Die Psychologie des Einflusses: Theorie, Forschung und Praxis 1. Auflage von Michael

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The Psychology of Influence

by Michael Vliek, Joop Pligt

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.

FORMAT Paperback LANGUAGE English CONDITION Brand New

Publisher Description

Whether it's our choice of a new car or what we think about our neighbours, our opinions and attitudes are a way of negotiating the world around us. The Psychology of Influence explores how these preferences and behaviours are influenced and affected by the messages we receive in daily life. From consumer choices to political, lifestyle and financial decisions, the book examines how and why we may be influenced by a range of sources, from written text and television to social media and interpersonal communication.In a field that has fascinated scholars since Plato, the book addresses the key questions across cognitive, social and emotional domains:When do arguments become persuasive?What influence do role models have?What role do simple rules of thumb, social norms or emotions play? Which behaviours are difficult to influence, and why?Covering topics from attraction, prejudice and discrimination to reward, punishment and unconscious bias, The Psychology of Influence will be invaluable reading for students and researchers across a range of areas within applied and social psychology, as well as those in political science, communications, marketing and business and management.

Author 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.

Table 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

Details ISBN1138655392 Author Joop Pligt Publisher Taylor & Francis Ltd Year 2016 ISBN-10 1138655392 ISBN-13 9781138655393 Format Paperback Country of Publication United Kingdom DEWEY 155.9 Short Title PSYCHOLOGY OF INFLUENCE Language English Media Book Affiliation Uinversity of Amsterdam, the Netherlands Subtitle Theory, research and practice Publication Date 2016-10-21 Imprint Routledge Place of Publication London Pages 250 Textbook 1 Replaced by 9780367518950 UK Release Date 2016-10-21 AU Release Date 2016-10-21 NZ Release Date 2016-10-21 Edition 1st Alternative 9781138667433 Illustrations 3 Tables, black and white; 37 Line drawings, black and white; 11 Halftones, black and white Audience Tertiary & Higher Education

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  • Condition: Neu
  • Format: Paperback
  • Language: English
  • ISBN-13: 9781138655393
  • Author: Michael Vliek, Joop Pligt
  • Type: NA
  • Book Title: The Psychology of Influence
  • Publication Name: NA
  • ISBN: 9781138655393

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