Persuasion in society:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Thousand Oaks [u.a.]
Sage Publ.
2001
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXVI, 414 S. Ill., graph. Darst. |
| ISBN: | 0761919074 0761919082 |
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Datensatz im Suchindex
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Brief Table of Contents
List of Artwork in Persuasion in Society xiv
About the Author xvii
Acknowledgments xix
Preface xx
Part 1: Understanding Persuasion
1. The Study of Persuasion 3
2. The Psychology of Persuasion: Basic Principles 25
3. Persuasion Broadly Considered 47
Part 2: The Coactive Approach
4. Coactive Persuasion 73
5. Resources of Communication 93
6. Framing and Refraining 115
7. Cognitive Shorthands 135
8. Reasoning and Evidence 155
Part 3: Contexts for Persuasion
9. Going Public 181
10. Planning Campaigns 211
11. Staging Political Campaigns 243
12. Analyzing Product Advertising 275
13. Talking Through Differences 299
14. Leading Social Movements 329
15. More About Ethics 355
Appendix I: Resources for the Persuader 381
Appendix II: Different Strokes for Different Folks 385
Appendix III: Ethical, Unethical, or Borderline? A Self Survey 389
Index 401
Table of Contents
List of Artwork in Persuasion in Society xiv
About the Author xvii
Acknowledgments xix
Preface xx
Part 1: Understanding Persuasion
1. The Study of Persuasion 3
Defining Persuasion 5
Why Is Persuasion Important? 10
Studying Persuasion 14
The Behavioral Approach: Social Scientific Research on
the Communication Persuasion Matrix 15
The Critical Studies Approach: Case Studies and "Genre alizations" 17
Summary 20
Questions and Projects for Further Study 21
2. The Psychology of Persuasion: Basic Principles 25
Beliefs and Values as Building Blocks of Attitudes 27
Persuasion by Degrees: Adapting to Different Audiences 29
Schemas: Attitudes as Knowledge Structures 32
From Attitudes to Actions: The Role of Subjective Norms 34
Elaboration Likelihood Model: Two Routes to Persuasion 34
Persuasion as a Learning Process 36
Persuasion as Information Processing 37
Persuasion and Incentives 38
Persuasion by Association 39
Persuasion as Psychological Unbalancing and Rebalancing 40
Summary 41
Questions and Projects for Further Study 42
3. Persuasion Broadly Considered 47
Two Levels of Communication: Content and Relational 49
Impression Management 51
Deception About Persuasive Intent 51
Deceptive Deception 52
Expression Games 54
Persuasion in the Guise of Objectivity 55
Accounting Statements and Cost Benefit Analyses 5 5
News Reporting 56
Scientific Reporting 57
History Textbooks 58
Reported Discoveries of Social Problems 5 9
How Multiple Messages Shape Ideologies 59
The Making of McWorld 63
Summary 66
Questions and Projects for Further Study 68
Part 2: The Coactive Approach
4. Coactive Persuasion 73
Using Receiver Oriented Approaches 74
Being Situation Sensitive 76
Combining Similarity and Credibility 79
Building on Acceptable Premises 82
Appearing Reasonable and Providing Psychological Income 85
Using Communication Resources 86
Summary 88
Questions and Projects for Further Study 89
5. Resources of Communication 93
Resources of Language 9 5
Intensify/Downplay 95
Hugh Rank's Six Components of Intensify/Downplay 96
Compliance Gaining Tactics 102
Nonverbal Resources 104
Visual and Audiovisual Resources 108
Resources of the New Media 110
Summary 111
Questions and Projects for Further Study 112
6. Framing and Refraining 115
Metaphors as Frames 117
Creative Reframing Through Generative Metaphors 119
"Frame " as Metaphor 120
Cultural Frames and Verbal Repertoires 121
Research on Frames and Reframes 123
Metacommunicative Frames 124
Reflexive Metacommunications 124
Responsive Metacommunications 125
Reframing in Political Confrontations: "Going Meta" 125
Reframing in Psychotherapy 128
Summary 130
Questions and Projects for Further Study 132
7. Cognitive Shorthands 135
Cialdini's Seven Principles 136
Contrast 136
Reciprocity 137
