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