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NOTES 117
3. This section is based on Grinols (2010a).
4. Grinols (2010b).
5. Hokunson III (2013).
6. Weir (2013).
Chapter 7
1. Norem (2001).
2. Duarte (2012).
3. Project V.O.I.C.E. (2013).
4. Elsbach (2003).
5. Hatfield, Cacioppo, and Rapson (1993).
6. Mayer, Fennell, Farmer, and Campbell (2004).
7. Reynolds (2012).
8. Williams (2004).
Chapter 8
1. Petty and Cacioppo (1986).
2. Hovland, Janis, and Kelly (1953).
3. Eagly and Chaiken (1993).
4. Hamilton and Mineo (1996); Petty and Cacioppo (1986).
5. Cuddy, Kohut, and Neffinger (2013).
6. Cuddy et al. (2013).
7. Mikes, Hall, and Millo (2013).
8. This section is based on Cialdini (2007).
9. Shermer (2012).
10. Cliffe (2013).
11. Snyder, Forbus, and Cistulli (2012).
