How to Have a Good Day: Harness the Power of Behavioral Science to Transform Your Working Life pdfdrive com

CHAPTER 15: MAKING THINGS HAPPEN
1.
Langer, E.J., Blank, A., & Chanowitz, B. (1978). The mindlessness of ostensibly thoughtful action: The
role of “placebic” information in interpersonal interaction. 
Journal of Personality and Social Psychology,
36
(6), 635–642.
2.
Thaler, R.H., & Sunstein, C.R. (2009). 
Nudge: Improving Decisions About Health, Wealth, and
Happiness
, 2nd ed. New York: Penguin.
3.
Johnson, E.J., & Goldstein, D. (2003). Do defaults save lives? 
Science, 302
(5649), 1338–1339.
4.
Rozin, P., Scott, S., Dingley, M., Urbanek, J.K., Jiang, H., & Kaltenbach, M. (2011). Nudge to nobesity
I: Minor changes in accessibility decrease food intake. 
Judgment and Decision Making, 6
(4), 323–332.
5.
Strack, F., & Mussweiler, T. (1997). Explaining the enigmatic anchoring effect: Mechanisms of selective
accessibility. 
Journal of Personality and Social Psychology, 73
(3), 437–446.
6.
Ames, D.R., & Mason, M.F. (2015). Tandem anchoring: Informational and politeness effects of range
offers in social exchange. 
Journal of Personality and Social Psychology, 108
(2), 254–274.
7.
Your request needs to feel reasonable. When volunteers were asked to come up with twelve examples of
themselves being assertive, this left them rating themselves as 
less
assertive than people who’d been asked
to come up with only six examples, because it felt hard to come up with so many: Schwarz, N., Bless, H.,
Strack, F., Klumpp, G., Rittenauer-Schatka, H., & Simons, A. (1991). Ease of retrieval as information:
Another look at the availability heuristic. 
Journal of Personality and Social Psychology, 61
(2), 195–202.
8.
Platow, M.J., 
et al.
(2005). “It’s not funny if they’re laughing”: Self-categorization, social influence, and
responses to canned laughter. 
Journal of Experimental Social Psychology, 41
(5), 542–550.
9.
Kahan, D.M., Braman, D., Cohen, G.L., Gastil, J., & Slovic, P. (2010). Who fears the HPV vaccine, who
doesn’t, and why? An experimental study of the mechanisms of cultural cognition. 
Law and Human
Behavior, 34
(6), 501–516.
10.
Langer, E.J. (1975). The illusion of control. 
Journal of Personality and Social Psychology, 32
(2), 311–
328.
11.
Asking patients booking over the phone to repeat back their appointment details reduced no-shows by
another 3.5 percent. And when those measures were combined with some social proof—posters saying
things like “Last month, 99 percent of your fellow patients turned up for their appointments”—the number
of missed appointments fell by a third. Martin, S.J., Bassi, S., & Dunbar-Rees, R. (2012). Commitments,
norms and custard creams: A social influence approach to reducing did not attends (DNAs). 
Journal of the
Royal Society of Medicine, 105
(3), 101–104.
12.
Adam Grant cites research by Katie Liljenquist, suggesting that people can sense if the request for
advice is fake, in: Grant, A.M. (2013). 
Give and Take: Why Helping Others Drives Our Success
. New York:
Viking Penguin.

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