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 WE DEDICATE THIS BOOK TO OUR MENTORS AND THEIR MENTORS,
in appreciation of the teaching of psychology through these relationships.

Roy F. BaumeisteR (1953– ) Brad J. Bushman (1960– )

Ph.D. 1978, Princeton University Ph.D. 1989, University of Missouri

edward e. Jones (1926–1993) Russell G. Geen (1932– )

Ph.D. 1953, Harvard University Ph.D. 1967, University of Wisconsin

Jerome s. BRuneR (1915– ) Leonard BeRkowitz (1926– )

Ph.D. 1941, Harvard University Ph.D. 1951, University of Michigan

Gordon aLLpoRt (1897–1967) Daniel katz (1903–1998)

Ph.D. 1922, Harvard University Ph.D. 1928, Syracuse University

herbert s. LanGFeLD (1879–1958) Floyd h. aLLpoRt (1879–1958)

Ph.D. 1909, University of Berlin Ph.D. 1919, Harvard University

Carl stumpF (1848–1936) hugo münsteRBeRG (1863–1916)

edwin B. hoLt (1873–1946)
Ph.D. 1868, University of Leipzig Ph.D. 1885, Leipzig University
Ph.D. 1901, Harvard University
M.D. 1887, Heidelberg University

Rudolf h. Lotze (1817–1881) wilhelm wunDt (1832–1920) william James (1840–1910)

M.D. 1838, University of Leipzig M.D. 1856, Harvard University M.D. 1869, Harvard University

Level One Head | v

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Copyright 2017 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 about the authors

ROY F. BAUMEISTER holds the Eppes Eminent Professorship in Psychology at Florida State
University, where he is the head of the social psychology graduate program and teaches social
psychology to students at all levels. He has taught introductory social psychology to thousands
of undergraduate students. He received his Ph.D. from Princeton in 1978, and his teaching and
research activities have included appointments at the University of California at Berkeley, Case
Western Reserve University, the University of Texas at Austin, the University of Virginia, the Max
Planck Institute in Munich (Germany), the VU University Amsterdam (the Netherlands), King
Abdulaziz University (Saudi Arabia), and the Center for Advanced Study in the Behavioral
Sciences at Stanford. Baumeister is an active researcher whose work has been funded by the
National Institutes of Health and by the Templeton Foundation. He has done research on the
self (including self-esteem and self-control), the need to belong, sexuality, aggression, and how
people find meaning in life. In 2005, the Institute for Scientific Information concluded from a sur-
vey of published bibliographies that he was among the most influential psychologists in the world
(the top 1%), and that status has been confirmed several times since then. According to Google
Scholar, his works have been cited more than 90,000 times in the scientific literature. In his (very
rare) spare time, he likes to ski and play jazz. In 2013 he received the William James Award, the
highest honor bestowed by the Association for Psychological Science in all of psychology, as rec-
ognition of his lifetime achievements and contributions to basic scientific research in psychology.

BRAD J. BUSHMAN is a professor of communication and psychology at The Ohio State

University, where he holds the Rinehart Chair of Mass Communication. He is also a profes-
sor of communication science at the VU University Amsterdam, the Netherlands, in the
summer. For more than 25 years he has conducted research on the causes, consequences,
and solutions to the problem of human aggression and violence. He co-chaired the National
Science Foundation youth violence advisory committee that was formed in the wake of the
shooting in Newtown, Connecticut. He also is a member of President Obama’s committee
on gun violence. He is ranked number 2 in citations among communication scholars. In 2014
he received the Distinguished Lifetime Contribution to Media Psychology and Technology,
American Psychological Association. His research has challenged several myths (e.g., violent
media have a trivial effect on aggression, venting anger reduces aggression, violent people
suffer from low self-esteem, violence and sex on TV sell products, warning labels reduce
audience size). One colleague calls him the “myth buster.” His research has been published
in the top scientific journals (e.g., Science, Nature, PNAS) and has been featured extensively in
the mass media (e.g., BBC, New York Times, NPR). He lives in Columbus, Ohio, with his wife,
Tam Stafford, and their youngest son, Branden. Their two oldest children, Becca and Nathan,
are students at The Ohio State University. In his spare time, he likes to ride his bicycle
(especially in Amsterdam), train in Tang Soo Do at J. Kim martial arts (where he currently
is Dan 2), and listen to progressive rock (e.g., Patrick Moraz, Steve Hackett, Yes, Genesis,
Pink Floyd) and jazz (e.g., Michiel Borstlap, Miles Davis, John Coltrane, Sonny Rollins).
vii

