Persuasive Communication

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Guilford Press, Oct 18, 2002 - Language Arts & Disciplines - 351 pages
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Now in a revised and expanded second edition, this popular text provides a comprehensive introduction to the study of persuasive messages and their effects. Concepts and methods from communication and social psychology are seamlessly integrated to give students a solid grasp of foundational issues in persuasion research, the core features of persuasive transactions, and major models of persuasive communication. Retaining the clear organization and wealth of concrete examples that distinguished the original text, the second edition has been updated throughout with new data and theoretical developments. Two entirely new chapters cover the role of emotional appeals in persuasive transactions and the nature of resistance to interpersonal influence, among other topics.

From inside the book

 

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Page viii
like to thank the graduate students in Communication 633 : Persuasion Theory and Research at Miami University during the fall semester of 2001 for their detailed comments on the first edition of this book .
Page ix
Instead of organizing the literature around classic theories , Jim initially preferred an organization that ... Thus , unlike many persuasion textbooks , there were ( and are ) no chapters in the book de- voted to the Theory of Reasoned ...
Page xiii
... Ajzen and Fishbein's Theory of Reasoned Action 60 Factors Moderating the Attitude - Behavior Relationship 68 Summary 75 Notes 76 4 The Effects of Behavior on Attitudes 78 The CAA Research Paradigm 79 A Theory of Cognitive Dissonance ...
Page xv
... Plans , and Action in Interpersonal Influence 260 Resisting Influence Attempts 272 Summary 280 Notes 281 13 Persuasive Communication Campaigns 282 Persuasive Communication Campaigns 282 Inoculation Theory 286 Social Cognitive Theory ...
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Contents

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Common terms and phrases

acceptance addition advocated argued arguments asked attempt attitude change attitudes and behaviors behavior beliefs campaigns Chapter characteristics cognitive colleagues communication compliance component conceptual concerns conclusion condition consider consistent created credibility decision definition described developed Dillard discrepancy discussion dissonance drug Eagly effects emotional evaluation evidence examined example experience experimental explanation factors favorable fear appeals findings function goals guilt important increase indicated individual influence initial inoculation interaction interest involvement issue less levels logical measure motivation negative norms observation occur offer participants particular perceived person persuasive messages Petty political position predicted presented prior procedures produce psychological receivers recent recipients reflect relationship reported represents request resistance response result sage scholars serve similar situations social specific strategies studies suggests theoretical Theory tion topic types validity values variables

References to this book

About the author (2002)

James B. Stiff, PhD, is President of Trial Analysts, Incorporated, a litigation consulting firm with offices in Dallas and College Station, Texas. He previously taught at Michigan State University, Arizona State University, and the University of Kansas.

Paul A. Mongeau, PhD, is a Professor at the Hugh Downs School of Human Communication at Arizona State University. He previously spent 15 years teaching at Miami University in Oxford, Ohio.

Bibliographic information

QR code for Persuasive Communication
TitlePersuasive Communication
AuthorsJames Brian Stiff, Paul A. Mongeau
PublisherGuilford Press, 2002
ISBN1572307021, 9781572307025
Length351 pages
Subjects ›  › 

Language Arts & Disciplines / Communication Studies
Language Arts & Disciplines / Linguistics / General
Psychology / Social Psychology
  
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