Persuasion: theory and research
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Thousand Oaks [u.a.]
Sage
2002
|
| Edition: | 2. ed. |
| Series: | Current communication
2 |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Hier auch später erschienene, unveränderte Nachdrucke |
| Physical Description: | XVI, 365 S. |
| ISBN: | 0761922008 9780761922001 0761925392 9780761925392 |
Staff View
MARC
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| 100 | 1 | |a O'Keefe, Daniel J. |d 1950- |e Verfasser |0 (DE-588)139571574 |4 aut | |
| 245 | 1 | 0 | |a Persuasion |b theory and research |c Daniel J. O'Keefe |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Thousand Oaks [u.a.] |b Sage |c 2002 | |
| 300 | |a XVI, 365 S. | ||
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Record in the Search Index
| _version_ | 1804129125058740224 |
|---|---|
| adam_text | Detailed Contents
Preface
xiii
I
.
Persuasion, Attitudes, and Actions I
The Concept of Persuasion
1
About Definitions
1
Fuzzy Edges and Paradigm Cases
2
The Common Features of Paradigm
Cases of Persuasion
3
A Definition After All?
5
The Concept of Attitude
6
Attitude Measurement Techniques
6
Direct Techniques
7
Quasi-Direct Techniques
9
Indirect Techniques
13
Summary
16
Attitudes and Behaviors
16
The General Relationship
16
Moderating Factors
17
Encouraging Attitude-Consistent Behavior
20
Assessing Persuasive Effects
23
Attitude Change
23
Beyond Attitude
23
Perceived and Expected Persuasive Effects
25
Conclusion
26
2.
Functional Approaches to Attitude
29
A Classic Functional Analysis
29
Subsequent Developments
31
Identifying General Functions of Attitude
31
Assessing the Function of a Given Attitude
33
Influences on Attitude Function
35
Persuasion: Function Matching
37
Commentary
40
Generality and Specificity in Attitude
Function Typologies
40
Functional Confusions
41
Reconsidering the Assessment and
Conceptualization of Attitude Function
43
Persuasion and Function Matching Revisited
46
Reviving the Idea of Attitude Functions
48
Conclusion
49
3.
Belief-Based Models of Attitude
53
Summarjve Model of Attitude
53
The Model
53
Persuasive Strategy Implications
57
Research Evidence and Commentary
59
General Correlational Evidence
59
Attribute Importance
60
Belief Content
61
Role of Belief Strength
62
Scoring Procedures
63
Alternative Integration Schemes
65
The Sufficiency of Belief-Based Analyses
67
Persuasive Strategies Reconsidered
69
Conclusion
71
4.
Cognitive
Dissonance
Theory
77
Generai
Theoretical Sketch
78
Elements and Relations
78
Dissonance
78
Factors Influencing the Magnitude of Dissonance
78
Means of Reducing Dissonance
79
Some Research Applications
79
Decision Making
80
Selective Exposure to Information
84
Induced Compliance
88
Hypocrisy Induction
94
Revisions of, and Alternatives to, Dissonance Theory
96
Conclusion
98
5.
Theories of Behavioral Intention
101
Theory of Reasoned Action
101
The Determinants of Intention
102
The Determinants of Each Component
103
Research Concerning the
TRA
Model
105
Research on the Determinants of Intention
105
Research on the Determinants of
Each Component
108
Implications for Persuasion
109
Changing the Attitudinal Component
110
Changing the Normative Component
110
Changing the Relative Weights
of the Components
112
Identifying Foci for Persuasive Efforts
112
TRA
Summary
113
Theory of Planned Behavior
113
The Determinants of Intention
113
The Determinants of PBC
114
Research Concerning the TPB Model
115
Research on the Determinants of Intention
115
Research on the Determinants of PBC
116
PBC as a Persuasion Target
117
Commentary on the TPB
119
Curious Status of PBC
119
Additions to the TPB?
121
The Intention-Behavior Relationship
127
Conclusion
130
6.
Elaboration Likelihood Model
137
Variations in the Degree of Elaboration:
Central Versus Peripheral Routes to Persuasion
138
The Nature of Elaboration
138
Central and Peripheral Routes to Persuasion
139
Factors Affecting the Degree of Elaboration
141
Factors Affecting Elaboration Motivation
141
Factors Affecting Elaboration Ability
143
Summary
145
Influences on Persuasive Effects Under
Conditions of High Elaboration:
Central Routes to Persuasion
145
The Critical Role of Elaboration Valence
145
Influences on Elaboration Valence
146
Summary: Central Routes to Persuasion
148
Influences on Persuasive Effects Under
Conditions of Low Elaboration:
Peripheral Routes to Persuasion
148
The Critical Role of Heuristic Principles
148
Varieties of Heuristic Principles
149
Summary: Peripheral Routes to Persuasion
150
Complexities and Consequences in
Persuasion Processes
151
Complexities in Persuasion
151
Consequences of Different Routes
to Persuasion
153
Commentary
154
Argument Strength
155
One Persuasion Process?
