Resistance and Persuasion

by Knowles, Eric S.; Linn, Jay A.; Rucker, Derek D.; Shakarchi, Richard J.

• ISBN13: 9780805844863
• ISBN10: 0805844864
• Format: Hardcover
• Copyright: 2003-12-01
• Publisher: Lawrence Erlbau

Summary

Resistance and Persuasionis the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence. Resistance and Persuasionoffers many new revelations about persuasion: *Acknowledging resistance helps to reduce it. *Raising reactance makes a strong message more persuasive. *Putting arguments into a narrative increases their influence. *Identifying illegitimate sources of information strengthens the influence of legitimate sources. *Looking ahead reduces resistance to persuasive attempts. This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.

Table of Contents

Foreword	vii
Introduction	1	(2)
The Importance of Resistance to Persuasion	3	(8)
Eric S. Knowles
Jay A. Linn
NATURE OF RESISTANCE IN PERSUASION	11	(104)
Multiple Routes to Resisting Attitude Change	13	(26)
Duane T. Wegener
Richard E. Petty
Natalie D. Smoak
Leandre R. Fabrigar
The Intensity of Affect and Resistance to Social Influence	39	(26)
Kathleen Fuegen
Jack W. Brehm
Resisting Persuasion and Attitude Certainty: A Meta-Cognitive Analysis	65	(18)
Zakary L. Tormala
Richard E. Petty
Individual Differences in Resistance to Persuasion: The Role of Beliefs and Meta-Beliefs	83	(22)
Pablo Brinol
Derek D. Rucker
Zakary L. Tormala
Richard E. Petty
Differentiating Individual Differences in Resistance to Persuasion	105	(10)
Richard J. Shakarchi
Curtis P. Haugtvedt
STRATEGIES FOR OVERCOMING RESISTANCE	115	(184)
Approach-Avoidance Model of Persuasion: Alpha and Omega Strategies for Change	117	(32)
Eric S. Knowles
Jay A. Linn
Looking Ahead as a Technique to Reduce Resistance to Persuasive Attempts	149	(26)
Steven J. Sherman
Matthew T. Crawford
Allen R. McConnell
Narrative Persuasion and Overcoming Resistance	175	(18)
Sonya Dal Cin
Mark P. Zanna
Geoffrey T. Fong
Forewarnings of Influence Appeals: Inducing Resistance and Acceptance	193	(22)
Jeffrey M. Quinn
Wendy Wood
Truth or Consequences: Overcoming Resistance to Persuasion with Positive Thinking	215	(20)
Blair T. Johnson
Aaron Smith-McLallen
Ley A. Killeya
Kenneth D. Levin
Decreasing Resistance by Affirming the Self	235	(24)
Julia Zuwerink Jacks
Maureen E. O'Brien
Creating Critical Consumers: Motivating Receptivity by Teaching Resistance	259	(24)
Brad J. Sagarin
Robert B. Cialdini
Consumer Psychology and Attitude Change	283	(16)
Curtis P. Haugtvedt
Richard J. Shakarchi
Bendik M. Samuelsen
Kaiya Liu
CONCLUSION	299	(12)
The Promise and Future of Resistance and Persuasion	301	(10)
Eric S. Knowles
Jay A. Linn
About the Contributors	311	(6)
Author Index	317	(14)
Subject Index	331