1st Edition
The Psychology of Influence Theory, research and practice
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
Biography
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.
"Excellent book! I am impressed by its breadth and carefulness. I know the literature very well and even I am coming across new and interesting things in this book. My compliments for this industrious work." Gerjo Kok, Professor of Applied Psychology, Maastricht University, Netherlands.
"There is much to like in this new book - it is comprehensive in its scope and engaging in its style. Students and scholars interested in social influence and communication will all benefit from this volume." Professor Geoff Haddock, author of The Psychology of Attitudes and Attitude Change
