Persuasion, Social Influence, and Compliance GainingPersuasion, Social Influence, and Compliance Gaining looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion found in everyday life. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in real-world settings and examines persuasion from a social science perspective. Written in a highly accessible style, this text involves students by providing information and real-life examples with which they can easily identify. |
Contents
What Constitutes Persuasion? | 21 |
Attitudes and Consistency | 43 |
Credibility | 74 |
Copyright | |
18 other sections not shown
Common terms and phrases
advertising argued arguments asked audience believe Buller Burgoon Cacioppo CALIFORNIA/SANTA CRUZ chapter Cialdini Cody cognitive cognitive dissonance commercial Communication Monographs compliance compliance-gaining comply conformity consumers credibility CRUZ The University cues culture deindividuation DePaulo detecting deception Dillard discussed effect Elaboration Likelihood Model emotional ethical examine example favor fear appeals females fragrance gender goals group polarization humor images influence attempts instance interpersonal involved Journal of Personality less liars Likert scales males meta-analysis Miller motivated negative nonverbal behavior nonverbal communication perceived perceptions Personality and Social persuasive messages Petty positive Press receivers recency effect relationship request role salesperson Seiter self-monitors sexual situation sleeper effect social influence Social Judgment Theory social loafing social proof Social Psychology speech strategies subliminal subliminal messages tactic tell tend theory tion topic trying types University Library UNIVERSITY UNIVERSITY OF CALIFORNIA/SANTA verbal words York