Persuasive Communication, Third Edition

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Persuasive Communication, Third Edition

Rafræn bók. Uppl. sendar á netfangið þitt eftir kaup
Rafbók til eignar. Rafbók til eignar þarf að hlaða niður á þau tæki sem þú vilt nota innan eins árs frá því bókin er keypt. Útgáfa: 3

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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