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Copyright 2017 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Brief contents
Preface xix

c haP t e rS
1 The Mission & the Method 1
2 Culture and Nature 33
3 The Self 67
4 Choices and Actions: The Self in Control 113
5 Social Cognition 147
6 Emotion and Affect 185
7 Attitudes, Beliefs, and Consistency 229
8 Social Influence and Persuasion 257
9 Prosocial Behavior: Doing What’s Best for Others 291
10 Aggression and Antisocial Behavior 331
11 Interpersonal Attraction and Rejection 371
12 Close Relationships: Passion, Intimacy, and Sexuality 403
13 Prejudice and Intergroup Relations 447
14 Groups 491
glossary G1
endnotes e1
references R1
name index n1
Subject index s1

ix

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Copyright 2017 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 contents
Food For thought 15
the mission
1
Does Chicken Soup Reduce Cold
Symptoms?

& the method 1 tradeoFFS

Research Ethics
18

a Brief history of Social Psychology 3 Experimental Philosophy 11 how much of Social Psychology
Making the World Better 11
What do Social Psychologists do? 6 is true? 26
Social Psychology Is Fun! 12
Self-Correcting Nature of Science 26
Social Psychology’s Place in the World 7 how do Social Psychologists answer Reliance on Student Samples 26
Social Psychology’s Place in the Social
their own Questions? 13 Cultural Relativity 27
Sciences 8
Accumulated Common Wisdom 13 chaPter Summary 28
Social Psychology’s Place Within
Psychology 8 Overview of the Scientific Method 14
Scientific Theories 15
Why People Study Social Psychology 10 Research Design 17
Curiosity About People 10

money matterS 43

2
Nature, Culture, and Money

culture and nature 33 Food For thought

Virtuous Vegetarians
44

the Social Side oF Sex 46

Sex and Culture
nature and Social Behavior
35 Are People the Same Everywhere? 48
Explaining the Psyche 35 important Features of human tradeoFFS 60
Nature Defined 36 Political Tradeoffs
Evolution, and Doing What’s
Social life 50
Natural 36
The Duplex Mind 50 What makeS uS human? 63
The Long Road to Social Putting the Cultural Animal in
Social Animals 38
Acceptance 54 Perspective
The Social Brain 39
Built to Relate 55
culture and human Social life 40 Nature Says Go, Culture Says Stop 56
Putting People First 61
Social Animal or Cultural Animal? 40 Selfish Impulse Versus Social
Culture Defined 41 Conscience 57 chaPter Summary 64
Nature and Culture Interacting 44 Tradeoffs: When You Can’t Have It
All 58
What Makes Cultural Animals? 47

xi

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Food For thought 77

3
Eating Binges and Escaping the

the Self 67 Self

money matterS 82
Doing It for Money, Not Love

tradeoFFS 86
What is the Self? 69 Self and information Processing 88 Self-Handicapping
The Self’s Main Jobs 69 Anything That Touches the Self... 88
Who Makes the Self: The Individual or Can the Self-Concept Change? 89
the Social Side oF Sex 97
Society? 70 Self-Esteem and Saying No to Sex
Self-Awareness 73 Self-esteem, Self-deception, and Positive
Why Do We Have Self-Awareness? 76 illusions 92 What makeS uS human? 108
Self-Esteem 92 Putting the Cultural Animal in
Where Self-knowledge comes From 78 Reality and Illusion 94
Perspective
Looking Outside: The Looking-Glass How People Fool Themselves 95
Self 78 Making an Impression 104
Benefits of Self-Esteem 96
Looking Inside: Introspection 79 Self-Presentation and Risky
Why Do We Care? 98
Looking at Others: Social Behavior 106
Comparison 80
Is High Self-Esteem Always Good? 99
Self-Perception 81
Pursuing Self-Esteem 100 chaPter Summary 109
The Fluctuating Image(s) of Self 82 Self-Presentation 101
Why People Seek Self-Knowledge 84 Who’s Looking? 102

