Page:  of 278
 

NOTES

Preface
1 Hovland, C., Lumsdaine, A., and Sheffield, F. (1949). Experiments on Mass
Communication: Studies in Social Psychology in World War II, vol. 3 (Princeton, N.J.:
Princeton University Press).
2 Quoted in Clark, Eric (1988), The Want Makers: Inside the World of Advertising
(New York: Penguin Books), p. 291.

Chapter One:
The Illusion of Invulnerability
1 Orwell, George (1949), 1984 (New York: Harcourt Brace Jovanovich),
p. 5.
2 See, for example, Weinstein, N. D. (1987), “Unrealistic Optimism about
Susceptibility to Health Problems: Conclusions from a Community-Wide Sample, ”
Journal of Behavioral Medicine 10, pp. 481–500; and Weinstein, N. D. (1989),
“Optimistic Biases about Personal Risks, ” Science 246, pp. 1232–1233.
3 Smoking data are taken from the following studies: Lee, C. (1989), “Perceptions
of Immunity to Disease in Adult Smokers, ” Journal of Behavioral Medicine
12, pp. 267–277; Gibbons, F. X., McGovern, P. G., and Land, H. A. (1991),
“Relapse and Risk Perception among Members of a Smoking Cessation Clinic, ”
Health Psychology 10, pp. 42–45; and Segerstrom, S., McCarthy, W., Caskey, N.,
Gross, T., and Jarvik, M. (1993), “Optimistic Bias among Cigarette Smokers, ”
Journal of Applied Social Psychology 23, pp. 1606–1618.
4 Snyder, C. R. (1997), “Unique Invulnerability: A Classroom Demonstration
in Estimating Personal Mortality, ” Teaching of Psychology 24, pp. 197–199.
5 Baker, L., and Emery, R. (1993), “When Every Relationship Is above Average:
Perceptions and Expectations of Divorce at the Time of Marriage, ” Law and
Human Behavior 17, pp. 439–450.
6 Burger, J. M., and Burns, L. (1988), “The Illusion of Unique Invulnerability
and the Use of Effective Contraception, ” Personality and Social Psychology Bulletin
14, pp. 264–270.
7 Weinstein, N. D. (1980), “Unrealistic Optimism about Future Life
Events, ” Journal of Personality and Social Psychology 39, pp. 806–820.
8 Lehman, D., and Taylor, S. (1987), “Date with an Earthquake: Coping

-245-

Questia, a part of Gale, Cengage Learning. www.questia.com

Publication Information: Book Title: The Power of Persuasion: How We're Bought and Sold. Contributors: Robert Levine - author. Publisher: Wiley. Place of Publication: Hoboken, NJ. Publication Year: 2003. Page Number: 245.
    
This feature allows you to create and manage separate folders for your different research projects. To view markups for a different project, make that project your current project.
This feature allows you to save a link to the publication you are reading or view all the publications you have put on your bookshelf.
This feature allows you to save a link to the page you are reading, which you can later return to from Projects.
This feature allows you to highlight words or phrases on the publication page you are reading.
This feature allows you to save a note you write on the publication page you are reading.
This feature allows you to create a citation to the page you are reading that you can paste into your paper. Highlight a passage to include that passage as a quotation.
This feature allows you to save a reference to a publication you are reading for your bibliography or generate a bibliography you can paste into your paper.
This feature allows you to print the page you are reading, including your notes or highlights (IE users must have "print background colors and image" setting selected.)
This feature allows you to look up words in encyclopedia.
  About Questia Tools
Close Window  
Questia's powerful research tools allow you to highlight, take notes, bookmark and even create instant citations and bibliographies. To use these features and save hours of work, you must create a Questia account.
Need a Questia account?
Sign up for a FREE trial now. Save time, stress and hassle, and get better grades with trusted, online research.

» Click here for our free trial

Already have a Questia account? Login now!
Error
Working...
Printing Preferences
Format for black and white printer: On Off
Print highlights: On Off
Print notes: On Off
Choose one of the options for printing:
Print this page (No Charge)
Print pages to