Persuasion by Communication


One of the major problems in the medical field is to find ways of persuading clients to follow instructions which will hopefully ameliorate or prevent deficiencies in health. Psychologists have conducted studies into persuasive communication and discern generally that the source, the message, the context, and the recipient are the major factors that influence the response to any communication. The interaction of all these variables is quite complex, yet an understanding of some of the basic relationships is vital in any health care programme. As Laswell (1948) succinctly argues, we need to know “who says what to whom and with what effect”.


Opinion Leader Personal Influence High Fear Persuasive Communication Fear Appeal 


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Further Reading

  1. Reich, B. and Adcock, C. (1976). Values, Attitudes and Behaviour Change (London: Methuen)Google Scholar
  2. Wheldall, K. (1975). Social Behaviour (London: Methuen)Google Scholar
  3. Hargie, O. (1986). A Handbook of Communication Skills (Beckenham: Croom Helm)Google Scholar
  4. Redman, B. (1988). The Process of Patient Education, 6th edn. (Washington DC: Mosby)Google Scholar
  5. Duck, S. (1982). Personal Relationships (London: Academic Press)Google Scholar
  6. Friedman, H. and DiMatteo, M. (1982). Interpersonal Issues in Health Care??Google Scholar
  7. Pendlebon, D. and Hasler, J. (1983). Doctor-Patient Communication (London: Academic Press)Google Scholar

Copyright information

© Kluwer Academic Publishers 1991

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