Persuasive Communication, Second Edition

ISBN-10: 1572307021

ISBN-13: 9781572307025

Edition: 2nd 2002

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Description: This edition provides a comprehensive introduction to the study of persuasive messages and their effects. Concepts and methods from communication and social psychology are seamlessly integrated to give students a solid grasp of the foundations of persuasive communication.

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Book details

List price: $53.00
Edition: 2nd
Copyright year: 2002
Publisher: Guilford Publications
Publication date: 10/18/2002
Binding: Paperback
Pages: 351
Size: 6.25" wide x 9.25" long x 1.00" tall
Weight: 1.364

Fundamental Issues in Persuasion Research
Concepts, Definitions, and Basic Distinctions
Defining Persuasion
Defining the Attitude Construct
The Role of Attitude in Persuasion Research
Summary
Notes
Investigating Persuasive Communication
Common Sense versus Social Science
Scientific Methods of Persuasive Communication Inquiry
Summary
Notes
Examining the Attitude-Behavior Relationship
The LaPiere Study
Characteristics of Attitudes and Behaviors
Ajzen and Fishbein's Theory of Reasoned Action
Factors Moderating the Attitude-Behavior Relationship
Summary
Notes
The Effects of Behavior on Attitudes
The CAA Research Paradigm
A Theory of Cognitive Dissonance
Alternative Theoretical Explanations
Arousal, CAA, and Attitude Change
Integration of Cognitive Dissonance and Self-Perception Theories
Summary
Notes
Components of Persuasive Transactions
Source Characteristics in Persuasive Communication
Source Credibility
Related Source Characteristics
Summary
Notes
Persuasive Message Characteristics: Rational Appeals
A Note about Rational and Emotional Appeals
Rational Persuasive Appeals
"Filling in the Blanks"
Summary
Notes
Persuasive Message Characteristics: Emotional Appeals
Fear Appeals
Guilt and Persuasion
The Choice between Rational and Emotional Appeals
Summary
Notes
Receiver Characteristics
Sex/Gender Differences in Persuasibility
Message Discrepancy and Persuasion
Receiver Involvement and Persuasion
Function Matching
Summary
Notes
Characteristics of Persuasive Settings
Mode of Message Presentation
Persuasive Effects of Distracting Stimuli
Persuasive Influences of Collectives
Summary
Persuasion Models
Cognitive Models of Persuasion
The Persuasive Effects of "Mere Thought"
The Elaboration Likelihood Model of Persuasion
The Heuristic Model of Persuasion
The Unimodel
Summary
Notes
Models of Interpersonal Compliance
Compliance-Gaining Message Selection
Sequential Request Strategies
Summary
Notes
Producing and Resisting Influence Messages
Goals, Plans, and Action in Interpersonal Influence
Resisting Influence Attempts
Summary
Notes
Persuasive Communication Campaigns
Persuasive Communication Campaigns
Inoculation Theory
Social Cognitive Theory
Reconsidering Health Promotion Campaigns
Summary
Notes
References
Index
About the Authors
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