The dynamics of persuasion: communication and attitudes in the 21st century
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
Routledge
2010
|
| Ausgabe: | 4. ed. |
| Schriftenreihe: | Communication series
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverz. Inhaltsverzeichnis |
| Beschreibung: | XVI, 425 S. Ill., graph. Darst. |
| ISBN: | 9780415805674 0415805678 9780415805681 0415805686 9780203870327 0203870328 |
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Datensatz im Suchindex
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Titel: The dynamics of persuasion
Autor: Perloff, Richard M
Jahr: 2010
Contents
Preface xv
Acknowledgments xvii
Part l FOUNDATIONS l
1 Introduction to Persuasion 3
Persuasion: Constancies and Changes 4
The Sheer Number ofPersuasive Communications Has Grown Exponentially 5
Persuasive Messages Travel Faster Than Ever Before 5
Persuasion Has Become Institutionalized 8
Persuasive Communication Has Become More Subtle and Devious 9
Persuasive Communication Is More Complex and Impersonal 10
Foundations of Persuasion 10
Defining Persuasion 11
Persuasion Is a Symbolic Process 12
Persuasion Involves an Attempt to Influence 12
People Persuade Themselves 13
Persuasion Involves the Transmission ofa Message 14
Persuasion Requires Free Choice 15
Persuasion Versus Coercion 16
The Bad Boys of Persuasion 19
Understanding Persuasive Communication Effects 24
Historical Review of Persuasion Scholarship 26
Ancient Greece: "IVs All Sophos to Me" 26
The First Scientist of Persuasion 27
A Breezy Tour ofRome and the Centuries That Followed 28
Rhetorical Developments in the United States 28
Origins ofthe Social Scientific Approach 29
The Contemporary Study of Persuasion 31
Seeing the Big Picture 33
Persuasion and Ethics 34
The Present Approach 36
Conclusions 37
Attitudes: Definition and Structure 40
The Concept of Attitüde 41
Characteristics of Attitudes 43
Attitudes Are Learned 43
Attitudes Are Global, Typically Emotional, Evaluations 44
Attitudes Influence Thought and Action 45
Values and Beliefs 46
Structure of Attitudes 50
Expectancy-Value Approach 50
Affect, Symbols, and Ideologies 52
The Role of Ideology 53
Attitüde Structure and Persuasion 54
Are Attitudes Internally Consistent? 55
Intra-Attitudinal Consistency 55
Balancing Things Out 57
The Psychology of Strong Attitudes 59
Attitudes and Information Processing 62
Social Judgment Theory 62
Attitüde Accessibility 72
Implicit Attitudes 76
Conclusions 78
Attitudes: Functions and Consequences 80
Functions of Attitudes 80
Overview 80
Attitudes and Persuasion 83
Attitudes and Behavior 88
Historical Background 89
Situational Factors 90
Characteristics ofthe Person 91
Characteristics ofthe Attitüde 92
Models of Attitude-Behavior Relations 95
Theory of Reasoned Action 95
Theory of Planned Behavior 100
Accessibility Theory 101
Implications for Persuasion 102
Judging Consistency 103
Conclusions 105
4 Attitüde Measurement 107
Overview 107
Questionnaire Measures of Attitüde ioS
Likert Scale 108
Guttman Scale 111
Semantic Differential 111
Pitfalls in Attitüde Measurement 112
Policy Implications 115
Asking Good Questions n8
Open-Ended Measures 119
Indirect Methods to Measure Attitudes 119
Conclusions 122
Part 2 CHANGINC ATTITUDES AND BEHAVIOR 123
5 Processing Persuasive Communications 125
Historical Foundations 126
Elaboration Likelihood Model 130
Main Principles 130
Peripheral Processing In Real Life 141
The Oprah Book Club Effect 141
The Electoral Road Show 142
Jargon 143
SeducedByA Quick Fix 144
Central Processing 145
Complications and Criticisms 147
Criticisms and Reconciliations 149
Conclusions 152
6 "Who Says It": Source Factors in Persuasion 155
Understanding the Communicator 158
Authority 159
Credibility 166
Social Attractiveness 174
Conclusions 182
7 Message Factors 184
Understandingthe Message 184
Message Structure 185
One or Two Sides? 185
Conclusion Drawing 186
Continuing Issues 187
Evidence 187
The Other Side of Evidence: The Case ofCase Histories 190
Summary 192
Fear Appeals 194
The Psychology of Fear 196
A Theory of Fear Appeals 198
Applying Theory to the Real World 202
Summary 207
Cuilt Appeals 207
Language 209
Speed of Speech 210
Powerless Versus Powerful Speech 211
Language Intensity 213
Political Language 217
Conclusions 219
8 Personality and Persuasion 224
The Myth ofthe Vulnerable Other 224
Summary 226
Need for Cognition 226
Self-Monitoring229
Dogmatism 230
Additional Issues 232
Other Personality Factors 232
Conclusions 233
9 Cognitive Dissonance Theory 236
Foundations 238
Dissonance and Decision Making239
Dissonance and Expenditure of Effort 241
Applications 243
Induced Compliance 243
Applications 246
Explanations and Controversies 247
Unpleasant Consequences + Responsibility = Dissonance 248
