Persuasive communication
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| Hauptverfasser: | , |
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| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York ; London
The Guilford Press
[2016]
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| Ausgabe: | Third edition |
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| Online-Zugang: | Inhaltsverzeichnis |
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Datensatz im Suchindex
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| adam_text | Contents PART I. FUNDAMENTAL ISSUES IN PERSUASION RESEARCH chapter 1 i. Concepts, Definitions, and Basic Distinctions 3 Defining Persuasive Communication 4 BOX 1.1. The Rise and Fall of Herman Cain Considering the Attitude Construct 12 BOX 1.2. How Are Attitudes Measured? 15 6 The Role of Attitude in Persuasion Research 23 Summary 30 Notes 30 chapter 2. Methods of Investigating Persuasive Communication Commonsense versus Social Science Theories BOX 2.1. Conventional Wisdom on Trial 31 32 35 Scientific Methods of Persuasive Communication Inquiry 36 BOX 2.2. Evaluating Experimental Treatments 42 Cumulating the Findings of Individual Investigations 51 Summary 54 Notes 54 chapter 3. Examining the Attitude-Behavior Relationship 56 The LaPiere Study 57 Characteristics of Attitudes and Behaviors 59 Ajzen and Fishbein’s Reasoned Action Theories 61 BOX 3.1. Behavioral Norms and College Drinking Behavior 70 Factors Moderating the Attitude-Behavior Relationship 71 BOX 3.2. Vested Interest Motivates Behavior Summary 79 Notes 80 XIII 75
Contents XIV CHAPTER 4. The Effects of Behavior on Attitudes The CAA Research Paradigm 83 A Theory of Cognitive Dissonance N4 BOX 4.1. Psychological Commitment in Relation to the Low-Ball Technique 92 BOX 4.2. Self-Perception and Fish Camp 95 Self-Perception Theory 95 Arousal, СІЛА, and Attitude Change 97 Integrating Cognitive Dissonance and Self-Perception Theories 102 Applications of Cognitive Dissonance I heory Summary 107 Note 10Տ CHAPTER 5. 105 Cognitive Response Models of Persuasion T he BOX T he BOX Persuasive Effects of “Mere I bought” 111 5.1. Mere Thought and Performance Evaluations 113 El.M 115 5.2. Johnnie Cochran and the Peripheral Route to Persuasion 110 TheHSM 127 BOX 5.3. Assessing the Credibility of Witness Testimony 129 The Unimodel 131 Summary 132 Notes 133 PART li. CHAPTER 6. COMPONENTS OF PERSUASIVE TRANSACTIONS Source Characteristics in Persuasive Communication Source Credibility 138 BOX 6.1. Credibility (Like Stock Market Investments) Can Be Here Today and Gone Tomorrow 143 Source Credibility and Attitude Change 144 Attributions about Message Sources 147 BOX 6.2. Expectancy Confirmation and Familiar Speakers Persistence of Credibility Effects 152 Related Source Characteristics 155 BOX 6.3. Guilt by Association 157 Summary 162 Notes 163 chapter 7. Persuasive Message Characteristics: Rational Appeals A Note about Rational and Emotional Appeals Rational Persuasive Appeals 165 Persuasive Effects of Evidence 166 165 149
Contents XV BOX 7.1. Politicians’Use of Statistical and Narrative Evidence BOX 7.2. Birthers Need No Evidence 169 172 Modeling the Effects of Rational Appeals 173 One- and Two-Sided Rational Appeals 178 BOX 7.3. Contrast Advertisements in Political Campaigns Filling in the Blanks Summary 182 Notes 183 chapter 8. 179 181 Persuasive Message Characteristics: Emotional Appeals Fear Appeals 184 186 BOX 8.1. Fear Appeals in Driver Training Classes 187 BOX 8.2. Response Efficacy, Self-Efficacy, and Lung Cancer Guilt and Persuasion 195 198 BOX 8.3. Has Cognitive Dissonance Morphed into Reactive Guilt? 