Persuasion: Social Influence and Compliance Gaining / Edition 5

by Robert H Gass, John S Seiter

Overview

Persuasion: Social Influence and Compliance Gaining first helps students understand established theories and models of persuasion. It then encourages them to develop and apply general conclusions about persuasion in real-world'settings.

The 5th edition explores how social media continues to be a form of influence, but it also looks at grassroots movements, such as the Tea Party and Occupy Wall Street, and traditional forms of persuasion, such as advertising, marketing, and political campaigning.

Product Details

ISBN-13:	9780205912964
Publisher:	Taylor & Francis
Publication date:	02/22/2013
Edition description:	Older Edition
Pages:	400
Product dimensions:	7.30(w) x 9.00(h) x 0.70(d)

About the Author

Robert H. Gass, California State University, Fullerton
John S. Seiter, Utah State University

Table of Contents

Chapter 1: Why Study Persuasion?
Chapter 2: What Constitutes Persuasion?
Chapter 3: Attitudes and Consistency
Chapter 4: Credibility
Chapter 5: Communicator Characteristics and Persuadability
Chapter 6: Conformity and Influence in Groups
Chapter 7: Language and Persuasion
Chapter 8: Nonverbal Influence
Chapter 9: Structuring and Ordering Persuasive Messages
Chapter 10: Sequential Persuasion
Chapter 11: Compliance Gaining
Chapter 12: Deception
Chapter 13: Motivational Appeals
Chapter 14: Visual Persuasion
Chapter 15: Esoteric Forms of Persuasion
Chapter 16: The Ethics of Persuasion

Editorial Reviews

Emphasizes the divergence between the traditional and non-traditional spheres of the study of persuasion. The authors argue that both approaches are part of the same whole, and that whether one uses the term persuasion, social influence, or compliance gaining, all involve essentially the same human activity--trying to convince others to think, feel, or do what we want, or to resist others' influence attempts. They offer a number of examples and illustrations as to how strategies, principles, and processes can be observed in everyday contexts. Annotation c. by Book News, Inc., Portland, Or.

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