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.
About the author
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.