Persuasive communication

By:

Stiff, James B

Contributor(s):

Mongeau, Paul A

Material type: Text

TextPublication details: Gulford Press New York 2016Edition: 3rdDescription: xvi, 383 pISBN:

9781462526840

Subject(s):

DDC classification:

808 STI

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	Barcode
Book	Indian Institute of Management LRC General Stacks	Business Communication	808 STI (Browse shelf(Opens below))	1	Available	000714
Book	Indian Institute of Management LRC General Stacks	Business Communication	808 STI (Browse shelf(Opens below))	2	Available	000741
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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