Persuasion: Psychological Insights and Perspectives
Sharon Shavitt, Timothy C. Brock
Allyn and Bacon, 1994 - Psychology - 337 pages
This text is designed to make the psychology of persuasion accessible to the non-specialist or non-scientist. It includes an introduction to the subject followed by an examination of issues of definition and measurement, and basic theory and research.
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How We Measure the Unmeasurable
When and How Attitudes Guide Behavior
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abortion action advertising Ajzen arguments asked atti attitude change attitude object attitude-behavior attitudes and behavior backmasking beliefs brain wave brain wave activity Brock Cacioppo candidates Chaiken Chapter classical conditioning cognitive dissonance cognitive responses communication compliance conditioned stimulus consequences consistency cues decision discussion Eagly effects elaboration likelihood elaboration likelihood model evaluation example experience exposure factors favor Fazio feelings Figure group polarization groupthink health persuasion impact important individuals issue Journal of Personality Likert scale majority mass media minority motivation need for cognition negative norm Noxzema Ohio State University one's opinions Ostrom peripheral route personal relevance Personality and Social persuasive messages Petty physiological response political position predict presented pro-choice programs question recipient result role route to persuasion scale self-esteem sex differences situation smoking Social Psychology specific stimulus subjects subliminal subliminal message technique television theory thoughts tion tudes variables Zanna