Persuasion in Society

ISBN-10: 0415965144

ISBN-13: 9780415965149

Edition: 2nd 2011 (Revised)

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Persuasion in Society provides a comprehensive guide to the understanding, practice and analysis of persuasion in society and its psychological dynamics.
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Book details

List price: $89.95
Edition: 2nd
Copyright year: 2011
Publisher: Routledge
Publication date: 3/14/2011
Binding: Paperback
Pages: 584
Size: 7.50" wide x 9.50" long x 1.25" tall
Weight: 2.486
Language: English

Understanding Persuasion
The Study of Persuasion
Why Study Persuasion?
Methods of Studying Persuasion
Toward a Definition of Persuasion
The Ethics of Persuasion
Summary
Questions and Projects for Further Study
The Psychology of Persuasion: Basic Concepts and Principles
Beliefs, Values, and Attitudes
A Preview of Theories
Persuasion by Degrees: Adapting to Different Audiences
BVA theory: Beliefs and Values as Building Blocks of Attitudes
From Attitudes to Actions and the Role of Subjective Norms:
The Theory of Reasoned Action
The Role of Emotion: Westen's Critique of Expectancy-Value Theories
Priming Effects
"Two Systems" Theories
Persuasion as a Learning Process
Persuasion as Psychological Unbalancing and Rebalancing
Summary
Questions and Projects for Further Study
Persuasion Broadly Considered
The Globalized Rhetorical Hypothesis
"Persuasion" Versus "Non-Persuasion"- God terms and Devil terms
Preview to the Globalized View of Persuasion: Five Key Communication Principles
Impression Management as Persuasion
Deception about Persuasive Intent
Persuasion in the Guise of Objectivity
How Multiple Messages Shape Ideologies
Persuasion and Ideology: McWorld
Summary
Questions and Projects for Further Study
The Coactive Approach
Coactive Persuasion
Using Receiver-Oriented Approaches
Being Situation Sensitive
Combining Similarity and Credibility
Building on Acceptable Premises
Appearing Reasonable and Providing Psychological Support
Using Communication Resources
Summary
Questions and Projects for Further Study
Resources of Communication
Resources of Language
Nonverbal Resources
Visual and Audiovisual Resources
Resources of the New Media
Summary
Questions and Projects for Further Study
Framing and Reframing: The Coactive Approach
What are Frames?
Metaphors as Frames
Frames as Metaphors
Cultural Frames and Verbal Repertoires
Research on Frames and Reframes
Metacommunicative Frames
Framing in the News Media
Reframing in Political Confrontations: "Going Meta"
Reframing in Psychotherapy
Summary
Questions and Projects for Further Study
Cognitive Shorthands
Cialdini's Seven Principles
The Highly Persuadable Persuadee
Case Study One: How Doctors Using Shortcuts Puts Your Health at Risk
Case Study Two: How Financial Advertisers Using Shortcuts Puts Your Money at Risk
Case Study Three: How Crooks Using Shortcuts Steal from People Both Gullible and Wise
Summary
Questions and Projects for Further Study
Reasoning and Evidence
Propositions of Policy, Fact, and Value
Changing, Repairing, or Retaining a Policy: The Stock Issues Revisited
Types of Evidence as Resources of Argumentation
Fallacies Reconsidered
The Case of Gulf War Syndrome
Summary
Questions and Projects for Further Study
Context for Persuasion
Going Public: Delivering a Presentation that Persuades
The Genuinely Committed Persuader
Strategic Planning: A Three-Step Process
Making Ideas Stick
Organizing Persuasive Presentations
Issues in Message Design
Adapting to Different or Multiple Audiences
Summary
Questions and Projects for Further Study
Persuasive Campaigns
Campaign Stages and Components
Types of Campaigns
Summary
Question and Projects for Further Study
Staging Political Campaigns
Persuasion in the Four Stages of Presidential Campaigning
Machiavellianism in Political Campaigns: A Guide to Getting Elected to High Office
Campaign Decisions That Matter: Five Case Studies
Summary
Questions and Projects for Further Study
Analyzing Product Advertising
Analyzing Product Advertising
What is Advertising?
The Changing Character of Advertising Campaigns
Today's Phase: Hypercommunication
Breaking With Tradition in the Phase of Hypercommunication: Anti-Ads
Misdirection in the Language of Advertising
Visual Misdirection in Product Advertising
Summary
Questions and Projects for Further Study
Talking Through Differences
Persuasion in Social Conflicts
What are Social Conflicts?
Cooperation and Competition in Mixed-Motive Conflicts
Symmetrical Versus Asymmetrical Conflicts
Destructive versus Productive Conflicts
Dealing with Conflicts Productively
Doc Reardon's Negotiating Strategies
The Persuasion Dialogue
Moving to Dialogue in Interpersonal Conflicts
A Taped Conversation about a Taped Conversation
A Structured Conversation about Abortion
Summary
Questions and Projects for Further Study
Leading Social Movements
What Are Social Movements?
Types of Social Movements
Tactics of Social Movements
Social Protests and Mass Media
Leading Social Movements: The Requirements-Problems-Strategies (RPS) Approach
Open- and Closed-Minded Movements
The Fate of Social Movements
Summary
Questions and Projects for Further Study
More About Ethics
The Ethics of Faculty Advocacy in the College Classroom
Ethically Problematic Forms and Genres of Persuasion
The Mindful Society
The Ethics of Being Ethically Sensitive
Communication Activism Revisited
Summary
Questions and Projects for Further Study
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