201 The Choice between Rational and Emotional Appeals 204 Summary 205 Notes 205 chapter 9. Receiver Characteristics 207 Sex/Gender Differences in Persuadability 208 BOX 9.1. Knowledge and Persuadability in Juries 210 Message Discrepancy and Persuasion 212 BOX 9.2. Source Derogation and Message Discrepancy 217 Receiver Involvement and Persuasion 223 Function Matching 227 Summary 228 Notes 228 chapter io. Characteristics of Persuasive Settings 230 Traditional Modality Research 231 Online Persuasion 234 BOX 10.1. Social Media and the Arab Spring 235 Persuasive Effects of Distracting Stimuli 237 Persuasive Influences of Collectives 243 Polarization in Group Decisions 247 BOX 10.2. Group Majorities in Jury Deliberations 254 Summary 254 PART III. PERSUASION MODELS chapter ii. Models of Interpersonal Compliance Compliance-Gaining Message Selection 260 Sequential Request Strategies 262 257 259
Contents BOX 11.1. FITD and Political Campaign Contributions BOX 11.2. The Prius Lowball 275 264 Summary 277 Notes 277 Producing and Resisting Influence Messages 279 Goals, Plans, and Action in Interpersonal Influence 280 BOX 12.1. Plan Complexity and Witness Testimony 286 Message Design Logics and Message Production 290 Resisting Influence Attempts 293 Summary 299 Notes 300 Persuasive Communication Campaigns 301 Persuasive Communication Campaigns 302 BOX 13.1. Microtargeting in Political Campaigns 310 Social Cognitive Theory 311 Inoculation Theory 318 BOX 13.2. Refutational Arguments in the Courtroom 320 BOX 13.3. Preemptive Refutation in Political Campaigns 323 Summary 327 Notes 327 Epilogue 329 References 331 Index 369 About the Authors 383
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| any_adam_object | 1 |
| author | Stiff, James Brian Mongeau, Paul A. |
| author_GND | (DE-588)131592645 (DE-588)135773768 |
| author_facet | Stiff, James Brian Mongeau, Paul A. |
| author_role | aut aut |
| author_sort | Stiff, James Brian |
| author_variant | j b s jb jbs p a m pa pam |
| building | Verbundindex |
| bvnumber | BV044628343 |
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| ctrlnum | (OCoLC)965616565 (DE-599)BVBBV044628343 |
| discipline | Sprachwissenschaft Psychologie Literaturwissenschaft |
| edition | Third edition |
| format | Book |
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| id | DE-604.BV044628343 |
| illustrated | Not Illustrated |
| indexdate | 2025-02-14T18:11:05Z |
| institution | BVB |
| isbn | 9781462526840 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-030026429 |
| oclc_num | 965616565 |
| open_access_boolean | |
| owner | DE-11 DE-706 DE-473 DE-BY-UBG |
| owner_facet | DE-11 DE-706 DE-473 DE-BY-UBG |
| physical | xvi, 383 Seiten Diagramme |
| publishDate | 2016 |
| publishDateSearch | 2016 |
| publishDateSort | 2016 |
| publisher | The Guilford Press |
| record_format | marc |
| spellingShingle | Stiff, James Brian Mongeau, Paul A. Persuasive communication Kommunikation (DE-588)4031883-7 gnd Beeinflussung (DE-588)4005203-5 gnd Kommunikationsmodell (DE-588)4140666-7 gnd Sozialpsychologie (DE-588)4055891-5 gnd Gesprächsführung (DE-588)4124995-1 gnd |
| subject_GND | (DE-588)4031883-7 (DE-588)4005203-5 (DE-588)4140666-7 (DE-588)4055891-5 (DE-588)4124995-1 |
| title | Persuasive communication |
| title_auth | Persuasive communication |
| title_exact_search | Persuasive communication |
| title_full | Persuasive communication James B. Stiff ; Paul A. Mongeau |
| title_fullStr | Persuasive communication James B. Stiff ; Paul A. Mongeau |
| title_full_unstemmed | Persuasive communication James B. Stiff ; Paul A. Mongeau |
| title_short | Persuasive communication |
| title_sort | persuasive communication |
| topic | Kommunikation (DE-588)4031883-7 gnd Beeinflussung (DE-588)4005203-5 gnd Kommunikationsmodell (DE-588)4140666-7 gnd Sozialpsychologie (DE-588)4055891-5 gnd Gesprächsführung (DE-588)4124995-1 gnd |
| topic_facet | Kommunikation Beeinflussung Kommunikationsmodell Sozialpsychologie Gesprächsführung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030026429&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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