Persuasive Communication

Erscheinungsjahr 1994
ISBN: 978-0-89862-308-6
Verlag: Guilford Publications

Buch, Englisch, 348 Seiten, Format (B × H): 162 mm x 237 mm, Gewicht: 553 g

Reihe: Guilford Communication S.

This popular text provides a comprehensive introduction to the study of persuasive messages and their effects. Concepts and methods from communication and social psychology are seamlessly integrated to give students a solid grasp of foundational issues in persuasion research, the core features of persuasive transactions, and major models of persuasive communication. Distinguished by its clear organization and wealth of concrete examples, this is an ideal text for advanced undergraduate- and graduate-level courses for students with a basic understanding of quantitative research methods.

Autoren/Hrsg.

Stiff, James B.

Fachgebiete

• Sozialwissenschaften Psychologie Allgemeine Psychologie Kognitionspsychologie
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmenskommunikation
• Wirtschaftswissenschaften Betriebswirtschaft Management
• Wirtschaftswissenschaften Wirtschaftswissenschaften Literatur für Manager

Inhaltsverzeichnis

Part I: Fundamental Issues in Persuasion Research. Concepts, Definitions, and Basic Distinctions. Investigating Persuasive Communication. Examining the Attitude-Behavior Relationship. The Effects of Behavior on Attitudes. Part II: Components of Persuasive Transactions. Source Characteristics in Persuasive Communication. Persuasive Message Characteristics: Rational Appeals. Persuasive Message Characteristics: Emotional Appeals. Receiver Characteristics. Characteristics of Persuasive Settings. Part III: Persuasion Models. Cognitive Models of Persuasion. Models of Interpersonal Compliance. Producing and Resisting Influence Messages. Persuasive Communication Campaigns.