://www.influenceatwork.com/about/ [27 August 2020].
Knishinsky, A. (1982). The effects of scarcity of material and exclusivity of information
on industrial buyer perceived risk in provoking a purchase decision.
[Unpublished doctoral dissertation]. Arizona State University.
Kunz, P. R., & Woolcott, M. (1976). Season’s greetings: From my status to yours.
Social Science Research. 5, 269–278.
Lifeboat Foundation. (n.d.). Dr. Robert B. Cialdini. [online]. from https://lifeboat.com/
ex/bios.robert.b.cialdini [27 August 2020].
Milgram. (1963). Behavioral study of obedience. Journal of Abnormal and Social
Psychology. 67, 371–378.
(1965). Some conditions of obedience and disobedience to authority.
Human Relations. 18, 57–76.
(1974). Obedience to authority: An experimental view. HARPER PERENNIAL
MODERN THOUGHT.
National Academy of Sciences. (2019). News from the National Academy of Sciences.
[online]. from http://www.nasonline.org/news-and-multimedia/news/2019-
nas-election.html [27 August 2020].
O’Conner, R. D. (1972). Relative efficacy of modeling, shaping, and the combined
procedures for modification of social withdrawal. Journal of Abnormal
Psychology. 79, 327–334.
