Persuasion and social influence:
Gespeichert in:
1. Verfasser: | |
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Format: | Buch |
Sprache: | English |
Veröffentlicht: |
Englewood Cliffs, NJ
Prentice Hall
1989
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Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis |
Beschreibung: | Literaturverz. S. 333 - 343 |
Beschreibung: | XIII, 354 S. |
ISBN: | 0136611176 |
Internformat
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Datensatz im Suchindex
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adam_text | Persuasion and
Social Influence
Sarah Trenholm
Ithaca College
PRENTICE HALL, Englewood Cliffs, NJ 07632
Contents
Preface xi
part I THEORETICAL APPROACHES
Introduction to Persuasion 1
Persuasion and Radical Conversion 1
What Is Persuasion? 5
The Ethics of Control 17
The Role of Theory in Understanding Influence 20
Providing Incentives for Action: Learning Theories 25
Modifying Behavior in the Classroom: Three Cases 25
Learning Theory and the Behavioral Equation 28
Classical Conditioning 29
Operant Conditioning 33
vi Contents
Cognitive Learning Theories 37
Representing Rewards and Punishments Symbolically 41
Increasing Knowledge: Information Processing 46
Subliminal Persuasion: Is What You Don t See What You Get? 46
Information as Incentive 49
The Active Information Processor 55
The Lazy Information Processor 60
The Elaboration Likelihood Model of Persuasion 61
Perceiving Self and Others: The Attributional Approach 69
Communication in the Courtroom: Jury Selection and Attribution 69
Gathering Information About Self and Others 71
Social Cognition and the Notion of Schemata 74
Attribution Theories: Assigning Cause to Human Action 77
Attributional Theories: The Effects of Causal Inference 84
Attributions and Influence: A Summary 89
Creating Contradiction: Cognitive Consistency 93
When Belief Falters 93
The Concept of Consistency 97
Cognitive Dissonance Theory 97
Balance Theory 105
Congruity Theory 707
Rokeach s Value Theory 111
Promising Acceptance: Group and Social Identity Theories 115
Solidarity and Conflict: Group Dynamics at a Boys Camp 115
Groups and Socialization Processes 118
Conformity Pressures in Groups 121
Contents vii
Social Identity and Impression Management 125
Deindividuation and the Group Experience 130
Eclectic Models: Combining Theoretical Approaches 135
The Nature of Eclectic Models 135
Summary and Comparison of Earlier Theories 136
Kelman s Three Processes of Social Influence 136
Katz s Four Functions of Attitudes 144
Rules and Persuasion: Reardon s ACE Model 151
Smith s Contingency Rules Theory 155
part II STRATEGIC PRINCIPLES
The Persuasive Environment 160
The Supermarket 160
The Nature of the Environment 163
The Environment as Message 165
The Environment for Messages 172
Source Characteristics 179
Mr North Goes to Washington: Creating an American Hero 179
The Nature of Source Characteristics 181
Credibility: Increasing Source Believability 183
Attractiveness: Increasing Source Identification 187
Power: Increasing Target Compliance 192
Combining and Choosing Source Characteristics 194
The Receiver 202
The Art of Humbug: The Life and Times of P T Barnum 202
Personal Persuasibility 204
viii Contents
Estimating Receiver Belief Structures 210
Involvement and Anchorage: How Far Can Receivers
Be Moved? 217
The Active Receiver 220
The Message 226
Friends, Romans, Countrymen 226
Types of Arguments and Appeals 231
Organizing and Ordering Message Elements 241
Style and Persuasive Impact 243
part III CONTEXTS
Persuasion in the Public/Mass-Communication Context 253
Creating the New Nixon: Persuasive Strategies in the 1968 Presidential
Campaign 263
The Political Campaign: An Overview 258
Political Speechmaking: Persuasion in the Public Context 261
Political Spot Advertising: Electronic Politics 266
Direct Mail Appeals: Politics by Post 269
The Ethics of Candidate Advertising 272
Persuasion in the Group/Organizational Context 276
The Bold, the Proud, the Few: Influence in the Armed Forces 276
Leadership and Power 280
Group Cohesion and Culture 284
Influence During Conflict: Negotiation Strategies 289
Interpersonal Influence 302
Looking for Love in All the Wrong Places 302
Strategic Self-Presentation: Increasing Attraction 306
Contents ix
Compliance-Gaining: Ways to Get Others to Say Yes 311
Techniques of Personal Selling 314
How to Say No to Interpersonal Influence 321
Appendix: Persuasion and Propaganda 327
Bibliography 333
Index 345
|
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illustrated | Not Illustrated |
indexdate | 2024-07-09T16:45:27Z |
institution | BVB |
isbn | 0136611176 |
language | English |
oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-004053882 |
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physical | XIII, 354 S. |
publishDate | 1989 |
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spelling | Trenholm, Sarah Verfasser aut Persuasion and social influence Englewood Cliffs, NJ Prentice Hall 1989 XIII, 354 S. txt rdacontent n rdamedia nc rdacarrier Literaturverz. S. 333 - 343 Influence (Psychologie) Persuasion (Psychologie) Psychologie Communication Psychological aspects Persuasion (Psychology) Social influence Beeinflussung (DE-588)4005203-5 gnd rswk-swf Psychologie (DE-588)4047704-6 gnd rswk-swf Beeinflussung (DE-588)4005203-5 s DE-604 Psychologie (DE-588)4047704-6 s HEBIS Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=004053882&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
spellingShingle | Trenholm, Sarah Persuasion and social influence Influence (Psychologie) Persuasion (Psychologie) Psychologie Communication Psychological aspects Persuasion (Psychology) Social influence Beeinflussung (DE-588)4005203-5 gnd Psychologie (DE-588)4047704-6 gnd |
subject_GND | (DE-588)4005203-5 (DE-588)4047704-6 |
title | Persuasion and social influence |
title_auth | Persuasion and social influence |
title_exact_search | Persuasion and social influence |
title_full | Persuasion and social influence |
title_fullStr | Persuasion and social influence |
title_full_unstemmed | Persuasion and social influence |
title_short | Persuasion and social influence |
title_sort | persuasion and social influence |
topic | Influence (Psychologie) Persuasion (Psychologie) Psychologie Communication Psychological aspects Persuasion (Psychology) Social influence Beeinflussung (DE-588)4005203-5 gnd Psychologie (DE-588)4047704-6 gnd |
topic_facet | Influence (Psychologie) Persuasion (Psychologie) Psychologie Communication Psychological aspects Persuasion (Psychology) Social influence Beeinflussung |
url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=004053882&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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