Consistency 138
Social Proof 139
Liking 140
Authority 140
Scarcity 142
Mother Turkeys or Faulty Automatic Pilots? 143
The Mother Turkey Hypothesis 143
A Critique of the Mother Turkey Hypothesis 144
An Alternative Hypothesis: The Faulty Automatic Pilot 148
The Highly Persuasible Persuadee 149
Get Rich Scheme 150
Telephone System Anyone? 151
Summary 152
Questions and Projects for Further Study 153
8. Reasoning and Evidence 155
Propositions of Policy, Fact, and Value 158
Changing, Repairing, or Retaining a Policy: The Stock Issues Revisited 161
Types of Evidence as Resources of Argumentation 167
Fallacies Reconsidered 171
The Case of Gulf War Syndrome 174
Summary 175
Questions and Projects for Further Study 177
Part 3: Contexts for Persuasion
9. Going Public 181
The Genuinely Committed Persuader 182
Strategic Planning: A Three Step Process 183
Step 1: Goals, Audience, Situation 183
Step 2: Initial Strategizing 186
Step 3: Test Marketing and Revision 191
Organizing Messages 194
Introduction 195
Body 198
Conclusion 199
Issues in Message Design 200
Explicit Versus Implicit Conclusion Drawing 200
"One Sided" Versus "Both Sided" Presentations 201
Magnitude of Discrepancy Controversy 202
Fear Appeals 204
Adapting to Different Audiences 205
Summary 207
Questions and Projects for Further Study 208
10. Planning Campaigns 211
Campaign Planning 212
Setting Campaign Goals 212
Undertaking Research and Development 214
Formulating a Basic Strategy 215
Mobilizing for a Campaign 217
Seeking Legitimacy for a Campaign 218
Promoting a Cause 219
Activating Campaign Audiences 221
Types of Campaigns 223
Indoctrination Campaigns 224
Public Relations Campaigns 228
Corporate Issue Advocacy 229
Crisis Management Campaigns 233
Summary 238
Questions and Projects for Further Study 239
11. Staging Political Campaigns 243
Persuasion in the Four Stages of Presidential Campaigning 245
Pre Primary Period (Surfacing) 245
Primary Period (Winnowing) 246
Convention Period (Legitimating) 247
General Election Period (Contesting) 248
Machiavellianism in Political Campaigns:
A Guide to Getting Elected to High Office 251
General Strategies 251
Fundraising 252
Physical Appearance 252
Choosing Arguments and Appeals 253
Video Politics 254
Advertising 256
Endorsements 257
Speech Making 257
Campaign Debates 258
Campaign Decisions That Matter: Five Case Studies 259
Case 11.1: "Furlough"Ad 259
Case 11.2: A Place Called Hope 263
Case 11.3: Should Dole Have Attacked Clinton's Character in 1996? 266
Case 11.4: Clinton's Early Issue Advocacy Advertising 267
Case 11.5: George W. Bush Campaign in South Carolina 269
Summary 271
Questions and Projects for Further Study 272
12. Analyzing Product Advertising 275
The Changing Character of Advertising Campaigns 277
Idolatry (1890 1925) 278
Iconology (1925 1945) 278
Narcissism (1945 1965) 279
Totemism (1965 1985) 280
Case Study: The Best Beer 282
Today's Advertising: The Pantheistic Phase 283
Narrowcasting 283
Breaking With Tradition: Anti Ads 284
Misdirection in the Language of Advertising 288
Visual Deception in Product Advertising 290
Subliminal Advertising 292
Summary 295
Questions and Projects for Further Study 297
13. Talking Through Differences 299
Persuasion in Social Conflicts 300
Cooperation and Competition in Mixed Motive Conflicts 302
Symmetrical Versus Asymmetrical Conflicts 303
Productive and Destructive Conflicts 305
Dealing With Conflicts Productively 306
Getting to Yes in Business Negotiations 309
Public Debates 310
The Persuasion Dialogue 314
Moving to Dialogue in Interpersonal Conflicts 316
Case 1: A Taped Conversation About a Taped Conversation 316
Case 2: A Structured Conversation About Abortion 320
Summary 323
Questions and Projects for Further Study 324
14. Leading Social Movements 329
What Are Social Movements? 332
Types of Social Movements 333
Tactics of Social Movements 334
Confrontation 335
Cultural Politics 335
Social Protests and Mass Media 336
Leading Social Movements:
The Requirements Problems Strategies (RPS) Approach 338
