Social behavior is ordinarily treated as being under conscious (if not always thoughtful)
control. However, considerable evidence now supports the view that social behavior often …

This chapter reviews empirical and theoretical developments in research on social influence
and message-based persuasion. The review emphasizes research published during the …

Designed for advanced MBA and doctoral courses in Consumer Behavior and Customer
Satisfaction, this is the definitive text on the meaning, causes, and consequences of …

Comprehensive reference on the nature of motivation and emotion, thoroughly updated with
the latest research and findings in the field Understanding Motivation and Emotion seeks to …

One common obstacle to the audience's embracing the persuader's advocated action or
viewpoint is the audience's current attitudes, that is, the audience's general evaluations (of …

Although replication is a central tenet of science, direct replications are rare in psychology.
This research tested variation in the replicability of 13 classic and contemporary effects …

Over the past decade, materialism has emerged as an important research topic. Materialism
is generally viewed as the value placed on the acquisition of material objects. Previous …

Most empirical research investigating the motivational properties of cognitive dissonance
has focused on the arousal component of dissonance rather than on the psychological …

Notable advances resulting from new research findings, measurement approaches,
widespread uses of the Internet, and increasingly sophisticated approaches to sampling and …

Definitional inconsistency has been epidemic in values theory and research. An abbreviated
review of values-related theory and research is provided, and 5 aspects of the values …