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Most Underappreciated50 Prominent Social Psychologists Describe Their Most Unloved Work$
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Robert Arkin

Print publication date: 2011

Print ISBN-13: 9780199778188

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199778188.001.0001

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PRINTED FROM OXFORD SCHOLARSHIP ONLINE (oxford.universitypressscholarship.com). (c) Copyright Oxford University Press, 2021. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 11 May 2021

Unfinished Business

Unfinished Business

Activating Change

(p.272) Unfinished Business
Most Underappreciated

Jerald Jellison

Oxford University Press

Jerald Jellison discusses the emotional dynamics of behavior change. In particular, he explains the emotional roots of people's resistance to change and how fear of change can be overcome with a behavior-oriented influence strategy called activation. He compares activation with persuasive communications and the logic of persuasion as a practical approach to change, along with the applicability of activation in the business world. Jellison also considers the implications of activation for many theoretical topics in social psychology, including the link between attitudes and behavior and intrinsic motivation vs. extrinsic motivation.

Keywords:   Jerald Jellison, behavior change, influence, activation, persuasive communications, persuasion, business, social psychology, intrinsic motivation, extrinsic motivation

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