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|Material Type:||Internet resource|
|Document Type:||Book, Internet Resource|
|All Authors / Contributors:||
James B Stiff
|Description:||ix, 278 pages : illustrations ; 24 cm.|
|Contents:||pt. I. Fundamental Issues in Persuasion Research. Ch. 1. Concepts, Definitions, and Basic Distinctions. Ch. 2. Investigating Persuasive Communication. Ch. 3. Examining the Attitude-Behavior Relationship. Ch. 4. The Effects of Behavior on Attitudes --
pt. II. Components of Persuasive Transactions. Ch. 5. Source Characteristics in Persuasive Communication. Ch. 6. Persuasive Message Characteristics. Ch. 7. Receiver Characteristics. Ch. 8. Characteristics of Persuasive Settings --
pt. III. Persuasion Models. Ch. 9. Cognitive Models of Persuasion. Ch. 10. Models of Interpersonal Compliance. Ch. 11. Models of Mass Media Influence.
|Series Title:||Guilford communication series.|
|Responsibility:||James B. Stiff.|
Ideally structured for classroom use, the book defines several essential concepts and draws distinctions among types of persuasive activity, reviews the research methods most common to persuasion investigations, and considers the conditions under which attitudes predict behavior and behaviors affect attitudes. Core features of persuasive transactions, including the characteristics of persuasive messages, the important characteristics of message receivers, and persuasive settings, are explored.
The author also examines contemporary models of persuasive communication: social-cognitive models, models of interpersonal influence, and models that have been effectively applied in media influence campaigns.
Intended for students who have a basic understanding of quantitative research methods in the social sciences, this volume is ideal as a primary text for upper-level undergraduate as well as first-year graduate courses in persuasion. It illuminates the work of scholars in communication and social psychology, and is useful for professionals in legal fields, advertising, marketing, and politics, as it provides specific examples from each of these areas and examines models that can be easily applied.