Perspectives on Persuasion, Social Influence, and Compliance Gaining

Front Cover
John S. Seiter, Robert H. Gass
Pearson/Allyn and Bacon, 2004 - Business & Economics - 384 pages

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 students with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives. Contributing authors include: Richard Petty, John Cacioppo, James Dillard, Daniel O'Keefe, Michael Cody, Robert Cialdini, Michael Burgoon, Linda Carli, David Buller, Judee Burgoon, and others.


  • Students gain insights directly from those who produced the theories and research, as these top-notch scholars reflect on the development of the theory or research, where it is going, and where it has been.
  • The contributors come from multiple disciplines, including communication, psychology, and business, offering students multiple perspectives on the content.
  • Introductions to each section provide students with the rationale for student, an appreciation of ethics, an orientation to each chapter, and an understanding of each chapter's contribution to the field.
  • Early chapters on conceptualizations of persuasion, the history of the field, and theoretical developments give students the background necessary for understanding what persuasion is and how it functions
  • Chapters on both theories of persuasion and the practice of persuasion in multiple contexts help students see the connection between theory and practice.
  • Concrete examples of theories and concepts bring the text to life and help students more easily understand the material.
  • Chapter on deception enables students to see how one of the most recently researched areas fits into the field of persuasion.

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User Review  - 06nwingert - LibraryThing

Perspectives on Persuasion, Social Influence and Compliance Gaining explores the methods of persuasion. Seiter writes in a pedantic manner, so some of the concepts are slightly difficult to follow or comprehend. However, the breadth of the book makes it a worthwhile read. Read full review


A Rationale for Studying Persuasion I
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Trends and Prospects in Persuasion Theory and Research

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