Perspectives on Persuasion Social Influence and Compliance Gaining 1st Edition by John Seiter, Robert Gass ISBN 0205335233 9780205335237

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Product details:

ISBN 10: 0205335233

ISBN 13: 978-0205335237

Author:  John S. Seiter, Robert H. Gass 

Perspectives on Persuasion, Social Influence, and Compliance Gaining 1st Edition: 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 Gaining provides readers with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives.

 

Perspectives on Persuasion, Social Influence, and Compliance Gaining 1st Edition Table of contents:

• A rationale for studying persuasion – John S. Seiter & Robert H. Gass

I. Preliminaries: Definitions, trends, and theoretical underpinnings in the field of persuasion, social influence, and compliance gaining

• Embracing divergence: A definitional analysis of pure and borderline cases of persuasion – Robert H. Gass & John S. Seiter
• Trends and prospects in persuasion theory and research – Daniel J. O’Keefe
• Theorizing about persuasion: Cornerstones of persuasion research – Robert H. Gass & John S. Seiter
• The elaboration likelihood model of persuasion – Richard E. Petty, Derek Rucker, George Bizer, & John T. Cacioppo

II. Persuasion variables: Perspectives on sources, receivers, channels, and messages

• Source credibility and the elaboration likelihood model – William Benoit & Alan Strathman
• Argumentativeness, verbal aggressiveness, and persuasion – Andrew S. Rancer
• Gender effects on social influence – Linda L. Carli
• Language expectancy theory: Insight to application – Michael Burgoon & Jason T. Siegel
• Influential actions: Nonverbal communication and persuasion – Peter A. Andersen

III. Seeking and resisting compliance: Strategies and tactics

• The goals-plans-action model of interpersonal influence – James Price Dillard
• Sequential request compliance tactics – Robert B. Cialdini & Rosanna E. Guadagno
• A review of fear appeal effects – Hyunyi Cho & Kim Witte
• Interpersonal deception theory – Judee Burgoon & David Buller
• Inoculation and resistance to persuasion – Michael Pfau & Erin Alison Szabo

IV. Contexts for persuasion

• Compliance gaining in medical contexts – Renee Storm Klingle
• Social influence in close relationships – Leslie A. Baxter & Carma L. Bylund
• Superior-subordinate influence in organizations – Randy Y. Hirokawa & Amy E. Wagner
• Social influence in selling contexts – John S. Seiter & Michael J. Cody

 

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