money matterS 117

4
How Money Can Trick You Into

choices and actions 113 Making Bad Decisions

the Social Side oF Sex 119

Gender, Sex, and Decisions

Food For thought 135

What you do, and What it means 115 Self-regulation and habits
131 Dieting as Self-Regulation
Making Choices 116 Control and Willpower 131
Why People Don’t Choose 119 Standards: Ideas That Guide Self-
tradeoFFS 140
Regulation 132 Now versus Tomorrow: Delay of
Freedom to Change 121
Gratification
Monitoring: Watching What You’re
Freedom of action 122 Doing 133 What makeS uS human? 143
More or Less Free 123 Willpower for Change 134
Putting the Cultural Animal in
Free Action Comes from Inside 123 Willpower and Decision Fatigue 136 Perspective
Having an Out Versus No Escape 124 Habits 137

goals, Plans, intentions 125 irrationality and Self-destruction 138

Setting and Pursuing Goals 125 Self-Defeating Acts: Being Your Own
Hierarchy of Goals 127 Worst Enemy 138
Multiple Goals and Goal Suicide 141
Shielding 128
chaPter Summary 144
Reaching Goals: What’s the Plan? 129
Common Mistakes in Planning 130

xii | Contents

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 money matterS 156

5
Does Money Make a Difference?

Social cognition 147 tradeoFFS 158

Conscious and Unconscious
Thought

Food For thought 159

What is Social cognition? 149 heuristics: mental Shortcuts 164 It’s the Thought That Counts (or
Thinking About People: A Special Case? 149 Representativeness Heuristic 164 Doesn’t Count!) the Calories
Why People Think, and Why They Don’t 150 Availability Heuristic 165 the Social Side oF Sex 170
Automatic and Deliberate Thinking 151 Simulation Heuristic 166
Counting Sex Partners
Thought Suppression and Ironic Anchoring and Adjustment Heuristic 166
Processes 157
Flawed or clever thinking? 168 What makeS uS human? 179
attributions and explanations: Why did that Putting the Cultural Animal in
happen? 159 (So-called) errors and Biases 169 Perspective
Confirmation Bias 171
It’s Not My Fault: Explaining Success and
Failure 160 Illusory Correlations 171 Illusion of Control 175
You Know I’m Right: The Actor/Observer Base Rate Fallacy 172 Counterfactual Thinking 176
Bias 161 Gambler’s Fallacy and the Hot Hand 173
False Consensus Effect 174
are most People really Just kind
Challenging Attribution Theory 163
Explaining Actions: A Different False Uniqueness Effect 174 of Stupid? 178
Approach 163 Perseverance of Theories 174 Reducing Cognitive Errors 178
Statistical Regression 175 chaPter Summary 180

the Social Side oF Sex 191

6
Can People be Wrong about

emotion and affect 185 Whether They Are Sexually

Aroused?

tradeoFFS 199
Affect Intensity: Emotional Roller
Coaster or Even Keel?
What is emotion? 187 Emotions Cause Behavior—Sort Of 208
Conscious Emotion versus Automatic Emotions Guide Thinking and Food For thought 209
Affect 187 Learning 210 Mood and Food
(Anticipated) Emotion Guides Decisions and
emotional arousal 188 Choices 211 money matterS 213
James–Lange Theory of Emotion 188 Emotions Help and Hurt Decision Emotions and Prices
Schachter–Singer Theory of Emotion 190 Making 212
Misattribution of Arousal 190 Positive Emotions Counteract Negative
What makeS uS human? 223
Emotions 214 Putting the Cultural Animal in
Some important emotions 193 Other Benefits of Positive Emotions 214 Perspective
Happiness 194
Anger 199 group differences in emotion 215 affect regulation
220
Guilt and Shame 202 Are Emotions Different Across How to Cheer Up 220
Cultures? 215
Disgust 204 Affect Regulation Goals 221
Are Women More Emotional Than
Gender Differences in Emotion Control
Why do We have emotions? 207 Men? 215
Strategies 222
Emotions Promote Belongingness 207
arousal, attention, and Performance 217 Is Affect Regulation Safe? 222
Emotions Communicate Social
Information 208 emotional intelligence (ei or eQ) 218 chaPter Summary 224

Contents | xiii
Copyright 2017 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 tradeoFFS 233
attitudes, Beliefs, and
7
What Is the Real Attitude?

money matterS 240

consistency 229 Would You Sell Your Soul for $1?

