Attitudes And Persuasion: Classic And Contemporary Approaches
Westview Press, Jan 26, 1996 - Psychology - 336 pages
This classic text surveys a number of different theoretical approaches to the related phenomena of attitude and belief change. These theories are grouped into seven major approaches, each presented and evaluated in a separate chapter. Each contributes in an important way to a complete understanding of the persuasion process. Appropriate for both upper level undergraduates and graduates in the social sciences.
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This book is amazing! It is definitely a book that will take years to digest. There are many times where sentences and paragraphs must be read over and over to comprehend the findings. This book is the Elixir of Egypt.
Do Attitudes Predict Behaviors?
How Is Attitude Change Studied
The Approaches to Persuasion
Twofactor Theory of Verbal
Impression Management Theory
Effects of Bogus Physiological
The Theory of Reasoned Action
8O Recipient Factors
The Persistence of Attitude
The Social Judgment
Effect of Disconfirming
2OO Summary of the Theory
Premessage inductions That
The Elaboration Likelihood
Author index 3O 1
Other editions - View all
adaptation level advocacy advocated Ajzen American Psychological Association approach arousal asked attitude change attitude measure attitude object attitudinal attribution balance theory behavior beliefs Brehm Brock Cacioppo chapter classical conditioning cognitive dissonance cognitive dissonance theory cognitive responses congruity theory consistency contrast effect counterarguments counterattitudinal credibility cues demand characteristics discrepancy discussion dissonance theory Eagly elements evaluated example experiment Experimental Social Psychology external factors favorable thoughts feel Festinger Fishbein Hovland important increased inference influence initial attitude Insko involvement issue Janis Journal of Experimental Journal of Personality learning manipulation McGuire message arguments motivation negative observational learning occur one's opinion Ostrom person's attitude Personality and Social persuasive message Petty position predicted presented Press proattitudinal rating scale reactance recipient relation result rewards self-perception self-perception theory Sherif sleeper effect social judgment theory stimulus subjective norm suggests Syllogism Thurstone scale topic triads unfavorable variables Zanna
Page 6 - Persuasion is achieved by the speaker's personal character when the speech is so spoken as to make us think him credible. We believe good men more fully and more readily than others: this is true generally whatever the question is, and absolutely true where exact certainty is impossible and opinions are divided.
Page 23 - Taken as a whole, these studies suggest that it is considerably more likely that attitudes will be unrelated or only slightly related to overt behaviors than that attitudes will be closely related to actions.
Page 5 - Of the modes of persuasion furnished by the spoken word there are three kinds. The first kind depends on the personal character of the speaker; the second on putting the audience into a certain frame of mind; the third on the proof, or apparent proof, provided by the words of the speech itself.
Page 6 - Thirdly, persuasion is effected through the speech itself when we have proved a truth or an apparent truth by means of the persuasive arguments suitable to the case in question.
Page 69 - Soc. And what would you consider this to be? Gor. What is there greater than the word which persuades the judges in the courts, or the senators in the council, or the citizens in the assembly, or at any other political meeting? — if you have the power of uttering this word, you will have the physician your slave, and the trainer your slave, and the money-maker of whom you talk will be found to gather treasures, not for himself, but for you who are able to speak and to persuade the multitude.
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