Requirements 339
Problems 339
Strategies 341
Open and Closed Minded Movements 346
The Fate of Social Movements 348
Summary 349
Questions and Projects for Further Study 351
15. More About Ethics 355
Perspectives on Ethics 357
Pragmatism 357
Utilitarianism 360
Universalism 362
Dialogic Ethics 362
Situationalism 363
The Ethics of Faculty Advocacy in the College Classroom 365
The Mindful Society 369
Prime Time Entertainment Sellout 370
Newspaper Sellout 371
The Ethics of Being Ethically Sensitive 374
Summary 376
Questions and Projects for Further Study 377
Appendix I: Resources for the Persuader 381
Appendix II: Different Strokes for Different Folks 385
Appendix III: Ethical, Unethical, or Borderline? A Self Survey 389
Index 401
List of Artwork in
Persuasion in Society
CHAPTER 1
Picture 1.1. "Rats" Campaign Ad 7
Box 1.1. Toy Truck: Persuasion, Inducements, Coercion 8
Figure 1.1. Defining Features and Core of Persuasion 9
Picture 1.2. Barbie Dolls as Cultural Icons, Milan, Italy 10
Picture 1.3. Michael Jordan Selling Nikes, 1997 11
Box 1.2. How Often Do You Attempt to Deceive Others? 13
Figure 1.2. Clips From the Opening of A New Beginning, 1984 19
CHAPTER 2
Figure 2.1. Persuasion by Degrees 30
Figure 2.2. Response Reinforcement 31
Picture 2.1. Cult Leader Luc Jouret, 1994 32
Figure 2.3. Balanced and Imbalanced Triads 41
CHAPTER 3
Box 3.1. Embrace and Pose 54
Picture 3.1. Politics as Entertainment, Entertainment as Politics 60
Box 3.2. Political Persuasion in the Guise of Late Night Television Comedy 61
Picture 3.2. Huge Lines Outside Moscow's First McDonald's Restaurant, 1990 65
Table 3.1. Gray Areas of Persuasion 67
CHAPTER 4
Box 4.1. Components of Coactive Persuasion 75
Table 4.1. Comparison Between Source Oriented and
Receiver Oriented Approaches 77
xiv ^
List of Artwork ? xv
Picture 4.1. Superman in a Wheelchair: Christopher Reeve at the
1996 Democratic National Convention 81
CHAPTER 5
Picture 5.1. R.J. Reynolds Messages for Those Who Do and Those Who Don't 94
Figure 5.1a. Questions You Can Ask About Advertising: Rank's
5.1b Intensify/Downplay Pattern 97 98
Box 5.1. A Sampling of Compliance Gaining Methods 102—103
Picture 5.2. Bill Clinton Is Seemingly in Command as
He Provides Grand Jury Testimony, August 17, 1998 104
CHAPTER 6
Figure 6.1. The Nine Dot Problem 116
Figure 6.2. Solution to the Nine Dot Problem 118
Picture 6.1. Anita Hill Gives Testimony at the
Senate Judiciary Committee Hearing 126
CHAPTER 7
Picture 7.1. "Authority" Is a Cognitive Shorthand in a Cigarette Advertisement 141
CHAPTER 8
Picture 8.1. Jim and Sarah Brady at 1996 Democratic National Convention 156
Table 8.1. Structure of the Brady Case 165
Picture 8.2. A Case for Drug Legalization Based on Statistical Comparison 168
CHAPTER 9
Picture 9.1. Elizabeth Dole at the 1996 Republican Convention
Communicating With Her Audience Rather Than at Them 188
Box 9.1. Putting It All Together: A Formula for the
Extemporaneous Speaker 192 193
Table 9.1. Factors Affecting Communicator Credibility 196
Figure 9.1. An Attitudes Continuum on Gun Control 204
CHAPTER 10
Figure 10.1. Stages and Components in Campaign Planning 213
Picture 10.1. Still From a Mobil "Information Center" Television Ad 230
Picture 10.2. Mobil's "Liberals, Logical Allies of Business" 232
xvi A PERSUASION IN SOCIETY
CHAPTER 11
Box 11.1 A Test Marketed Kiss? 255
Picture 11.1. Clip From "Tank" Ad: Dukakis Smiling Atop Tank 260
Picture 11.2. Clip From Republicans' "Boston Harbor" Ad, 1988 261
Picture 11.3. Stills From Republicans'Furlough Ad, 1988 262
Picture 11.4. A Mythic Moment: Bill Clinton Meets John F. Kennedy 265
Picture 11.5. Still From One in a Series of Ads by the Democrats
Linking Dole With House Speaker Newt Gingrich 268
CHAPTER 12
Picture 12.1. Anti Ad for Cole Haan 286
Picture 12.2. Ralph Lauren's "Romance" 287
Picture 12.3. Still From Television Ad for HBO Channels 293
CHAPTER 13
Figure 13.1. Hypothetical Benefit Pie 304
Picture 13.1. Still From Gore Perot Debate on NAFTA 313