Food For thought 242

Would You Eat a Bug or a Worm?
What are attitudes and Why do People have Is the Drive for Consistency Rooted in

them? 232
Nature or Nurture? 243 the Social Side oF Sex 245
do attitudes really Predict A–B Inconsistency and Erotic
Attitudes versus Beliefs 232
Plasticity
Dual Attitudes 232 Behaviors? 244
Why People Have Attitudes 232 Attacking Attitudes 245 What makeS uS human? 253
Defending Attitudes 246 Putting the Cultural Animal in
how attitudes are Formed234
Perspective
Formation of Attitudes 234 Beliefs and Believing 247
Polarization 237 Believing versus Doubting 247
Belief Perseverance 248
consistency 239
Belief and Coping 249
Cognitive Dissonance and Attitude
Change 239 Religious Belief 251
Justifying Effort 239 Irrational Belief 252
Justifying Choices 241 chaPter Summary 254
Advances in Dissonance Theory 243

money matterS 265

Social influence and
8
Even a Penny Will Help

Food For thought 272

Persuasion 257 Convert Communicators and Health
Messages

tradeoFFS 274
two types of Social influence 260 Persuasion 270 Should Speakers Talk Fast or Slow?
Being Liked and Accepted: Normative Who: The Source 271
Influence 260 Says What: The Message 275
the Social Side oF Sex 276
Being Correct: Informational Scared into Safe Sex?
To Whom: The Audience 278
Influence 261 Two Routes to Persuasion 280 What makeS uS human? 286
techniques of Social influence 263 resisting Social influence Putting the Cultural Animal in
Techniques Based on Commitment and Perspective
Consistency 263
techniques 282
Attitude Inoculation 283
Techniques Based on
Reciprocation 266 Forewarned Is Forearmed 284
Techniques Based on Scarcity 268 Stockpile Resources 284
Techniques Based on Capturing and chaPter Summary 287
Disrupting Attention 269

xiv | Contents

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 tradeoFFS 303

9
The Prisoner’s Dilemma

Prosocial Behavior 291 money matterS

Money, Prosocial Behavior, and
305
Self-Sufficiency

Food For thought 310

is helping contagious? 293 Evolutionary Benefits 311 Restaurants, Rules, and the Bad
Two Motives for Helping: Altruism and Taste of Nonconformity
What is Prosocial Behavior? 294 Egoism 313
Born to Reciprocate 295 Is Altruism Possible? 314 the Social Side oF Sex 317
Born to Be Fair 296 Helping, Sex, and Friends
Who helps Whom? 316
morality 298 Helpful Personality 316 What makeS uS human? 327
Similarity 316 Putting the Cultural Animal in
cooperation, Forgiveness, obedience, Gender 316 Perspective
conformity, and trust 301 Beautiful Victims 317
Cooperation 301
Belief in a Just World 318
Forgiveness 304 how can We increase helping? 324
Emotion and Mood 318
Obedience 306 Getting Help in a Public Setting 324
Conformity 309 Bystander helping in emergencies 319 Provide Helpful Models 325
Trust 309 Five Steps to Helping 320 Teach Moral Inclusion 325
Too Busy to Help? 323 chaPter Summary 328
Why do People help others? 311

the Social Side oF Sex 348

aggression & antisocial
10
Sexual Aggression

Food For thought 355

Behavior 331 Is There a Link Between Diet and
Violence?

tradeoFFS 362
defining aggression, Violence, and interpersonal causes of aggression 347 Creativity and Cheating
antisocial Behavior 334 Selfishness and Influence 347
money matterS 363
Is the World More or Less Violent Now Domestic Violence: Hurting Those We
Love 347 Money and Antisocial Behavior
Than in the Past? 335

is aggression innate or learned? 338 external causes of aggression 350 What makeS uS human? 366
Instinct Theories 338 Weapons Effect 350 Putting the Cultural Animal in
Mass Media 351 Perspective
Learning Theories 339
Nature and Nurture 340 Unpleasant Environments 352
Chemical Influences 353 other antisocial Behavior 360
inner causes of aggression 342
Lying 360
Frustration 342 Self and culture 356
Cheating 361
Being in a Bad Mood 342 Norms and Values 356
Stealing 363
Hostile Cognitive Biases 343 Self-Control 356
Littering 364
Age and Aggression 345 Wounded Pride 357
Gender Differences in Aggression and Culture of Honor 358 chaPter Summary 366
Violence 345

Contents | xv
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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 tradeoFFS 374
interpersonal attraction
11
Testosterone—A Blessing and a
Curse

and rejection 371 money matterS 384

Is Manhood Measured in Dollars or
Inches?

