Persuasive Communication 3rd Edition by James Stiff, Paul Mongeau – Ebook PDF Instant Download/Delivery: 1462526845, 978-1462526840
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Product details:
ISBN 10: 1462526845
ISBN 13: 978-1462526840
Author: James Stiff, Paul Mongeau
Providing an accessible integration of theory and research methods, this text prepares students to critically analyze persuasive appeals and to design effective messages and campaigns. The book draws on key ideas from both communication and social psychology to explore the mutual influence of cognitive and affective processes and the characteristics and production of messages. It gives the reader a solid grasp of foundational issues in persuasion research, the core components of persuasive transactions, and major theoretical models. Instructive concrete examples illustrate applications of the concepts in such settings as health promotion, political campaigns, the courtroom, and advertising.
New to This Edition
*Engaging topic boxes on college drinking, attitudes about same-sex marriage, the “birther” movement, and other timely issues.
*New or expanded discussions of the integrative model of behavioral prediction, the use of guilt appeals, social media, individualized tailoring of political messages, and numerous other topics.
*The latest data and theoretical perspectives.
*Epilogue on current and future trends in the field.
Persuasive Communication 3rd Table of contents:
PART I. FUNDAMENTAL ISSUES IN PERSUASION RESEARCH
CHAPTER 1. Concepts, Definitions, and Basic Distinctions
Defining Persuasive Communication
BOX 1.1. The Rise and Fall of Herman Cain
Considering the Attitude Construct
BOX 1.2. How Are Attitudes Measured?
The Role of Attitude in Persuasion Research
Summary
Notes
CHAPTER 2. Methods of Investigating Persuasive Communication
Commonsense versus Social Science Theories
BOX 2.1. Conventional Wisdom on Trial
Scientific Methods of Persuasive Communication Inquiry
BOX 2.2. Evaluating Experimental Treatments
Cumulating the Findings of Individual Investigations
Summary
Notes
CHAPTER 3. Examining the Attitude–Behavior Relationship
The LaPiere Study
Characteristics of Attitudes and Behaviors
Ajzen and Fishbein’s Reasoned Action Theories
BOX 3.1. Behavioral Norms and College Drinking Behavior
Factors Moderating the Attitude–Behavior Relationship
BOX 3.2. Vested Interest Motivates Behavior
Summary
Notes
CHAPTER 4. The Effects of Behavior on Attitudes
The CAA Research Paradigm
A Theory of Cognitive Dissonance
BOX 4.1. Psychological Commitment in Relation to the Low-Ball Technique
BOX 4.2. Self-Perception and Fish Camp
Self-Perception Theory
Arousal, CAA, and Attitude Change
Integrating Cognitive Dissonance and Self-Perception Theories
Applications of Cognitive Dissonance Theory
Summary
Note
CHAPTER 5. Cognitive Response Models of Persuasion
The Persuasive Effects of “Mere Thought”
BOX 5.1. Mere Thought and Performance Evaluations
The ELM
BOX 5.2. Johnnie Cochran and the Peripheral Route to Persuasion
The HSM
BOX 5.3. Assessing the Credibility of Witness Testimony
The Unimodel
Summary
Notes
PART II. COMPONENTS OF PERSUASIVE TRANSACTIONS
CHAPTER 6. Source Characteristics in Persuasive Communication
Source Credibility
BOX 6.1. Credibility (Like Stock Market Investments) Can Be Here Today and Gone Tomorrow
Source Credibility and Attitude Change
Attributions about Message Sources
BOX 6.2. Expectancy Confirmation and Familiar Speakers
Persistence of Credibility Effects
Related Source Characteristics
BOX 6.3. Guilt by Association
Summary
Notes
CHAPTER 7. Persuasive Message Characteristics: Rational Appeals
A Note about Rational and Emotional Appeals
Rational Persuasive Appeals
Persuasive Effects of Evidence
BOX 7.1. Politicians’ Use of Statistical and Narrative Evidence
BOX 7.2. “Birthers” Need No Evidence
Modeling the Effects of Rational Appeals
One- and Two-Sided Rational Appeals
BOX 7.3. Contrast Advertisements in Political Campaigns
Filling in the Blanks
Summary
Notes
CHAPTER 8. Persuasive Message Characteristics: Emotional Appeals
Fear Appeals
BOX 8.1. Fear Appeals in Driver Training Classes
BOX 8.2. Response Efficacy, Self-Efficacy, and Lung Cancer
Guilt and Persuasion
BOX 8.3. Has Cognitive Dissonance Morphed into Reactive Guilt?
The Choice between Rational and Emotional Appeals
Summary
Notes
CHAPTER 9. Receiver Characteristics
Sex/Gender Differences in Persuadability
BOX 9.1. Knowledge and Persuadability in Juries
Message Discrepancy and Persuasion
BOX 9.2. Source Derogation and Message Discrepancy
Receiver Involvement and Persuasion
Function Matching
Summary
Notes
CHAPTER 10. Characteristics of Persuasive Settings
Traditional Modality Research
Online Persuasion
BOX 10.1. Social Media and the Arab Spring
Persuasive Effects of Distracting Stimuli
Persuasive Influences of Collectives
Polarization in Group Decisions
BOX 10.2. Group Majorities in Jury Deliberations
Summary
PART III. PERSUASION MODELS
CHAPTER 11. Models of Interpersonal Compliance
Compliance-Gaining Message Selection
Sequential Request Strategies
BOX 11.1. FITD and Political Campaign Contributions
BOX 11.2. The Prius Lowball
Summary
Notes
CHAPTER 12. Producing and Resisting Influence Messages
Goals, Plans, and Action in Interpersonal Influence
BOX 12.1. Plan Complexity and Witness Testimony
Message Design Logics and Message Production
Resisting Influence Attempts
Summary
Notes
CHAPTER 13. Persuasive Communication Campaigns
Persuasive Communication Campaigns
BOX 13.1. Microtargeting in Political Campaigns
Social Cognitive Theory
Inoculation Theory
BOX 13.2. Refutational Arguments in the Courtroom
BOX 13.3. Preemptive Refutation in Political Campaigns
Summary
Notes
Epilogue
References
Index
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