Think Again

the quality of reasons matters
: Richard E. Petty and Duane T. Wegener, “The Elaboration
Likelihood Model: Current Status and Controversies,” in Dual-Process Theories in Social
Psychology, ed. Shelly Chaiken and Yaacov Trope (New York: Guilford, 1999).

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piling on justifications
: John Biondo and A. P. MacDonald Jr., “Internal-External Locus of Control
and Response to Influence Attempts,” Journal of Personality 39 (1971): 407–19.
convince thousands of resistant alumni
: Daniel C. Feiler, Leigh P. Tost, and Adam M. Grant,
“Mixed Reasons, Missed Givings: The Costs of Blending Egoistic and Altruistic Reasons in
Donation Requests,” Journal of Experimental Social Psychology 48 (2012): 1322–28.
are you planning to attend?
: Rachel (Penny) Breuhaus, “Get in the Game: Comparing the Effects
of Self-Persuasion and Direct Influence in Motivating Attendance at UNC Men’s Basketball
Games” (honors thesis, University of North Carolina at Chapel Hill, 2009).
the person most likely to persuade you
: Elliot Aronson, “The Power of Self-Persuasion,” American
Psychologist 54 (1999): 875–84.
paying them more
: David G. Allen, Phillip C. Bryant, and James M. Vardaman, “Retaining Talent:
Replacing Misconceptions with Evidence-Based Strategies,” Academy of Management
Perspectives 24 (2017): 48–64.
hierarchy of disagreement
: Paul Graham, “How to Disagree,” PaulGraham.com, March 2008,
www.paulgraham.com/disagree.html
.
Beethoven and Mozart
: Aaron Kozbelt, “Longitudinal Hit Ratios of Classical Composers:
Reconciling ‘Darwinian’ and Expertise Acquisition Perspectives on Lifespan Creativity,”
Psychology of Aesthetics, Creativity, and the Arts 2 (2008): 221–35; Adam Grant, “The
Surprising Habits of Original Thinkers,” TED Talk, February 2016,
www.ted.com/talks/adam_grant_the_surprising_habits_of_original_thinkers
.