the need to Belong 373 You Again: Mere Exposure 382 the Social Side oF Sex 386
Belongingness as a Basic Need 373 Looking Good 383 What Is Beauty?
Attraction in the 21st Century: Online
Two Ingredients to
Belongingness 376 Dating 385 Food For thought 391
Social Rejection and the Jar of
Not Belonging Is Bad for You 377 rejection 388 Cookies
Best Friends, Lovers, and Groups 377 Effects of Rejection: Inner
attraction: Who likes Whom? 378
Reactions 390 What makeS uS human? 399
Behavioral Effects of Rejection 392 Putting the Cultural Animal in
Similarity, Complementarity,
Loneliness 394 Perspective
Oppositeness 378
Social Rewards: You Make Me Feel What Leads to Social Rejection? 395
Good 380 Romantic Rejection and Unrequited
Tit for Tat: Reciprocity and Love 397
Liking 380 chaPter Summary 399

tradeoFFS 409

12
Sex In and Out of Marriage

close relationships 403 Food For thought

Eating in Front of a Cute Guy
432

money matterS 439

Mating, Money, and Men
What is love? 405 Investing in Relationships That
Passionate and Companionate
Last 419 What makeS uS human? 443
Love 406 Thinking Styles of Couples 421 Putting the Cultural Animal in
Love and Culture 406 Being Yourself: Is Honesty the Best Perspective
Policy? 423
Love Across Time 407
Sternberg’s Triangle 408 Sexuality 425
Theories of Sexuality 426
different types of relationships
412
Sex and Gender 428
Exchange Versus Communal 412
Homosexuality 431
Attachment 413
Extradyadic Sex 433
Loving People Who Love
Themselves 416 Jealousy and Possessiveness 436
Culture, Female Sexuality, and the
maintaining relationships 417 Double Standard 440
I Love You More Each Day(?) 418
chaPter Summary 444

xvi | Contents

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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 money matterS 450
Prejudice and intergroup
13
Racial Discrimination in Sports:
Paying More to Win

relations 447 Food For thought

Prejudice Against the Obese
457

the Social Side oF Sex 460

aBcs of intergroup relationships: Prejudice and Self-Esteem 468 Roots of Anti-Gay Prejudice
Prejudice, discrimination, and content of Prejudice and tradeoFFS 465
Stereotypes 449 Stereotypes 470 Competition Versus Cooperation
Are Stereotypes Always Wrong, Mostly
common Prejudices and targets 453 Wrong, or Mostly Right? 470 What makeS uS human? 487
Muslims 454
Are Stereotypes Always Negative? 471 Putting the Cultural Animal in
Atheists 455 Perspective
People Who Are Overweight 456 inner Processes 472
Homosexuals 457
overcoming Stereotypes, reducing Stigma and Self-Protection 482
Why Prejudice exists 461 Prejudice 475 Stereotype Threat 484
Us Versus Them: Groups in Conscious Override 476 Are Social Psychologists Biased? 486
Competition 462 Contact 479 chaPter Summary 488
Ignorance? The Contact Superordinate Goals 480
Hypothesis 466
Rationalizations for Oppression 467 impact of Prejudice on targets 480
Stereotypes as Heuristics 467 Self-Fulfilling Prophecies 481

Social Side oF Sex 495

14
Is a Marriage a Group?

groups 491 tradeoFFS

Diversity in Groups
496

Food For thought 502

Is Binge Eating Socially
What groups are and do 494 Brainstorming, and the Wisdom of Contagious?
Groups 506
groups, roles, and Selves 497 Why Do People Love Teams? 508 money matterS 522
Transactive Memory: Here, You Money, Power, and Laughter
group action 499 Remember This 509
Social Facilitation 500
Groupthink 509 What makeS uS human? 523
Social Loafing 501 Putting the Cultural Animal in
Foolish Committees 510
Punishing Cheaters and Free Perspective
Group Polarization and the “Risky
Riders 503
Shift” 511
Deindividuation and Mob Preserving Power 521
Violence 504 Power and leadership 513
Effects of Power on Followers 521
Shared Resources and the Commons Leadership 513
Legitimate Leadership 522
Dilemma 504 Toxic Leaders 514
What Is Power? 517 chaPter Summary 524
how groups think 506
Effects of Power on Leaders 517

Contents | xvii
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Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
 Glossary G1
endnotes e1
References R1
name index n1
subject index s1

xviii | Contents

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