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Persuasion, Social Influence, and Compliance Gaining

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ISBN-10: 0205263526

ISBN-13: 9780205263523

Edition: 1999

Authors: Robert Gass, John S. Seiter

List price: $58.00
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Persuasion, Social Influence, and Compliance Gaining looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion as it is found in everyday life. This text examines persuasion in a variety of contexts and settings, including advertising, small groups, and face-to-face encounters. The text places special emphasis on newer avenues for studying persuasion, such as deception/deception detection and compliance gaining/compliance resisting. No other text provides this kind of breadth and depth of coverage. Linked to empirical research, Persuasion, Social Influence, and Compliance Gaining takes students from persuasion theory to qualified conclusions regarding…    
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Book details

List price: $58.00
Copyright year: 1999
Publisher: Allyn & Bacon, Incorporated
Publication date: 10/12/1998
Binding: Paperback
Pages: 354
Size: 7.00" wide x 9.25" long x 0.75" tall
Weight: 1.144
Language: English

Each chapter concludes with Summary
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
The Knowledge Function: Enquiring Minds Want to Know
The Defensive Function: Duck and Cover
The Debunking Function: Puh-Shaw
Two Criticisms of Persuasion
Ethical Concerns about 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 Isnt Persuasion? The Elaboration Likelihood Model of Persuasion
Attitudes and Attitude Measures
In Fifteen Words or less, What Is an Attitude?
So How Do You Measure the Durn Things?
The Persistence of Attitudes
Consistency and Commitment
Manufacturing Favorable Images and Associations: Jiggling the Web
Psychological Consistency
Cognitive Dissonance
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
The Sleeper Effect
Credibility and Image Management
Interpersonal Credibility, Impression Management, and Facework
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: Taking It to the Extreme
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
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 and Mere Exposure: 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
One-Sided versus Two-Sided Messages: Both Sides Now
Inoculation Theory: Of Needles and Arguments
Forewarning: You'd Better Watch Out
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
Sequential Persuasion