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Trenholm, Sarah, 1944-

Persuasion and social influence / Sarah Trenholm. - Englewood Cliffs, N.J. : Prentice Hall, c1989. - xiii, 354 p. : ill. ; 24 cm.

Includes bibliographical references (p. 333-343) and indexes.

Theoretical approaches --
Introduction to persuasion --
Providing incentives for action: learning theories --
Increasing knowledge: information processing --
Perceiving self and others: the attributional approach --
Creating contradiction: cognitive consistency --
Promising acceptance: group and social identity theories --
Eclectic models: combining theoretical approaches --
Strategic principles --
The persuasive environment --
Source characteristics --
The receiver --
The message --
Contexts --
Persuasion in the public/mass-communication context --
Persuasion in the group/organizational context --
Interpersonal influence.

ISBN: 0136611176

LCCN: 88029057 //r92

Subjects--Topical Terms:
Psychology of the Consciousness--Persuasion.
Svijest--Utjecaj--Psihološki aspekt.
Persuasion (Psychology)
Uvjeravanje (Psihologija)
Persuasive Communication.
Uvjeravanje--Komunikacija.
Social influence.
Društvo--Utjecaj.

LC Class. No.: BF637.P4 / T74 1989

Dewey Class. No.: 153.852