9780205335237

Perspectives on Persuasion, Social Influence, and Compliance Gaining

by ;
  • ISBN13:

    9780205335237

  • ISBN10:

    0205335233

  • Format: Paperback
  • Copyright: 2003-09-09
  • Publisher: PEARSON

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Supplemental Materials

What is included with this book?

Summary

This collection of chapters--written by some of the most important persuasion scholars of our time--represents the scope, depth, and richness of the field of persuasion. With contributions from authors in a wide variety of disciplines,Perspectives On Persuasion, Social Influence, and Compliance Gainingprovides readers with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives.

Table of Contents

Preface vi
1 A Rationale for Studying Persuasion 1(8)
John S. Seiter and Robert H. Gass
PART ONE Preliminaries: Definitions, Trends, and Theoretical Underpinnings in the Field of Persuasion 9(82)
2 Embracing Divergence: A Definitional Analysis of Pure and Borderline Cases of Persuasion
13(18)
Robert H. Gass and John S. Seiter
3 Trends and Prospects in Persuasion Theory and Research
31(14)
Daniel J. O'Keefe
4 Theorizing about Persuasion: Cornerstones of Persuasion Research
45(20)
Robert H. Gass and John S. Seiter
5 The Elaboration Likelihood Model of Persuasion
65(26)
Richard E. Petty, Derek D. Rucker, George Y. Bizer, and John T. Cacioppo
PART TWO Persuasion Variables: Perspectives on Sources, Receivers, Channels, and Messages 91(90)
6 Source Credibility and the Elaboration Likelihood Model
95(18)
William L. Benoit and Alan Strathman
7 Argumentativeness Verbal Aggressiveness, and Persuasion
113(20)
Andrew S. Raner
8 Gender Effects on Social Influence
133(16)
Linda L. Carli
9 Language Expectancy Theory: Insight to Application
149(16)
Michael Burgoon and Jason T. Siegel
10 Influential Actions: Nonverbal Communication and Persuasion
165(16)
Peter A. Andersen
PART THREE Seeking and Resisting Compliance: Strategies and Tactics 181(106)
11 The Goals-Plans-Action Model of Interpersonal Influence
185(22)
James Price Dillard
12 Sequential Request Compliance Tactics
207(16)
Robert B. Cialdini and Rosanna E. Guadagno
13 A Review of Fear-Appeal Effects
223(16)
Hyunyi Cho and Kim Witte
14 Interpersonal Deception Theory
239(26)
Judee K. Burgnon and David B. Buller
15 Inoculation and Resistance to Persuasion
265(22)
Michael Pfau and Erin Alison Szabo
PART FOUR Contexts for Persuasion 287(85)
16 Compliance Gaining in Medical Contexts
289(28)
Renee Storm Klingle
17 Social Influence in Close Relationships
317(20)
Leslie A. Baxter and Carma L. Bylund
18 Superior-Subordinate Influence in Organizations
337(16)
Randy Y. Hirokawa and Amy E. Wagner
19 Social Influence in Selling Contexts
353(19)
John S. Seiter and Michael J. Cody
Author Index 372(9)
Subject Index 381

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