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

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Overview

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 students with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives. Contributing authors include: Richard Petty, John Cacioppo, James Dillard, Daniel O'Keefe, Michael Cody, Robert Cialdini, Michael Burgoon, Linda Carli, David Buller, Judee Burgoon, and others.

Features:

  • Students gain insights directly from those who produced the theories and research, as these top-notch scholars reflect on the development of the theory or research, where it is going, and where it has been.
  • The contributors come from multiple disciplines, including communication, psychology, and business, offering students multiple perspectives on the content.
  • Introductions to each section provide students with the rationale for student, an appreciation of ethics, an orientation to each chapter, and an understanding of each chapter's contribution to the field.
  • Early chapters on conceptualizations of persuasion, the history of the field, and theoretical developments give students the background necessary for understanding what persuasion is and how it functions
  • Chapters on both theories of persuasion and the practice of persuasion in multiple contexts help students see the connection between theory and practice.
  • Concrete examples of theories and concepts bring the text to life and help students more easily understand the material.
  • Chapter on deception enables students to see how one of the most recently researched areas fits into the field of persuasion.
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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
  • Sales rank: 854,208
  • Product dimensions: 7.00 (w) x 8.90 (h) x 1.00 (d)

Table of Contents

Preface.

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

I. PRELIMINARIES: DEFINITIONS, TRENDS, AND THEORETICAL UNDERPINNINGS IN THE FIELD OF PERSUASION, SOCIAL INFLUENCE AND COMPLIANCE GAINING.

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.

II. PERSUASION VARIABLES: PERSPECTIVES ON SOURCES, RECEIVERS, CHANNELS, AND MESSAGES.

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.

III. SEEKING AND RESISTING COMPLIANCE: STRATEGIES AND TACTICS.

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.

IV. CONTEXTS FOR PERSUASION.

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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