The SAGE Handbook of Persuasion; Developments in Theory and Practice

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  • Edition: 2nd
  • Format: Hardcover
  • Copyright: 2012-09-19
  • Publisher: SAGE Publications, Inc
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The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners.

Table of Contents

Fundamental Issuesp. 1
Persuasion in the Rhetorical Traditionp. 2
The Effects of Message Features: Content, Structure, and Stylep. 20
Media Influence as Persuasionp. 36
Outcomes of Persuasion: Behavioral, Cognitive, and Socialp. 53
On Being Persuaded: Some Basic Distinctionsp. 70
Theories, Perspectives, and Traditionsp. 83
Discrepancy Models of Belief Changep. 84
Functional Attitude Theoryp. 104
Reasoned Action Theory: Persuasion as Belief-Based Behavior Changep. 120
The Elaboration Likelihood Modelp. 137
Affect and Persuasionp. 150
Reactance Theory and Persuasionp. 167
Fear Appealsp. 184
Narrative Persuasionp. 200
Inoculation Theoryp. 220
Supportive and Persuasive Communication: Theoretical Intersectionsp. 237
Contexts, Settings, and Applicationsp. 257
Political Persuasionp. 258
Persuasive Strategies in Health Campaignsp. 278
The Siren's Call: Mass Media and Drug Preventionp. 296
Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertisingp. 314
Persuasion in the Legal Settingp. 331
Persuading in the Small Group Contextp. 354
When Presumed Influence Turns Real: An Indirect Route of Media Influencep. 371
How Does Technology Persuade? Theoretical Mechanisms for Persuasive Technologiesp. 388
Author Indexp. 405
Subject Indexp. 427
About the Authorsp. 441
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