Persuasive communication:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
Guilford Press
2003
|
| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XV, 351 S. graph. Darst. |
| ISBN: | 9781572307025 1572307021 |
Internformat
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV040691442 | ||
| 003 | DE-604 | ||
| 005 | 20130222 | ||
| 007 | t | ||
| 008 | 130122s2003 d||| |||| 00||| eng d | ||
| 020 | |a 9781572307025 |9 978-1-57230-702-5 | ||
| 020 | |a 1572307021 |9 1-57230-702-1 | ||
| 035 | |a (OCoLC)828789895 | ||
| 035 | |a (DE-599)BVBBV040691442 | ||
| 040 | |a DE-604 |b ger | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-355 |a DE-19 | ||
| 084 | |a ER 990 |0 (DE-625)27788: |2 rvk | ||
| 100 | 1 | |a Stiff, James B. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Persuasive communication |c James B. Stiff ; Paul A. Mongeau |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a New York [u.a.] |b Guilford Press |c 2003 | |
| 300 | |a XV, 351 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 0 | 7 | |a Kommunikationsmodell |0 (DE-588)4140666-7 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Sozialpsychologie |0 (DE-588)4055891-5 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Gesprächsführung |0 (DE-588)4124995-1 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Beeinflussung |0 (DE-588)4005203-5 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Kommunikation |0 (DE-588)4031883-7 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Sozialpsychologie |0 (DE-588)4055891-5 |D s |
| 689 | 0 | |5 DE-604 | |
| 689 | 1 | 0 | |a Gesprächsführung |0 (DE-588)4124995-1 |D s |
| 689 | 1 | |5 DE-604 | |
| 689 | 2 | 0 | |a Kommunikationsmodell |0 (DE-588)4140666-7 |D s |
| 689 | 2 | |5 DE-604 | |
| 689 | 3 | 0 | |a Beeinflussung |0 (DE-588)4005203-5 |D s |
| 689 | 3 | 1 | |a Kommunikation |0 (DE-588)4031883-7 |D s |
| 689 | 3 | |8 1\p |5 DE-604 | |
| 700 | 1 | |a Mongeau, Paul A. |e Verfasser |0 (DE-588)135773768 |4 aut | |
| 856 | 4 | 2 | |m Digitalisierung UB Regensburg |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025672175&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-025672175 | ||
| 883 | 1 | |8 1\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
Datensatz im Suchindex
| _version_ | 1804149989543247872 |
|---|---|
| adam_text | Contents
Part I. Fundamental Issues in Persuasion Research
1
Concepts, Definitions, and Basic Distinctions
3
Defining Persuasion
4
Defining the Attitude Construct
11
The Role of Attitude in Persuasion Research
19
Summary
26
Notes
26
Investigating Persuasive Communication
27
Common Sense versus Social Science
28
Scientific Methods of Persuasive Communication Inquiry
31
Summary
53
Notes
53
Examining the Attitude-Behavior Relationship
55
The LaPiere Study
56
Characteristics of Attitudes and Behaviors
57
Ajzen and Fishbein s Theory of Reasoned Action
60
Factors Moderating the Attitude-Behavior Relationship
68
Summary
75
Notes
76
The Effects of Behavior on Attitudes
78
The CAA Research Paradigm
79
A Theory of Cognitive Dissonance
80
Alternative Theoretical Explanations
88
Arousal, CAA, and Attitude Change
90
Integration of Cognitive Dissonance and Self-Perception
Theories
94
Summary
99
Notes
100
xiii
xiv Contents
Part II. Components of Persuasive Transactions
101
5
Source Characteristics in Persuasive Communication
103
Source Credibility
104
Related Source Characteristics
119
Summary
125
Notes
126
6
Persuasive Message Characteristics:
127
Rational Appeals
A Note about Rational and Emotional Appeals
128
Rational Persuasive Appeals
128
Filling in the Blanks
142
Summary
143
Notes
144
7
Persuasive Message Characteristics:
145
Emotional Appeals
Fear Appeals
147
Guilt and Persuasion
159
The Choice between Rational and Emotional Appeals
162
Summary
163
Notes
164
8
Receiver Characteristics
165
Sex/Gender Differences in Persuasibility
166
Message Discrepancy and Persuasion
170
Receiver Involvement and Persuasion
181
Function Matching
186
Summary
187
Notes
188
9
Characteristics of Persuasive Settings
189
Mode of Message Presentation
190
Persuasive Effects of Distracting Stimuli
194
Persuasive Influences of Collectives
199
Summary
210
Part III. Persuasion Models
211
10
Cognitive Models of Persuasion
213
The Persuasive Effects of Mere Thought
214
The Elaboration Likelihood Model of Persuasion
217
The Heuristic Model of Persuasion
230
The Unimodel
233
Summary
235
Notes
236
Contents xv
11 Models
of
Interpersonal