Dissonance Occurs When You Are Concerned That You Look Bad in Front
ofOthers 248
Dissonance Involves a Threat to Self-Esteem 248
It 's Not Dissonance, but Self-Perception 249
The Dissonance Debate: Intellectual Issues 249
Summary 250
Dissonance and Persuasion 253
Conclusions 256
10 Interpersonal Persuasion 258
Foot-in-the-Door 259
Why Doeslt Work? 260
When Does It Work? 261
Door-in-the-Face 261
Why Doeslt Work? 262
When Does It Work? 265
Applications 265
Other Compliance Techniques 265
Summary 269
Compliance-Caining 271
Contextual Influences 274
Individual Differences 275
Complications 277
Summary, Criticisms, and Applications 278
Ethical Issues 281
Conclusions 283
Part 3 PERSUASION IN AM ERICAN SOCIETY 285
11 Advertising 287
TheSubliminal Myth 288
Definition 289
Effects 290
Self-Fulfilling Prophecies and Beyond 294
The Psychology of Low Involvement 296
Mere Exposure 296
The Magic of Association 298
Peripheral Processing 308
High Involvement 309
Summary 313
The Role of Personality 314
Advertising Ethics 315
Conclusions 319
12 Communication Campaigns 323
Thinking About Campaigns 324
Locating Effects 326
Theoretical Perspectives 326
Diffusion Theory 327
Social Marketing 331
Campaign Effects 336
The McGruff Crime Prevention Project338
Antismoking and Cardiovascular Risk Reduction Campaigns 340
State Antismoking Campaigns 342
Macrosocial Picture 342
Antidrinking Campaigns 343
The Designated Driver Campaign 344
Social-Norms Marketing 345
Drug Prevention Campaigns 350
Interventions to Reduce Health-Care Disparities 351
Complicating Factors 353
Values and Ethics 354
Conclusions 356
References 360
Subject Index 401
Author Index 413 |
| any_adam_object | 1 |
| author | Perloff, Richard M. |
| author_facet | Perloff, Richard M. |
| author_role | aut |
| author_sort | Perloff, Richard M. |
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| building | Verbundindex |
| bvnumber | BV026838202 |
| classification_rvk | AP 16800 CV 3500 |
| ctrlnum | (OCoLC)695874574 (DE-599)BSZ324192487 |
| dewey-full | 153.852 |
| dewey-hundreds | 100 - Philosophy & psychology |
| dewey-ones | 153 - Conscious mental processes & intelligence |
| dewey-raw | 153.852 |
| dewey-search | 153.852 |
| dewey-sort | 3153.852 |
| dewey-tens | 150 - Psychology |
| discipline | Allgemeines Psychologie |
| edition | 4. ed. |
| format | Book |
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| spelling | Perloff, Richard M. Verfasser aut The dynamics of persuasion communication and attitudes in the 21st century Richard M. Perloff 4. ed. New York [u.a.] Routledge 2010 XVI, 425 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Communication series Psychologie (DE-588)4047704-6 gnd rswk-swf Beeinflussung (DE-588)4005203-5 gnd rswk-swf Interpersonale Kommunikation (DE-588)4129721-0 gnd rswk-swf Massenmedien (DE-588)4037877-9 gnd rswk-swf Kommunikation (DE-588)4031883-7 gnd rswk-swf Beeinflussung (DE-588)4005203-5 s Interpersonale Kommunikation (DE-588)4129721-0 s DE-188 Massenmedien (DE-588)4037877-9 s Kommunikation (DE-588)4031883-7 s Psychologie (DE-588)4047704-6 s 1\p DE-604 http://swbplus.bsz-bw.de/bsz324192487inh.htm Inhaltsverz. HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022367686&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 | Perloff, Richard M. The dynamics of persuasion communication and attitudes in the 21st century Psychologie (DE-588)4047704-6 gnd Beeinflussung (DE-588)4005203-5 gnd Interpersonale Kommunikation (DE-588)4129721-0 gnd Massenmedien (DE-588)4037877-9 gnd Kommunikation (DE-588)4031883-7 gnd |
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| title | The dynamics of persuasion communication and attitudes in the 21st century |
| title_auth | The dynamics of persuasion communication and attitudes in the 21st century |
| title_exact_search | The dynamics of persuasion communication and attitudes in the 21st century |
| title_full | The dynamics of persuasion communication and attitudes in the 21st century Richard M. Perloff |
| title_fullStr | The dynamics of persuasion communication and attitudes in the 21st century Richard M. Perloff |
| title_full_unstemmed | The dynamics of persuasion communication and attitudes in the 21st century Richard M. Perloff |
| title_short | The dynamics of persuasion |
| title_sort | the dynamics of persuasion communication and attitudes in the 21st century |
| title_sub | communication and attitudes in the 21st century |
| topic | Psychologie (DE-588)4047704-6 gnd Beeinflussung (DE-588)4005203-5 gnd Interpersonale Kommunikation (DE-588)4129721-0 gnd Massenmedien (DE-588)4037877-9 gnd Kommunikation (DE-588)4031883-7 gnd |
| topic_facet | Psychologie Beeinflussung Interpersonale Kommunikation Massenmedien Kommunikation |
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