Persuasion Social Influence and Compliance Gaining

ISBN-10: 0205462162
ISBN-13: 9780205462162
Edition: 3rd 2007 (Revised)
List price: $105.80
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Description: Persuasion, Social Influence, and Compliance Gaining, Third Edition, looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion found in everyday life. Linked to empirical research, this text takes students from  More...

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Book details

List price: $105.80
Edition: 3rd
Copyright year: 2007
Publisher: Allyn & Bacon, Incorporated
Publication date: 6/21/2006
Binding: Paperback
Pages: 400
Size: 7.00" wide x 9.25" long x 0.50" tall
Weight: 1.232

Persuasion, Social Influence, and Compliance Gaining, Third Edition, looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion found in everyday life. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in real-world settings and examines persuasion from a social science perspective. Written in a highly accessible style, this text involves students by providing information and real-life examples with which they can easily identify. New to This Edition bull; bull;New discussion of computer-mediated persuasion, including Internet deception and ldquo;phishingrdquo; scams bull;Current research on subliminal influence and how it can alter attitudes, moods, and even behavior bull;Updated discussion of nonverbal cues as they apply to deception detection, including the results of the latest meta-analysis bull;Expanded treatment of the ethics of using fear appeals to engage in fear mongering or promoting a ldquo;culture of fearrdquo; bull;New section on the importance of visual literacy as a means of evaluating visual persuasion Praise for Persuasion This text is very comprehensive when it comes to the social scientific perspective. The humor adds to the book without being distracting. The meta-analyses are thoughtful and aid in reconciling the seemingly contradictory research findings. And I find the box features to be interesting and frequently offer useful practical advice. Andrew T. Jacobs, SUNY Rockland Community College

Preface
Why Study Persuasion?
Aims and Goals
Persuasion Is Not a Dirty Word
Persuasion Is Our Friend
The Pervasiveness of Persuasion: You Can Run But You Can't Hide
Four Benefits of Studying Persuasion
Two Criticisms of Persuasion
Ethical Concerns Regarding the Use of Persuasion
What Constitutes Persuasion?
Pure Versus Borderline Cases of Persuasion
Limiting Criteria for Defining Persuasion
A Model of the Scope of Persuasion
The Context for Persuasion
A Working Definition of Persuasion
So What Isn't Persuasion? Dual Process Models of Persuasion
Attitudes and Consistency
What is an Attitude in 15 Words or Less?
So How Do You Measure the Durn' Things?
The Theory of Reasoned Action
The Persistence of Attitudes
Attitudes as Associative Networks: Your Mind is a Web
Manufacturing Favorable Images and Associations: Jiggling the Web
Psychological Consistency
Cognitive Dissonance
Credibility
Celebrity Selling Power: The Answer Is in the Stars What is Credibility?
The Factor Analytic Approach to Credibility
The Factor Analytic Approach and the Real World
Credibility as a Peripheral Cue
Its Whats Up Front That Counts The Sleeper Effect
Credibility and Image Management
Interpersonal Credibility: Impression Management, Facework, and Accounts
Strategies for Enhancing One's Credibility
Communicator Characteristics and Persuasibility
Demographic Variables and Persuasion
Psychological and Communication States and Traits
Analyzing and Adapting to Audiences
Conformity and Influence in Groups
Conformity as Persuasion: In With The Crowd
Deindividuation and Social Loafing: Getting Lost in the Crowd
How Groups Affect Decision Making: To Risk or Not to Risk
Language and Persuasion
Symbols, Meaning, and Persuasion: The Power of Babble
Language Intensity, Vividness, and Offensiveness
Powerless Language and Persuasion: Ums the Word
Nonverbal Influence
The Direct Effects Model of Immediacy
Types of Nonverbal Communication
Structuring and Ordering Persuasive Messages
Implicit and Explicit Conclusions: The Writing's on the Wall
Quantity Versus Quality of Arguments: The More the Merrier?
Repetition, Mere Exposure, and Social Influence: You Can Say That Again
Order Effects and Persuasion: First Things First
Primacy and Recency Effects: The First Shall Be Last and the Last Shall Be First
Inoculation, Message-Sidedness, and Forewarning: Preventing and Refuting the Persuasive Attempts of Others
Sequential Persuasion
Pregiving: The Old I'll Scratch Your Back If You'll Scratch Mine Approach
Foot In the Door: The Give Me an Inch and I'll Take a Mile Tactic
The Foot in the Mouth Effect: How Are You Today?
The Door in the Face Tactic: Ask For the Stars
The Thats-Not-All Tactic: Seeking Compliance by Sweetening the Deal The Lowball Tactic: Changing the Deal
The Bait and Switch Tactic: Sorry, We Dont Have Any More of Those in Your Size, But The Disrupt-Then-Reframe Technique: Im So Confused
Compliance-Gaining
Actions Speak the Loudest: A Definition of Compliance Gaining
In the Beginning: The Roots of Compliance Gaining Research
Situation: The It Depends of Compliance Gaining Behavior
Who Are You? Individual Characteristics and Compliance Gaining Behavior
Problems Facing Compliance Research: Trouble in Paradise
New Directions: The Study of Compliance Gaining Goals
Deception
What is Deception?
Lies and Damn L

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