Age of Propaganda: The Everyday Use and Abuse of Persuasion / Edition 1

Age of Propaganda: The Everyday Use and Abuse of Persuasion / Edition 1

by Anthony R. Pratkanis, Elliot Aronson
     
 

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ISBN-10: 0716722119

ISBN-13: 9780716722113

Pub. Date: 12/28/1991

Publisher: Freeman, W. H. & Company

We live in an age of propaganda. Americans consume 57% of the world's advertising while representing only 6% of the population, and half of our waking hours are spent with the mass media. Persuasion has always been integral to the democratic process - it's how we make decisions, elect governments, do business, and resolve disputes, but increasingly, thoughtful

Overview

We live in an age of propaganda. Americans consume 57% of the world's advertising while representing only 6% of the population, and half of our waking hours are spent with the mass media. Persuasion has always been integral to the democratic process - it's how we make decisions, elect governments, do business, and resolve disputes, but increasingly, thoughtful discussion is being replaced with simplistic sound bites, manipulative messages, and deceptive propaganda tactics.

An eye-opening analysis of the use and abuse of persuasion in daily life, Age of Propaganda reveals how persuasion influences our behavior, which propaganda strategies are most commonly used today, and why some techniques work better than others. Drawing on the history of propaganda and modern research in social psychology, the authors show how the tactics used by political campaigners, sales agents, advertisers, televangelists, demagogues, and others, often take advantage of our emotions by appealing to our deepest fears and most irrational hopes, creating a distorted vision of the world we live in.

Thoroughly revised and updated, this new edition of Age of Propaganda includes coverage of the Clinton/Lewinsky scandal, recent election campaigns, the rise of talk radio, teen suicide, U.F.O abductions, the Columbine shootings, and novel propaganda tactics based on hypocrisy and false allegations. Also included is a completely new chapter on how to protect yourself from unwanted propaganda.

An invaluable guide to today's message-laden world, Age of Propaganda provides us with the knowledge we need to understand how manipulative messages work, how to deal with them sensibly, and how to use persuasion wisely and effectively.

Product Details

ISBN-13:
9780716722113
Publisher:
Freeman, W. H. & Company
Publication date:
12/28/1991
Edition description:
Older Edition
Pages:
320
Product dimensions:
6.50(w) x 8.91(h) x 0.77(d)

Table of Contents

Why We Wrote This Book

1. Our Age of Propaganda

THE PSYCHOLOGY OF EVERYDAY PERSUASION

2. Mysterious Influence

3. Mindless Propaganda, Thoughtful Persuasion

4. The Rationalizing Animal

5. The Four Stratagems of Influence

PRE-PERSUASION: SETTING THE STAGE FOR EFFECTIVE INFLUENCE

6. Words of Influence

7. Pictures in Our Heads

8. Saddam Hussein: The Hitler of Baghdad?

9. A Questionable Persuasion

10. The Power of Decoys

11. The Psychology of Factoids

COMMUNICATOR CREDIBILITY: REAL AND MANUFACTURED

12. The Credible Communicator

13. Breakfast of Champions, Junk Food for the Self

14. How Do You Persuade If Everyone Knows You Are Untrustworthy, Unbelievable, and Disliked?

15. The Manufacture of Credibility

16. Prizefighter Slays 11 with One Look: The Influence of Mass Media Models

THE MESSAGE AND HOW IT IS DELIVERED

17. Packages

18. Self-Sell

19. Naked Attics and Neighborhood War Heroes: On Vividness in Communication

20. Why Do They Keep Repeating the Same Ads?

21. If You Have Nothing to Say — Distract Them

22. If You Want to Gain an Inch, Ask for a Mile — Sometimes!

23. Protagoras' Ideal: One-Sided Puffery versus Two-Sided Debate

EMOTIONAL APPEALS: TOUCH THE HEART, PERSUADE THE MIND

24. The Fear Appeal

25. The Granfalloon Technique

26. Guilt Sells

27. What Is the Influence of One Flower Given?

28. The Committed Heart

29. To Practice What You Preach

30. The Psychology of Scarcity and the Mystique of Phantoms

31. Education or Propaganda?

32. What Is News?

33.On the Ineffectiveness of Information Campaigns

34. Subliminal Sorcery: Who Is Seducing Whom?

35. Persuasion Direct

36. How to Become a Cult Leader

37. Propaganda in the Third Reich: A Case for Uncertainty

COUNTERACTING THE TACTICS OF PROPAGANDA

38. Is Forewarned Forearmed? Or How to Really Resist Propaganda

39. Things We Can Do To Stop Propaganda in Its Tracks

40. Peitho's Children

References

Index

About the Authors

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