Persuasion and social influence / Sarah Trenholm.
Material type:
TextPublication details: Englewood Cliffs, N.J. : Prentice Hall, c1989.Description: xiii, 354 p. : ill. ; 24 cmISBN: - 0136611176
- 153.852
- BF637.P4 T74 1989
| Item type | Current library | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|
Books
|
Biblijski institut - Amruševa | 153.852TREpe (Browse shelf(Opens below)) | Available | 614666 |
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.
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