157
Conclusion
161
7.
The Study of
Persuasive
Effects
169
Experimental Design and Causal Inference
169
The Basic Design
169
Variations on the Basic Design
170
Two General Problems in Studying Persuasive Effects
171
Generalizing About Messages
171
Variable Definition
178
8.
Source Factors
181
Communicator Credibility
181
The Dimensions of Credibility
181
Factors Influencing Credibility Judgments
184
Effects of Credibility
191
Liking
196
The General Rule
196
Some Exceptions and Limiting Conditions
197
Other Source Factors
199
Similarity
199
Physical Attractiveness
205
About Additional Source Characteristics
207
Conclusion
209
9.
Message Factors
2
1
5
Message Structure
215
Climax Versus Anticlimax Order of Arguments
215
Conclusion Omission
216
Recommendation Specificity
218
Message Content
219
One-Sided Versus Two-Sided Messages
219
Discrepancy
221
Fear Appeals
224
Examples Versus Statistical Summaries
229
Sequential-Request Strategies
230
Foot-in-the-Door
230
Door-in-the-Face
232
Conclusion
235
1
0.
Receiver and Context Factors
24
1
Natural Receiver Characteristics
241
General Persuasibility
241
Sex Differences in Persuasibility
242
Other Individual Differences
243
Induced Receiver Factors
246
Inoculation
246
Warning
250
Refusal Skills Training
251
Contextual Factors
253
Primacy-Recency
253
Medium
254
The Persistence of Persuasion
257
Conclusion
260
References
265
Author Index
339
Subject Index
357
About the Author
355
|
| any_adam_object | 1 |
| author | O'Keefe, Daniel J. 1950- |
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| ctrlnum | (OCoLC)473816731 (DE-599)BVBBV014238735 |
| discipline | Allgemeines Psychologie Anglistik / Amerikanistik |
| edition | 2. ed. |
| format | Book |
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| id | DE-604.BV014238735 |
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| indexdate | 2024-07-09T19:00:10Z |
| institution | BVB |
| isbn | 0761922008 9780761922001 0761925392 9780761925392 |
| language | English |
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| physical | XVI, 365 S. |
| publishDate | 2002 |
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| publisher | Sage |
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| series | Current communication |
| series2 | Current communication |
| spelling | O'Keefe, Daniel J. 1950- Verfasser (DE-588)139571574 aut Persuasion theory and research Daniel J. O'Keefe 2. ed. Thousand Oaks [u.a.] Sage 2002 XVI, 365 S. txt rdacontent n rdamedia nc rdacarrier Current communication 2 Hier auch später erschienene, unveränderte Nachdrucke Persuasion (Psychology) Einstellungsänderung (DE-588)4070713-1 gnd rswk-swf Beeinflussung (DE-588)4005203-5 gnd rswk-swf Überzeugung (DE-588)4186657-5 gnd rswk-swf Überzeugung (DE-588)4186657-5 s DE-604 Beeinflussung (DE-588)4005203-5 s Einstellungsänderung (DE-588)4070713-1 s 1\p DE-604 Current communication 2 (DE-604)BV001349264 2 Digitalisierung UB Regensburg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009762020&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 | O'Keefe, Daniel J. 1950- Persuasion theory and research Current communication Persuasion (Psychology) Einstellungsänderung (DE-588)4070713-1 gnd Beeinflussung (DE-588)4005203-5 gnd Überzeugung (DE-588)4186657-5 gnd |
| subject_GND | (DE-588)4070713-1 (DE-588)4005203-5 (DE-588)4186657-5 |
| title | Persuasion theory and research |
| title_auth | Persuasion theory and research |
| title_exact_search | Persuasion theory and research |
| title_full | Persuasion theory and research Daniel J. O'Keefe |
| title_fullStr | Persuasion theory and research Daniel J. O'Keefe |
| title_full_unstemmed | Persuasion theory and research Daniel J. O'Keefe |
| title_short | Persuasion |
| title_sort | persuasion theory and research |
| title_sub | theory and research |
| topic | Persuasion (Psychology) Einstellungsänderung (DE-588)4070713-1 gnd Beeinflussung (DE-588)4005203-5 gnd Überzeugung (DE-588)4186657-5 gnd |
| topic_facet | Persuasion (Psychology) Einstellungsänderung Beeinflussung Überzeugung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009762020&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| volume_link | (DE-604)BV001349264 |
| work_keys_str_mv | AT okeefedanielj persuasiontheoryandresearch |