TY  - BOOK
AU  - Pligt,J.van der
AU  - Vliek,Michael
TI  - The psychology of influence: theory, research and practice 
SN  - 9781138667433 (hardback : alk. paper)
AV  - BF774 .P56 2017
PY  - 2017///
CY  - Oxon
PB  - Routedge
KW  - Influence (Psychology)
KW  - Emotions
KW  - Attitude (Psychology)
N1  - Includes bibliographical references; Preface -- Influence: definition, history and a model -- Introduction -- Pedagogic features: boxes, connections, and epilogues -- Attitudes and behaviour -- Persuasion through argumentation -- Cognitive heuristics -- Social heuristics -- Emotions and influence -- Punishment and reward -- Automatic influences on attitudes and behaviour -- Social norms and social comparison -- Modification of complex behaviour: from intentions to action -- Back to the future
ER  -