Influence

Influence
Author: Robert B. Cialdini
Publisher: Pearson Scott Foresman
Total Pages: 434
Release: 1988
Genre: Business & Economics
ISBN:

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.

Attitudes And Persuasion

Attitudes And Persuasion
Author: Richard E Petty
Publisher: Routledge
Total Pages: 336
Release: 2018-02-20
Genre: Social Science
ISBN: 0429970706

This book provides a needed survey of a truly remarkable number of different theoretical approaches to the related phenomena of attitude and belief change. It focuses on variable perspective theory which is far more deserving of attention than the present level of research activity.

Resistance and Persuasion

Resistance and Persuasion
Author: Eric S. Knowles
Publisher: Psychology Press
Total Pages: 350
Release: 2004-02-26
Genre: Psychology
ISBN: 1135626383

Resistance and Persuasion is 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 Persuasion offers 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.

The SAGE Encyclopedia of Communication Research Methods

The SAGE Encyclopedia of Communication Research Methods
Author: Mike Allen
Publisher: SAGE Publications
Total Pages: 2013
Release: 2017-04-11
Genre: Social Science
ISBN: 1483381420

Communication research is evolving and changing in a world of online journals, open-access, and new ways of obtaining data and conducting experiments via the Internet. Although there are generic encyclopedias describing basic social science research methodologies in general, until now there has been no comprehensive A-to-Z reference work exploring methods specific to communication and media studies. Our entries, authored by key figures in the field, focus on special considerations when applied specifically to communication research, accompanied by engaging examples from the literature of communication, journalism, and media studies. Entries cover every step of the research process, from the creative development of research topics and questions to literature reviews, selection of best methods (whether quantitative, qualitative, or mixed) for analyzing research results and publishing research findings, whether in traditional media or via new media outlets. In addition to expected entries covering the basics of theories and methods traditionally used in communication research, other entries discuss important trends influencing the future of that research, including contemporary practical issues students will face in communication professions, the influences of globalization on research, use of new recording technologies in fieldwork, and the challenges and opportunities related to studying online multi-media environments. Email, texting, cellphone video, and blogging are shown not only as topics of research but also as means of collecting and analyzing data. Still other entries delve into considerations of accountability, copyright, confidentiality, data ownership and security, privacy, and other aspects of conducting an ethical research program. Features: 652 signed entries are contained in an authoritative work spanning four volumes available in choice of electronic or print formats. Although organized A-to-Z, front matter includes a Reader’s Guide grouping entries thematically to help students interested in a specific aspect of communication research to more easily locate directly related entries. Back matter includes a Chronology of the development of the field of communication research; a Resource Guide to classic books, journals, and associations; a Glossary introducing the terminology of the field; and a detailed Index. Entries conclude with References/Further Readings and Cross-References to related entries to guide students further in their research journeys. The Index, Reader’s Guide themes, and Cross-References combine to provide robust search-and-browse in the e-version.

Cognitive Responses in Persuasion

Cognitive Responses in Persuasion
Author: Richard Petty
Publisher: Psychology Press
Total Pages: 490
Release: 2014-06-17
Genre: Psychology
ISBN: 1317770269

First published in 1982. This collaborative product of leading contributors seeks to update information on the psychology of attitudes, attitude change, and persuasion. Social psychologists have invested almost exclusively in the strategies of theory-testing in the laboratory in contrast with qualitative or clinical observation, and the present book both exemplifies and reaps the products of this mainstream tradition of experimental social psychology. It represents experimental social psychology at its best. It does not try to establish contact with the content-oriented strategies of survey research, which have developed in regrettable independence of the laboratory study of persuasion processes.

The Dynamics of Persuasion

The Dynamics of Persuasion
Author: Richard M. Perloff
Publisher: Routledge
Total Pages: 664
Release: 2020-07-14
Genre: Psychology
ISBN: 0429589409

Approachable yet sophisticated and comprehensive presentation of the key concepts and theories of persusaion. Key text for an increasingly relevant course taught in various departments, such as communication studies and psychology. Fresh attention to online influence and new examples of persusaion today, including within health campaigns, attitudes, communicator appeals, dissonance, and ethics. Updated companion website that includes an instructor’s manual, lecture slides, sample test questions, and links to relevant articles and videos illustrating concepts presented in the text.

Critical Questions in Persuasion Research

Critical Questions in Persuasion Research
Author: Franklin J. Boster
Publisher: Cognella Academic Publishing
Total Pages:
Release: 2020-09-07
Genre:
ISBN: 9781516579297

Critical Questions in Persuasion Research presents students with a refreshing way to study persuasion, communication theory, and human behavior. Rather than examining different types of persuasion research and reviewing each one at a time, communication scholars Franklin J. Boster and Christopher J. Carpenter explore eight key controversies, as well as research and theory related to each topic: - What constitutes a strong persuasive message, and does it matter? - How do we adapt persuasive messages to diverse audiences? - Do persuasive messages have side effects? - How can we manage the buzz? - How can we maintain attitude change? - Can a persuasive message be counterproductive? - How can we encourage resistance to persuasion? - To what extent does action follow from attitudes? By focusing on how various disciplines deal with the big controversies in the persuasion process, students gain an understanding not only of key ideas and theories, but how the ideas and theories fit together in a meaningful whole. By framing persuasion as a series of critical questions, students learn that social science is a dynamic and exciting way in which to study persuasion. Critical Questions in Persuasion Research is an ideal textbook for courses with focus on persuasion, communication, and human behavior.

The Oxford Handbook of Electoral Persuasion

The Oxford Handbook of Electoral Persuasion
Author: Elizabeth Suhay
Publisher: Oxford University Press
Total Pages: 1124
Release: 2020-04-01
Genre: Political Science
ISBN: 0190860839

Elections are the means by which democratic nations determine their leaders, and communication in the context of elections has the potential to shape people's beliefs, attitudes, and actions. Thus, electoral persuasion is one of the most important political processes in any nation that regularly holds elections. Moreover, electoral persuasion encompasses not only what happens in an election but also what happens before and after, involving candidates, parties, interest groups, the media, and the voters themselves. This volume surveys the vast political science literature on this subject, emphasizing contemporary research and topics and encouraging cross-fertilization among research strands. A global roster of authors provides a broad examination of electoral persuasion, with international perspectives complementing deep coverage of U.S. politics. Major areas of coverage include: general models of political persuasion; persuasion by parties, candidates, and outside groups; media influence; interpersonal influence; electoral persuasion across contexts; and empirical methodologies for understanding electoral persuasion.