Efnisyfirlit

• Half Title Page
• Title Page
• Copyright
• Dedication
• Preface
• Acknowledgments
• Contents
• Part I. Fundamental Issues in Persuasion Research
  • 1. Concepts, Definitions, and Basic Distinctions
    • Defining Persuasive Communication
    • Box 1.1. The Rise and Fall of Herman Cain
    • Considering the Attitude Construct
    • Box 1.2. How Are Attitudes Measured?
    • The Role of Attitude in Persuasion Research
    • Summary
    • Notes
  • 2. Methods of Investigating Persuasive Communication
    • Commonsense versus Social Science Theories
    • Box 2.1. Conventional Wisdom on Trial
    • Scientific Methods of Persuasive Communication Inquiry
    • Box 2.2. Evaluating Experimental Treatments
    • Cumulating the Findings of Individual Investigations
    • Summary
    • Notes
  • 3. Examining the Attitude–Behavior Relationship
    • The LaPiere Study
    • Characteristics of Attitudes and Behaviors
    • Ajzen and Fishbein’s Reasoned Action Theories
    • Box 3.1. Behavioral Norms and College Drinking Behavior
    • Factors Moderating the Attitude–Behavior Relationship
    • Box 3.2. Vested Interest Motivates Behavior
    • Summary
    • Notes
  • 4. The Effects of Behavior on Attitudes
    • The CAA Research Paradigm
    • A Theory of Cognitive Dissonance
    • Box 4.1. Psychological Commitment in Relation to the Low-Ball Technique
    • Box 4.2. Self-Perception and Fish Camp
    • Self-Perception Theory
    • Arousal, CAA, and Attitude Change
    • Integrating Cognitive Dissonance and Self‑Perception Theories
    • Applications of Cognitive Dissonance Theory
    • Summary
    • Note
  • 5. Cognitive Response Models of Persuasion
    • The Persuasive Effects of “Mere Thought”
    • Box 5.1. Mere Thought and Performance Evaluations
    • The ELM
    • Box 5.2. Johnnie Cochran and the Peripheral Route to Persuasion
    • The HSM
    • Box 5.3. Assessing the Credibility of Witness Testimony
    • The Unimodel
    • Summary
    • Notes
• Part II. Components of Persuasive Transactions
  • 6. Source Characteristics in Persuasive Communication
    • Source Credibility
    • Box 6.1. Credibility (Like Stock Market Investments) Can Be Here Today and Gone Tomorrow
    • Source Credibility and Attitude Change
    • Attributions about Message Sources
    • Box 6.2. Expectancy Confirmation and Familiar Speakers
    • Persistence of Credibility Effects
    • Related Source Characteristics
    • Box 6.3. Guilt by Association
    • Summary
    • Notes
  • 7. Persuasive Message Characteristics: Rational Appeals
    • A Note about Rational and Emotional Appeals
    • Rational Persuasive Appeals
    • Persuasive Effects of Evidence
    • Box 7.1. Politicians’ Use of Statistical and Narrative Evidence
    • Box 7.2. “Birthers” Need No Evidence
    • Modeling the Effects of Rational Appeals
    • One- and Two-Sided Rational Appeals
    • Box 7.3. Contrast Advertisements in Political Campaigns
    • Filling in the Blanks
    • Summary
    • Notes
  • 8. Persuasive Message Characteristics: Emotional Appeals
    • Fear Appeals
    • Box 8.1. Fear Appeals in Driver Training Classes
    • Box 8.2. Response Efficacy, Self-Efficacy, and Lung Cancer
    • Guilt and Persuasion
    • Box 8.3. Has Cognitive Dissonance Morphed into Reactive Guilt?
    • The Choice between Rational and Emotional Appeals
    • Summary
    • Notes
  • 9. Receiver Characteristics
    • Sex/Gender Differences in Persuadability
    • Box 9.1. Knowledge and Persuadability in Juries
    • Message Discrepancy and Persuasion
    • Box 9.2. Source Derogation and Message Discrepancy
    • Receiver Involvement and Persuasion
    • Function Matching
    • Summary
    • Notes
  • 10. Characteristics of Persuasive Settings
    • Traditional Modality Research
    • Online Persuasion
    • Box 10.1. Social Media and the Arab Spring
    • Persuasive Effects of Distracting Stimuli
    • Persuasive Influences of Collectives
    • Polarization in Group Decisions
    • Box 10.2. Group Majorities in Jury Deliberations
    • Summary
• Part III. Persuasion Models
  • 11. Models of Interpersonal Compliance
    • Compliance-Gaining Message Selection
    • Sequential Request Strategies
    • Box 11.1. FITD and Political Campaign Contributions
    • Box 11.2. The Prius Lowball
    • Summary
    • Notes
  • 12. Producing and Resisting Influence Messages
    • Goals, Plans, and Action in Interpersonal Influence
    • Box 12.1. Plan Complexity and Witness Testimony
    • Message Design Logics and Message Production
    • Resisting Influence Attempts
    • Summary
    • Notes
  • 13. Persuasive Communication Campaigns
    • Persuasive Communication Campaigns
    • Box 13.1. Microtargeting in Political Campaigns
    • Social Cognitive Theory
    • Inoculation Theory
    • Box 13.2. Refutational Arguments in the Courtroom
    • Box 13.3. Preemptive Refutation in Political Campaigns
    • Summary
    • Notes
• Epilogue
• References
• Index
• About the Authors

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