Perspectives on Persuasion, Social Influence and Compliance Gaining / Edition 1

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This collection of chapters--written by some of the most important persuasion scholars of our time--represents the scope, depth, and richness of the field of persuasion. With contributions from authors in a wide variety of disciplines, Perspectives On Persuasion, Social Influence, and Compliance Gaining provides readers with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives.

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Product Details

  • ISBN-13: 9780205335237
  • Publisher: Pearson
  • Publication date: 9/28/2003
  • Edition description: First Edition
  • Edition number: 1
  • Pages: 384
  • Product dimensions: 7.00 (w) x 8.90 (h) x 1.00 (d)

Table of Contents


1. A Rationale for Studying Persuasion. John S. Seiter & Robert H. Gass.


2. Embracing Divergence: A Definitional Analysis of Pure and Borderline Cases of Persuasion. Robert H. Gass & John S. Seiter.

3. Trends and Prospects in Persuasion Theory and Research. Daniel J. O'Keefe.

4. Theorizing About Persuasion: Cornerstones of Persuasion Research. Robert H. Gass & John S. Seiter.

5. The Elaboration Likelihood Model of Persuasion. Richard E. Petty, Derek Rucker, George Bizer, & John T. Cacioppo.


6. Source Credibility and the Elaboration Likelihood Model. William Benoit & Alan Strathman.

7. Argumentativeness, Verbal Aggressiveness and Persuasion. Andrew S. Rancer.

8. Gender Effects on Social Influence. Linda L. Carli.

9. Language Expectancy Theory: Insight to Application. Michael Burgoon & Jason T. Siegel.

10. Influential Actions: Nonverbal Communication and Persuasion. Peter A. Andersen.


11. The Goals-Plans-Action Model of Interpersonal Influence. James Price Dillard.

12. Sequential Request Compliance Tactics. Robert B. Cialdini & Rosanna E. Guadagno.

13. A Review of Fear Appeal Effects. Hyunyi Cho & Kim Witte.

14. Interpersonal Deception Theory. Judee Burgoon & David Buller.

15. Inoculation and Resistance to Persuasion. Michael Pfau & Erin Alison Szabo.


16. Compliance Gaining in Medical Contexts. Renee Storm Klingle.

17. Social Influence in Close Relationships. Leslie A. Baxter & Carma L. Bylund.

18. Superior-Subordinate Influence in Organizations. Randy Y. Hirokawa & Amy E. Wagner.

19. Social Influence in Selling Contexts. John S. Seiter & Michael J. Cody.

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