Persuasive Communication
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Lýsing:
Providing an accessible integration of theory and research methods, this text prepares students to critically analyze persuasive appeals and to design effective messages and campaigns. The book draws on key ideas from both communication and social psychology to explore the mutual influence of cognitive and affective processes and the characteristics and production of messages. It gives the reader a solid grasp of foundational issues in persuasion research, the core components of persuasive transactions, and major theoretical models.
Instructive concrete examples illustrate applications of the concepts in such settings as health promotion, political campaigns, the courtroom, and advertising. New to This Edition *Engaging topic boxes on college drinking, attitudes about same-sex marriage, the "birther" movement, and other timely issues. *New or expanded discussions of the integrative model of behavioral prediction, the use of guilt appeals, social media, individualized tailoring of political messages, and numerous other topics.
Annað
- Höfundar: James B. Stiff, Paul A. Mongeau
- Útgáfa:3
- Útgáfudagur: 2016-07-08
- Hægt að prenta út 30 bls.
- Hægt að afrita 2 bls.
- Format:Page Fidelity
- ISBN 13: 9781462526857
- Print ISBN: 9781462526840
- ISBN 10: 1462526853
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
- 1. Concepts, Definitions, and Basic Distinctions
- 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
- 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
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- Gerð : 208
- Höfundur : 16872
- Útgáfuár : 2016
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