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Persuasion: Theory and Research, Third Edition is a comprehensive overview of social-scientific theory and research on persuasion. Written in a clear and accessible style that assumes no special technical background in research methods, the Third Edition has been thoroughly revised to reflect developments in persuasion studies. New discussions of subjects such as reactance and the use of narratives as vehicles for persuasion, revised treatments of the theories of reasoned action and planned behavior, and two new chapters on social judgment theory and stage models provide your students with the most current work on persuasion in a clear, straightforward manner. In this edition, author Daniel J. O'Keefe has given special attention to the importance of adapting (tailoring) messages to audiences to maximize persuasiveness. Each chapter has a set of review questions to guide students through the chapter’s material and quickly master the concepts being introduced.
Contents
Preface
- Chapter 1: Persuasion, Attitudes, and Actions
- The Concept of Persuasion
- The Concept of Attitude
- Attitude Measurement Techniques
- Attitudes and Behaviors
- Assessing Persuasive Effects
- Conclusion
- Notes
- Chapter 2: Social Judgment Theory
- Judgments of Alternative Positions on an Issue
- Reactions to Communications
- Critical Assessment
- Conclusion
- Notes
- Chapter 3: Functional Approaches to Attitude
- A Classic Functional Analysis
- Subsequent Developments
- Commentary
- Conclusion
- Notes
- Chapter 4: Belief-Based Models of Attitude
- Summative Model of Attitude
- Research Evidence and Commentary
- Conclusion
- Notes
- Chapter 5: Cognitive Dissonance Theory
- General Theoretical Sketch
- Some Research Applications
- Revisions of, And Alternatives to, Dissonance Theory
- Conclusion
- Notes
- Chapter 6: Reasoned Action Theory
- The Reasoned Action Theory Model
- Influencing Intentions
- Intentions and Behaviors
- Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory
- Commentary
- Conclusion
- Notes
- Chapter 7: Stage Models
- The Transtheoretical Model
- The Distinctive Claims of Stage Models
- Other Stage Models
- Conclusion
- Notes
- Chapter 8: Elaboration Likelihood Model
- Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion
- Factors Affecting the Degree of Elaboration
- Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion
- Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion
- Multiple Roles for Persuasion Variables
- Adapting Persuasive Messages to Recipients Based on the ELM
- Commentary
- Conclusion
- Notes
- Chapter 9: The Study of Persuasive Effects
- Experimental Design and Causal Inference
- Two General Challenges in Studying Persuasive Effects
- Conclusion
- Notes
- Chapter 10: Communicator Factors
- Communicator Credibility
- Liking
- Other Communicator Factors
- Conclusion
- Notes
- Chapter 11: Message Factors
- Message Structure and Format
- Message Content
- Sequential Request Strategies
- Conclusion
- Notes
- Chapter 12: Receiver Factors
- Individual Differences
- Transient Receiver States
- Influencing Susceptibility to Persuasion
- Conclusion
- Notes
References
References
Author Index
Author Index
Subject Index
Subject Index
About the Author
About the Author
Description
Persuasion: Theory and Research, Third Edition is a comprehensive overview of social-scientific theory and research on persuasion. Written in a clear and accessible style that assumes no special technical background in research methods, the Third Edition has been thoroughly revised to reflect developments in persuasion studies. New discussions of subjects such as reactance and the use of narratives as vehicles for persuasion, revised treatments of the theories of reasoned action and planned behavior, and two new chapters on social judgment theory and stage models provide your students with the most current work on persuasion in a clear, straightforward manner. In this edition, author Daniel J. O'Keefe has given special attention to the importance of adapting (tailoring) messages to audiences to maximize persuasiveness. Each chapter has a set of review questions to guide students through the chapter’s material and quickly master the concepts being introduced.
