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Persuasive communication

By: Stiff, James BContributor(s): Mongeau, Paul AMaterial type: TextTextPublication details: New York Gulford Press 2016 Edition: 3rdDescription: xvi, 383 pISBN: 9781462526840Subject(s): Persuasion (Rhetoric) | Persuasion (Psychology) | Attitude (Psychology)DDC classification: 808 Summary: 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.
List(s) this item appears in: Business Communication | Public Policy & General Management
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode
Book Book Indian Institute of Management LRC
General Stacks
Business Communication 808 STI (Browse shelf(Opens below)) 1 Available 000714
Book Book Indian Institute of Management LRC
General Stacks
Business Communication 808 STI (Browse shelf(Opens below)) 2 Available 000741
Book Book Indian Institute of Management LRC
General Stacks
Business Communication 808 STI (Browse shelf(Opens below)) 3 Available 000742

I. Fundamental Issues in Persuasion Research
1. Concepts, Definitions, and Basic Distinctions

2. Methods of Investigating Persuasive Communication

3. Examining the Attitude–Behavior Relationship

4. The Effects of Behavior on Attitudes

5. Cognitive Response Models of Persuasion

II. Components of Persuasive Transactions

6. Source Characteristics in Persuasive Communication

7. Persuasive Message Characteristics: Rational Appeals

8. Persuasive Message Characteristics: Emotional Appeals

9. Receiver Characteristics

10. Characteristics of Persuasive Settings sample

III. Persuasion Models

11. Models of Interpersonal Compliance

12. Producing and Resisting Influence Messages

13. Persuasive Communication Campaigns

Epilogue

References

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.

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