Persuasion : theory and research (Book, 2016) []
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Persuasion : theory and research

Author: Daniel J O'Keefe
Publisher: 2016.
Edition/Format:   Print book : English : 3 editionView all editions and formats

This text introduces students to the most important social-scientific theory and research on persuasion. The Third Edition adds two new chapters on social judgment theory and stage models, revision  Read more...


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Document Type: Book
All Authors / Contributors: Daniel J O'Keefe
ISBN: 9781452276670 1452276676
OCLC Number: 934671832
Notes: Literaturverzeichnis Seite 268-364.
Description: xix, 387 Seiten
Contents: PrefaceChapter 1: Persuasion, Attitudes, and Actions The Concept of Persuasion The Concept of Attitude Attitude Measurement Techniques Attitudes and Behaviors Assessing Persuasive Effects Conclusion NotesChapter 2: Social Judgment Theory Judgments of Alternative Positions on an Issue Reactions to Communications Critical Assessment Conclusion NotesChapter 3: Functional Approaches to Attitude A Classic Functional Analysis Subsequent Developments Commentary Conclusion NotesChapter 4: Belief-Based Models of Attitude Summative Model of Attitude Research Evidence and Commentary Conclusion NotesChapter 5: Cognitive Dissonance Theory General Theoretical Sketch Some Research Applications Revisions of, And Alternatives to, Dissonance Theory Conclusion NotesChapter 6: Reasoned Action Theory The Reasoned Action Theory Model Influencing Intentions Intentions and Behaviors Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory Commentary Conclusion NotesChapter 7: Stage Models The Transtheoretical Model The Distinctive Claims of Stage Models Other Stage Models Conclusion NotesChapter 8: Elaboration Likelihood Model Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion Factors Affecting the Degree of Elaboration Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion Multiple Roles for Persuasion Variables Adapting Persuasive Messages to Recipients Based on the ELM Commentary Conclusion NotesChapter 9: The Study of Persuasive Effects Experimental Design and Causal Inference Two General Challenges in Studying Persuasive Effects Conclusion NotesChapter 10: Communicator Factors Communicator Credibility Liking Other Communicator Factors Conclusion NotesChapter 11: Message Factors Message Structure and Format Message Content Sequential Request Strategies Conclusion NotesChapter 12: Receiver Factors Individual Differences Transient Receiver States Influencing Susceptibility to Persuasion Conclusion NotesReferencesAuthor IndexSubject IndexAbout the Author
Responsibility: Daniel J. O'Keefe, Northwestern University.


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