Picture 13.2. Antiabortion Protesters are Confronted
by Pro Choice Advocates, 1995 321
CHAPTER 14
Picture 14.1. Nazi Rally: Hitler Speaking at Dortmund, 1933 347
Picture 14.2. Martin Luther King Jr. Speaking at the March on Washington, 1963 348
Box 14.1. Tiananmen Square 350
CHAPTER 15
Box 15.1. Kenneth Burke on "Sincerity" 358 359
Box 15.2. Katie Couric's Colonoscopy Campaign 373
Picture 15.1. Eichmann in a Box at His Trial in Jerusalem 375 |
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| id | DE-604.BV013920628 |
| illustrated | Illustrated |
| indexdate | 2024-09-23T14:09:56Z |
| institution | BVB |
| isbn | 0761919074 0761919082 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009524966 |
| oclc_num | 45493423 |
| open_access_boolean | |
| owner | DE-12 DE-188 |
| owner_facet | DE-12 DE-188 |
| physical | XXVI, 414 S. Ill., graph. Darst. |
| publishDate | 2001 |
| publishDateSearch | 2001 |
| publishDateSort | 2001 |
| publisher | Sage Publ. |
| record_format | marc |
| spelling | Simons, Herbert W. Verfasser aut Persuasion in society Herbert W. Simons. With Joanne Morreale ... Thousand Oaks [u.a.] Sage Publ. 2001 XXVI, 414 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Motivatie gtt Overreding gtt Persuasion (Psychologie) - Aspect social Persuasion (Rhétorique) Sociale aspecten gtt Gesellschaft Persuasion (Psychology) Social aspects Persuasion (Rhetoric) Beeinflussung (DE-588)4005203-5 gnd rswk-swf Politische Kommunikation (DE-588)4134262-8 gnd rswk-swf Gesellschaft (DE-588)4020588-5 gnd rswk-swf Kommunikation (DE-588)4031883-7 gnd rswk-swf Sozialpsychologie (DE-588)4055891-5 gnd rswk-swf Überzeugung (DE-588)4186657-5 gnd rswk-swf Beeinflussung (DE-588)4005203-5 s Überzeugung (DE-588)4186657-5 s DE-604 Sozialpsychologie (DE-588)4055891-5 s DE-188 Politische Kommunikation (DE-588)4134262-8 s Kommunikation (DE-588)4031883-7 s Gesellschaft (DE-588)4020588-5 s 1\p DE-604 Morreale, Joanne Sonstige oth HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009524966&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Simons, Herbert W. Persuasion in society Motivatie gtt Overreding gtt Persuasion (Psychologie) - Aspect social Persuasion (Rhétorique) Sociale aspecten gtt Gesellschaft Persuasion (Psychology) Social aspects Persuasion (Rhetoric) Beeinflussung (DE-588)4005203-5 gnd Politische Kommunikation (DE-588)4134262-8 gnd Gesellschaft (DE-588)4020588-5 gnd Kommunikation (DE-588)4031883-7 gnd Sozialpsychologie (DE-588)4055891-5 gnd Überzeugung (DE-588)4186657-5 gnd |
| subject_GND | (DE-588)4005203-5 (DE-588)4134262-8 (DE-588)4020588-5 (DE-588)4031883-7 (DE-588)4055891-5 (DE-588)4186657-5 |
| title | Persuasion in society |
| title_auth | Persuasion in society |
| title_exact_search | Persuasion in society |
| title_full | Persuasion in society Herbert W. Simons. With Joanne Morreale ... |
| title_fullStr | Persuasion in society Herbert W. Simons. With Joanne Morreale ... |
| title_full_unstemmed | Persuasion in society Herbert W. Simons. With Joanne Morreale ... |
| title_short | Persuasion in society |
| title_sort | persuasion in society |
| topic | Motivatie gtt Overreding gtt Persuasion (Psychologie) - Aspect social Persuasion (Rhétorique) Sociale aspecten gtt Gesellschaft Persuasion (Psychology) Social aspects Persuasion (Rhetoric) Beeinflussung (DE-588)4005203-5 gnd Politische Kommunikation (DE-588)4134262-8 gnd Gesellschaft (DE-588)4020588-5 gnd Kommunikation (DE-588)4031883-7 gnd Sozialpsychologie (DE-588)4055891-5 gnd Überzeugung (DE-588)4186657-5 gnd |
| topic_facet | Motivatie Overreding Persuasion (Psychologie) - Aspect social Persuasion (Rhétorique) Sociale aspecten Gesellschaft Persuasion (Psychology) Social aspects Persuasion (Rhetoric) Beeinflussung Politische Kommunikation Kommunikation Sozialpsychologie Überzeugung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009524966&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT simonsherbertw persuasioninsociety AT morrealejoanne persuasioninsociety |