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 vii
Kathy offered valuable feedback about conceptual issues and sug- gestions about how to convey them in a coherent manner . Jim would also like to thank Kalena Miller for her love and irreverence . Paul would like to thank the graduate ...
Page ix
Instead of organizing the literature around classic theories , Jim initially preferred an organization that emphasized important issues . Thus , unlike many persuasion textbooks , there were ( and are ) no chapters in the book de- voted ...
Page x
Instead , we review enough research to clearly explain the issues under consideration , but not so much that the ideas under discussion become lost in a surfeit of studies . For most topics , we describe a typical study in the research ...
Page xi
We hope that you enjoy reading the book and find that our review of persuasion research is relevant , clear , and thorough . Contents Part I. Fundamental Issues in Persuasion Research 1 Concepts Preface xi.
Page xiii
Contents Part I. Fundamental Issues in Persuasion Research 1 Concepts , Definitions , and Basic Distinctions Defining Persuasion 4 Defining the Attitude Construct 11 The Role of Attitude in Persuasion Research 19 Summary 26 Notes 26 ...

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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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