5 edition of Persuasion, social influence, and compliance gaining found in the catalog.
Includes bibliographical references and indexes.
|Statement||Robert H. Gass, John S. Seiter.|
|Contributions||Seiter, John S.|
|LC Classifications||BF637.P4 G34 2003|
|The Physical Object|
|Pagination||xix, 396 p. :|
|Number of Pages||396|
|LC Control Number||2002018464|
Included in the text are sections covering the evolution of attitude change theory from early theories, such as the message learning model, through contemporary attitude change theories, such as the theory of reasoned action as well as dual-process models. Timing plays important in influencing people and it is just not about your words or body language. I am also disappointed in the minimal changes made between the 3rd, 4th, and 5th editions of the book. Value-expressive: When an individual derives pleasure from presenting an image of themselves which is in line with their self-concept and the beliefs that they want to be associated with.
We like people who are similar to us, we like people who pay us compliments, and we like people who cooperate with us towards mutual goals. People say "yes" to people that they like. I hope the publisher considers adding new content to the 6th edition to help students get more bang for their buck when buying the newest edition. Communication which does not require careful thought would be better suited to the peripheral route.
It is ideal to use persuasive information that lands near the boundary of the latitude of acceptance if the goal is to change the audience's anchor point. This principle is that we all want things that are out of our reach. Persuasion: Theory and research. He theorized that human beings constantly strive for mental consistency. Rather the host may say: "If operators are busy, please call again. The second factor is similarity.
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Now imagine the next time you stay in a hotel you saw one of these signs. Linked to empirical research, this book takes the reader from persuasion theory to qualified conclusions about the operation of persuasion in real-world settings and examines persuasion from a social science perspective.
Especially when they are uncertain, people will look to the actions and behaviors of others to determine their own.
And I find the box features to be interesting and frequently offer useful practical advice.
Ego Defensive function: The process by which an individual protects their ego from being threatened by their own negative impulses or threatening thoughts.
Cialdini notes Vietnamese brainwashing of American prisoners of war to rewrite their self-image and gain automatic unenforced compliance. The 5th edition explores how social media continues to be a form of influence, but it also looks at grassroots movements, such as the Tea Party and Occupy Wall Street, and traditional forms of persuasion, such as advertising, marketing, and political campaigning.
We strive for mental consistency. Strategies for Enhancing One's Credibility. Geared toward undergraduate students, this text represents an introduction to a wide array of persuasion topics, from the applied to the theoretical.
Despite the context of study, contemporary research in this domain focuses on both theory building as well as application of that theory.
We all want to know what others are doing around us. In much the same way, the theory of inoculation suggests that a certain party can introduce a weak form of an argument that is easily thwarted in order to make the audience inclined to disregard a stronger, full-fledged form of that argument from an opposing party.
Narrative transportation occurs whenever the story receiver experiences a feeling of entering a world evoked by the narrative because of empathy for the story characters and imagination of the story plot. We are more prone to change or conform around people who are similar to us.
It is clear why this text is a leader in the discipline as it is both comprehensive and accessible to students. Persuasion: Theory and research.
Esoteric Forms of Persuasion. Our "ego-involvement" generally plays one of the largest roles in determining the size of these latitudes. Social scientific study of persuasion, the focus of the present bibliography, developed in the early s.
When a topic is closely connected to how we define and perceive ourselves, or deals with anything we care Persuasion about, our latitudes of acceptance and non-commitment are likely to be much smaller and our attitude of rejection much larger.
Petty, Richard E. Connect With Us. List of methods[ edit ]. I hope the publisher considers adding new content to the 6th edition to help students get more bang for their buck when buying the newest edition. It is more often about leading someone into taking certain actions of their own, rather than giving direct commands.
An audience is likely to distort incoming information to fit into their unique latitudes. There are four main sections to this book: approaches to describing influence interactions, metaphors in persuasive messages, a survey of theoretical perspectives, and case study exemplars. This is a textbook.
Communication which does not require careful thought would be better suited to the peripheral route.eBooks Directly to you. eBooksRocket Persuasion: Social Influence and Compliance Gaining 5th ed.
(EBook PDF). Persuasion: Social Influence and Compliance Gaining first helps students understand established theories and models of persuasion. It then encourages them to develop and apply general conclusions about persuasion in real-world atlasbowling.com 5th edition explores how social media continues to be a form of influence, but it also looks at grassroots movements, such as the Tea Party and Occupy Wall.
Grounded in contemporary scholarship, "Persuasion: Social Influence, and Compliance Gaining" not only provides a comprehensive of overview of persuasion theory and application, but also engages students in the thoughtful evaluation of the role that persuasive messages play in /5.
Persuasion is an umbrella term of influence created by Matthew Ayaz. Persuasion can attempt to influence a person's beliefs, attitudes, intentions, motivations, or behaviors. In business, persuasion is a process aimed at changing a person's (or a group's) attitude or behaviour toward some event, idea, object, or other person(s), by using written, spoken words or visual tools to convey.
Start studying Persuasion Chapter Compliance Gaining. Learn vocabulary, terms, and more with flashcards, games, and other study tools. according to social conventions and procedures influence peoples choices in compliance gaining situations.
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