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Persuasion and Authority
Theoretic Bases of Persuasion
Attention The Tuning Process
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A. P. Herbert action advocate alleged Allport ambiguity American appear argument attention attitude audience authoritarian bass fishing behavior belief cause chapter cognitive cognitive dissonance communicator's concept conclusion confirm context credibility decision define degree desire discussed dissonance distort effect emotional ethical ethos evaluate evidence evoke example exists experience Experimental fact factors favorable goal human hypothesis idea indicated inferences influence instance Journal judgment kind kinesic law of effect lung cancer majority opinion meaning ment method of agreement method of persuasion modes of persuasion motives needs nervous system organism paralanguage patterns perceived perception person persuasive communication political position prestige primary reinforcement probable problem propositions reason receiver reliable reported response S. I. Hayakawa satisfaction sensory Sherif situation Social Psychology society Speech Monographs statement stimulus strategy subjects suggestion theory things Thomas Dewey tion Vital Speeches wants and values words York