Attitude change: persuasion and social influence.

  title={Attitude change: persuasion and social influence.},
  author={Wendy Wood},
  journal={Annual review of psychology},
  • W. Wood
  • Published 2000
  • Psychology
  • Annual review of psychology
This chapter reviews empirical and theoretical developments in research on social influence and message-based persuasion. The review emphasizes research published during the period from 1996-1998. Across these literatures, three central motives have been identified that generate attitude change and resistance. These involve concerns with the self, with others and the rewards/punishments they can provide, and with a valid understanding of reality. The motives have implications for information… 

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