Psychology of Influence - Theory, Research and Practice

List of contents

List of figures List of tables List of boxes Preface 1. Influence: definition, history and a model 2. Attitudes and behaviour 3. Persuasion through argumentation 4. Cognitive heuristics 5. Social heuristics 6. Emotions and influence 7. Punishment and reward 8. Automatic influences on attitudes and behaviour 9. Social norms and social comparison 10. Modification of complex behaviour: from intentions to action 11. Back to the future Glossary Index

About the author

Joop van der Pligt was a Professor in Social Psychology at the University of Amsterdam. His research interests pertained to attitudes, perceived risk and affect in relation to decision making. He died in 2015, when this book was almost complete.
Michael Vliek is Assistant Professor of Psychology at the University of Amsterdam. His current research interests lie on the intersection of group behaviour and emotions.

Summary

The Psychology of Influence provides an up-to-date student-oriented overview of how people are persuaded to change their attitudes, preferences or behavior. It uses international examples from contemporary written texts, TV commercials and social media, and provides an ideal core text for courses on consumer behavior and the psychology of attitudes and persuasion.

Product details

• Authors: Joop Pligt, Joop (University of Amsterdam Pligt, Joop Van Der Pligt, Joop Van Der (University of Amsterdam Pligt, Joop van der Pligt, Michael Vliek, Michael (Uinversity of Amsterdam Vliek, Michael Van Der Pligt Vliek, Vliek Michael
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 21.10.2016
• EAN: 9781138667433
• ISBN: 978-1-138-66743-3
• No. of pages: 250
• Subjects: Social sciences, law, business > Media, communication > Communication science; PSYCHOLOGY / Social Psychology, LANGUAGE ARTS & DISCIPLINES / Communication Studies, Social, group or collective psychology, Communication Studies