-- Chapter 8. Customer motivation -- Chapter 9. Customer attitudes -- Chapter 10. Personality and self

. Communicating credibility -- Shaping an image that shapes perception -- Getting to know your prospect : pre

The field of social psychology -- Social cognition -- Social perception -- Attitudes -- The self

perception and learning -- Customer motivation -- Customer attitudes -- Personality and self

: evaluating the social world -- The self: understanding "Who Am I? -- Prejudice: its causes, effects, and

interpersonal communication -- Perception in interpersonal communication -- Listening in interpersonal

, goals, and involvement -- Ch. 8. Perception : worlds of sensations -- Ch. 9. Experience, learning, and

rewards -- Performance appraisal -- Behavior modification and self-management -- Group and social

1. Intrapersonal communication -- Self drives -- Elements of the self -- Maintenance and evaluation

perception. Self-concept. Perception of others. 5. Language and Communication : Uses of language. Language