The psychology of influence : theory, research and practice
| Main Authors: | , |
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| Format: | Book |
| Language: | English |
| Published: |
New York :
Routledge, Taylor & Francis Group ,
c2017
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| Subjects: |
Table of Contents:
- 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.