Убедили! Как заявить о своей компетентности и расположить к себе окружающих - Джек Нэшер

Ibrocheva, E. (2009). Of beauty and politics: Women, politics and the media in post communist Bulgaria. Controversia: An International Journal of Debate and Democratic Renewal, 6 (1), 85–96.

Iconic Albuquerque photo re-created (2008, June 25). Microsoft News. Retrieved from https://news.microsoft.com/2008/06/25/iconic-albuquerque- photo-re-created/#sm.000dmub02uk3fhp116k1n1lka253i

Jackson, L. A., Hunter, J. E. & Hodge, C. N. (1995). Physical attractiveness and intellectual competence: A meta-analytic review. Social Psychology Quarterly, 58, 108–122.

Jahoda, G. (1963). Refractive errors, intelligence and social mobility. British Journal of Social and Clinical Psychology, 1, 96–106.

Jamieson, D. W., Lydon, J. E., Stewart, G. & Zanna, M. P. (1987). Pygmalion revisited: New evidence for student expectancy effects in the classroom. Journal of Educational Psychology, 79, 461–466.

Jobs, S. (2005, June 14). «You've got to fnd what you love», Jobs says. Retrieved from https://news.stanford.edu/2005/06/14/jobs-061505/

Johnson, K. & Lennon, S. (Eds.) (1999). Appearance and power: Dress, body, culture. New York: Berg.

Johnston, M. R. & Franklin, M. (1993). Is beauty in the eye of the beholder? Ethology and Sociobiology, 14, 183–199.

Jones, D. (1995). Sexual selection, physical attractiveness, and facial neoteny: Cross-cultural evidence and implications. Current Anthropology, 36, 723–748.

Jones, E. E. (1964). Karl E. Zener 1903–1964. Journal of Personality, 32 (4), 511–513.

Jones, E. E. (1989). The framing of competence. Personality and Social Psychology Bulletin, 15, 477–492.

Jones, E. E. (1990). Interpersonal perception. New York: Freeman.

Jones, E. E. & Davis, K. E. (1965). From acts to dispositions: The attribution process in person perception. In: L. Berkowitz (Ed.), Advances in experimental social psychology (p. 219–266). New York: Academic Press.

Jones, E. E. & Pittman, T. S. (1982). Toward a general theory of strategic self presentation. In: J. Suls (Ed.), Psychological perspectives on the self (Vol. 1, p. 231–262). Hillsdale, NJ: Lawrence Erlbaum Associates.

Jones, E. E. & Wortman, C. (1973). Ingratiation: An attributional approach. Morristown, NJ: General Learning.

Jones, R. R. (1973). Linguistic standardisation and national development. International Journal of Psychology, 8, 51–54.

Joule, R. V. & Beauvois, J. L. (1998). Kurzer Leitfaden der Manipulation zum Gebrauch für ehrbare Leute. Berlin: Aufbau.

Jourard, S. & Landsman, M. (1960). Cognition, cathexes and the «dyadic effect» in men's self-disclosing behavior. Merrill-Palmer Quarterly, 6, 178– 186.

Judd, C. M., James-Hawkins, L. J., Yzerbyt, V. Y. & Kashima, Y. (2005). Fundamental dimensions of social judgment: Understanding the relations between judgments of competence and warmth. Journal of Personality and Social Psychology, 89, 899–913.

Judge, T. A. & Cable, D. M. (2004). Effect of physical height on workplace success and income: Preliminary test of a theoretical model. Journal of Applied Psychology, 89 (3), 428–441.

Judge, T. A. & Ferris, G. R. (1993). Social context of performance evaluation decisions. Academy of Management Journal, 36, 80–105.

Jungbauer-Gans, M., Berger, R. & Kriwy, P. (2005). Machen Kleider Leute? Ergebnisse eines Feldexperiments zum Verkäuferverhalten… Does Clothing Make the Man? Conclusions from a Field Experiement on the Behavior of Sales Assistants. Zeitschrift für Soziologie, 34 (4), 311–322.

Kadous, K., Koonce, L. & Towry, K. (2005). Quantifcation and persuasion in managerial judgement. Contemporary Accounting Research, 22 (3), 643–686. Kahneman, D. (2011). Thinking, fast and slow. New York: Farrar, Straus & Giroux.

Kahneman, D. & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263–292.

Kanazawa, S. & Kovar, J. L. (2004). Why beautiful people are more intelligent. Intelligence, 32 (3), 227–243.

Kanizsa, G. (1976). Subjective contours. Scientifc American, 234 (4), 48–52.

Karl, K. A., McIntyre Hall, L. & Peluchette, J. V. (2013). City employee perceptions of the impact of dress and appearance: You are what you wear. Public Personnel Management, 42 (3), 452–470.

Karrass, C. L. (1996). In business as in life: You don't get what you deserve, you get what you negotiate. Beverly Hills: Stanford St. Press.

Keating, C. F. & Doyle, J. (2002). The faces of desirable mates and dates contain mixed social status cues. Journal of Experimental Social Psychology, 38, 414–424.

Keating, C. F., Mazur, A., Segall, M. H., Cysneiros, P. G., Kilbride, J. E., Leahy, P., … Wirsing, R. (1981). Culture and the perception of social dominance from facial expression. Journal of Personality and Social Psychology, 40, 615–626.

Kendon, A. (1967). Some functions of gaze-direction in social interaction. Acta Psychologica, 15, 192–238.

Kenrick, D. T. & Cialdini, R. B. (1977). Romantic attraction: Misattribution versus reinforcement explanations. Journal of Personality and Social Psychology, 35 (6), 381–391.

Kernis, M. H. & Grannemann, B. D. (1990). Excuses in the making: A test and extension of Darley and Goethals' attributional model. Journal of Experimental Social Psychology, 26 (4), 337–349.

Kernis, M. H., Grannemann, B. D. & Barclay, L. C. (1989). Stability and level of self-esteem as predictors of anger arousal and hostility. Journal of Personality and Social Psychology, 56, 1013–1022.

Kervyn, N., Yzerbyt, V. & Judd, C. M. (2010). Compensation between warmth and competence: Antecedents and consequences of a negative relation between the two fundamental dimensions of social perception. European Review of Social Psychology, 21, 155–187.

Kim, H. & Markus, H. R. (1999). Deviance or uniqueness, harmony or conformity? A cultural analysis. Journal of Personality and Social Psychology, 77 (4), 785–800.

King, A. & Leigh, A. (2009). Beautiful politicians. Kyklos, 62 (4), 579–593. Kipnis, D., Schmidt, S. & Wilkinson, I. (1980). Intraorganizational infuence tactics: Explorations in getting one's way. Journal of Applied Psychology, 65 (4), 440–452.