The Persuasion Handbook: Developments in Theory and Practice

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SAGE, 2002 - Philosophy - 874 pages
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The Persuasion Handbook provides readers with cogent, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues of interest to interpersonal and mass communication researchers as well as psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and lays out research strategies for addressing those challenges.
 

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Contents

Some Basic Distinctions
3
Oscillation in Beliefs and Decisions
17
The Quick and the Strong
39
News Media
63
A Cognitive Dissonance Theory Perspective on Persuasion
99
Language Expectancy Theory
117
The Role of Attitude Functions in Persuasion and Social Judgment
137
Its Impact on Persuasion Theory and Research
155
Figurative Language and Persuasion
407
Nonverbal Influence
445
Persuading in the Small Group Context
477
A VariableBased Typology and a Review
495
Principles That
513
Persuasion in the Legal Setting
543
Enlarging the Role of Environment as
633
Overcoming the Challenges of Environmental
661

The HeuristicSystematic Model of Social Information Processing
195
Theory and Applications
233
The Theory of Reasoned Action
259
PART IIL AFFECT AND PERSUASION
289
Persuasion and the Structure of Affect
309
Guilt as a Mechanism of Persuasion
329
Persuasive Effects of Product Warning Labels
345
Language and Persuasion
371
Message Framing in the Prevention and Early Detection of Illness
391
PART VIL MEDIA
691
The Role of Meaning Construction in
729
The Embodied Meaning of Media Forms
749
Interactive Technology and Persuasion
765
Final Thoughts About Persuasion
789
Author Index
797
Subject Index
847
About the Editors
863
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About the author (2002)

James Price Dillard is Liberal Arts Research Professor in Communication Arts & Sciences at The Pennsylvania State University. His research emphasizes theory and empirical analysis of the role of emotion in persuasion. He has received the John E. Hunter Award for Meta-Analysis and is a Fellow in the International Communication Association. His previous books include Seeking Compliance: The Production of Interpersonal Influence Messages and (with Michael Pfau) The Persuasion Handbook: Developments in Theory and Practice, 1st edition.

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