Contents
Preface
- Chapter 1: Persuasion, Attitudes, and Actions
- The Concept of Persuasion
- The Concept of Attitude
- Attitude Measurement Techniques
- Attitudes and Behaviors
- Assessing Persuasive Effects
- Conclusion
- Notes
- Chapter 2: Social Judgment Theory
- Judgments of Alternative Positions on an Issue
- Reactions to Communications
- Critical Assessment
- Conclusion
- Notes
- Chapter 3: Functional Approaches to Attitude
- A Classic Functional Analysis
- Subsequent Developments
- Commentary
- Conclusion
- Notes
- Chapter 4: Belief-Based Models of Attitude
- Summative Model of Attitude
- Research Evidence and Commentary
- Conclusion
- Notes
- Chapter 5: Cognitive Dissonance Theory
- General Theoretical Sketch
- Some Research Applications
- Revisions of, And Alternatives to, Dissonance Theory
- Conclusion
- Notes
- Chapter 6: Reasoned Action Theory
- The Reasoned Action Theory Model
- Influencing Intentions
- Intentions and Behaviors
- Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory
- Commentary
- Conclusion
- Notes
- Chapter 7: Stage Models
- The Transtheoretical Model
- The Distinctive Claims of Stage Models
- Other Stage Models
- Conclusion
- Notes
- Chapter 8: Elaboration Likelihood Model
- Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion
- Factors Affecting the Degree of Elaboration
- Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion
- Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion
- Multiple Roles for Persuasion Variables
- Adapting Persuasive Messages to Recipients Based on the ELM
- Commentary
- Conclusion
- Notes
- Chapter 9: The Study of Persuasive Effects
- Experimental Design and Causal Inference
- Two General Challenges in Studying Persuasive Effects
- Conclusion
- Notes
- Chapter 10: Communicator Factors
- Communicator Credibility
- Liking
- Other Communicator Factors
- Conclusion
- Notes
- Chapter 11: Message Factors
- Message Structure and Format
- Message Content
- Sequential Request Strategies
- Conclusion
- Notes
- Chapter 12: Receiver Factors
- Individual Differences
- Transient Receiver States
- Influencing Susceptibility to Persuasion
- Conclusion
- Notes
References
References
Author Index
Author Index
Subject Index
Subject Index
About the Author
About the Author
February 2015 | 408 pages | Sage US
| Format | Published Date | ISBN | Price |
|---|
Persuasion: Theory and Research, Third Edition is a comprehensive overview of social-scientific theory and research on persuasion. Written in a clear and accessible style that assumes no special technical background in research methods, the Third Edition has been thoroughly revised to reflect developments in persuasion studies. New discussions of subjects such as reactance and the use of narratives as vehicles for persuasion, revised treatments of the theories of reasoned action and planned behavior, and two new chapters on social judgment theory and stage models provide your students with the most current work on persuasion in a clear, straightforward manner. In this edition, author Daniel J. O'Keefe has given special attention to the importance of adapting (tailoring) messages to audiences to maximize persuasiveness. Each chapter has a set of review questions to guide students through the chapter’s material and quickly master the concepts being introduced.
Table Of Contents:
- Preface
- Chapter 1: Persuasion, Attitudes, and Actions
- The Concept of Persuasion
- The Concept of Attitude
- Attitude Measurement Techniques
- Attitudes and Behaviors
- Assessing Persuasive Effects
- Conclusion
- Notes
- Chapter 2: Social Judgment Theory
- Judgments of Alternative Positions on an Issue
- Reactions to Communications
- Critical Assessment
- Conclusion
- Notes
- Chapter 3: Functional Approaches to Attitude
- A Classic Functional Analysis
- Subsequent Developments
- Commentary
- Conclusion
- Notes
- Chapter 4: Belief-Based Models of Attitude
- Summative Model of Attitude
- Research Evidence and Commentary
- Conclusion
- Notes
- Chapter 5: Cognitive Dissonance Theory
- General Theoretical Sketch
- Some Research Applications
- Revisions of, And Alternatives to, Dissonance Theory
- Conclusion
- Notes
- Chapter 6: Reasoned Action Theory
- The Reasoned Action Theory Model
- Influencing Intentions
- Intentions and Behaviors
- Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory
- Commentary
- Conclusion
- Notes
- Chapter 7: Stage Models
- The Transtheoretical Model
- The Distinctive Claims of Stage Models
- Other Stage Models
- Conclusion
- Notes
- Chapter 8: Elaboration Likelihood Model
- Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion
- Factors Affecting the Degree of Elaboration
- Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion
- Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion
- Multiple Roles for Persuasion Variables
- Adapting Persuasive Messages to Recipients Based on the ELM
- Commentary
- Conclusion
- Notes
- Chapter 9: The Study of Persuasive Effects
- Experimental Design and Causal Inference
- Two General Challenges in Studying Persuasive Effects
- Conclusion
- Notes
- Chapter 10: Communicator Factors
- Communicator Credibility
- Liking
- Other Communicator Factors
- Conclusion
- Notes
- Chapter 11: Message Factors
- Message Structure and Format
- Message Content
- Sequential Request Strategies
- Conclusion
- Notes
- Chapter 12: Receiver Factors
- Individual Differences
- Transient Receiver States
- Influencing Susceptibility to Persuasion
- Conclusion
- Notes
- References
- Author Index
- Subject Index
- About the Author