Persuasion and Influence in American Life

by Woodward, Gary C.; Denton, Robart E., Jr.

• ISBN13: 9781577665717
• ISBN10: 1577665716
• Edition: 6th
• Format: Paperback
• Copyright: 2008-08-31
• Publisher: Waveland Pr Inc

Summary

"Persuasion in action is dissected through the fusion of theory and practice in multiple contexts - interpersonal relationships, politics, advertising, social movements, and speaking effectively in diverse settings. Rich illustrations drawn from the mass media, popular culture, and public relations illuminate the concrete skills necessary to become effective, ethical, and credible persuaders." "Readers discover that persuasion is an interactive process; it requires willing and attentive participants sensitive to the effects of persuasion on others. The systematic thinking and knowledge essential to planning, composing, and delivering messages to influence others are equally useful in analyzing the ubiquitous persuasive efforts encountered daily. By highlighting the interplay of audiences and messages in every chapter, Woodward and Denton provide a solid foundation for becoming informed, responsible contributors to and consumers of persuasion."--BOOK JACKET.

Table of Contents

Persuasion and Influence: An Introduction	p. 1
Origins of Persuasive Practice	p. 23
The Advocate in an Open Society	p. 25
The Advocate and the Management of Symbols	p. 47
Four Perspectives on the Nature of Persuasion	p. 81
Persuasion and Reasoning	p. 83
Theories and Models of Source Credibility	p. 105
The Psychology of Persuasion	p. 131
Persuasion, Audiences, and Social Learning	p. 161
The Contexts of Persuasion	p. 183
Interpersonal Persuasion	p. 185
Public and Mass Persuasion	p. 227
Advertising as Persuasion	p. 261
Political Persuasion	p. 311
Issues and Strategies of Message Preparation	p. 345
Ethical Considerations of Persuasion	p. 347
Constructing and Presenting Persuasive Messages	p. 381
Endnotes	p. 413
Index	p. 445
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