Persuasion in practice

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Sage Publications, 1991 - Language Arts & Disciplines - 233 pages
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"Kathleen Reardon is one of a dozen or so contemporary scholars at the forefront of persuasion theory. . . .In addition to her original work, Reardon has a knack for translating widely diverse theories and research findings into terms understandable to those less knowledgeable about the field. In Persuasion in Practice, Reardon does two things: she presents a comprehensive summary and assessment of contemporary persuasion and research; and, she demonstrates applications of persuasion theory and research in four situations or communication 'contexts'--interpersonal, organizational, mass media, and political. Her discussion is largely descriptive and analytical, only rarely including prescriptive advice about influence. . . .The work is an invaluable resource for researchers investigating persuasion theory and practice. Moreover, because Reardon writes from a business orientation, her book will be useful for management communication and organizational behavior teachers, as well. Her excellent, business-related examples are particularly informative, suggesting, for example, an intersection of management and organizational communication." --Management Communication Quarterly What is persuasion? How is it maintained? How is it practiced and applied? Offering a unique blend of theory, research, and application, Persuasion in Practice deftly answers these questions and helps debunk many of the myths surrounding this topic. The constructs, schemata, rules, illusions, attitudes, and values of persuasion are explored and various contemporary theories are presented. In addition, the author examines persuasion as it is practiced in a number of different settings, including politics, organizations, and the mass media. For the scholar or student wishing to better understand the theoretical and research origins of current thinking on persuasion --or for the practitioner in all of us wanting to know how this current thinking translates into practice--you can't find a better resource than Persuasion in Practice.

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Contents

Attitudes and Values
27
Theoretical Orientations of Persuasion Research
40
Contemporary Theories and Models of Persuasion
65
Copyright

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About the author (1991)

Kathleen Kelley Reardon is professor of management at the University of Southern California Marshall School where she has served on the preventive medicine faculty. She is the author of seven books, including the Amazon Best Seller, The Secret Handshake and It’s All Politics about how politics impacts the careers of individuals and missions of organizations. She is the author of Persuasion in Practice (Sage) and three-time Harvard Business Review author– her latest article is “Courage At Work.” She was co-principal investigator and author on the feasibility study that launched Starbright later chaired by Steven Spielberg and conjoined with Starlight. Dr. Reardon was inducted into Phi Beta Kappa, Phi Kappa Phi and Mortar Board, received her Ph.D. “With Distinction” from UMASS, Amherst, and has been a political analyst with The Huffington Post (www.huffingtonpost.com).

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