Compliance
237
Compliance-Gaining
Message
Selection
239
Sequential Request Strategies
246
Summary
257
Notes
257
12
Producing and Resisting Influence Messages
259
Goals, Plans, and Action in Interpersonal Influence
260
Resisting Influence Attempts
272
Summary
280
Notes
281
13
Persuasive Communication Campaigns
282
Persuasive Communication Campaigns
282
Inoculation Theory
286
Social Cognitive Theory
294
Reconsidering Health Promotion Campaigns
302
Summary
305
Notes
305
References
307
Index
339
About the Authors
351
|
| any_adam_object | 1 |
| author | Stiff, James B. Mongeau, Paul A. |
| author_GND | (DE-588)135773768 |
| author_facet | Stiff, James B. Mongeau, Paul A. |
| author_role | aut aut |
| author_sort | Stiff, James B. |
| author_variant | j b s jb jbs p a m pa pam |
| building | Verbundindex |
| bvnumber | BV040691442 |
| classification_rvk | ER 990 |
| ctrlnum | (OCoLC)828789895 (DE-599)BVBBV040691442 |
| discipline | Sprachwissenschaft Literaturwissenschaft |
| edition | 2. ed. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01955nam a2200493zc 4500</leader><controlfield tag="001">BV040691442</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20130222 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">130122s2003 d||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781572307025</subfield><subfield code="9">978-1-57230-702-5</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1572307021</subfield><subfield code="9">1-57230-702-1</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)828789895</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV040691442</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-355</subfield><subfield code="a">DE-19</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">ER 990</subfield><subfield code="0">(DE-625)27788:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Stiff, James B.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Persuasive communication</subfield><subfield code="c">James B. Stiff ; Paul A. Mongeau</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">2. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">New York [u.a.]</subfield><subfield code="b">Guilford Press</subfield><subfield code="c">2003</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XV, 351 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Kommunikationsmodell</subfield><subfield code="0">(DE-588)4140666-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Sozialpsychologie</subfield><subfield code="0">(DE-588)4055891-5</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Gesprächsführung</subfield><subfield code="0">(DE-588)4124995-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Beeinflussung</subfield><subfield code="0">(DE-588)4005203-5</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Kommunikation</subfield><subfield code="0">(DE-588)4031883-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Sozialpsychologie</subfield><subfield code="0">(DE-588)4055891-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="1" ind2="0"><subfield code="a">Gesprächsführung</subfield><subfield code="0">(DE-588)4124995-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="2" ind2="0"><subfield code="a">Kommunikationsmodell</subfield><subfield code="0">(DE-588)4140666-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="3" ind2="0"><subfield code="a">Beeinflussung</subfield><subfield code="0">(DE-588)4005203-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="3" ind2="1"><subfield code="a">Kommunikation</subfield><subfield code="0">(DE-588)4031883-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="3" ind2=" "><subfield code="8">1\p</subfield><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Mongeau, Paul A.</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)135773768</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">Digitalisierung UB Regensburg</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025672175&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-025672175</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">1\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield></record></collection> |
| id | DE-604.BV040691442 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T00:31:47Z |
| institution | BVB |
| isbn | 9781572307025 1572307021 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-025672175 |
| oclc_num | 828789895 |
| open_access_boolean | |
| owner | DE-355 DE-BY-UBR DE-19 DE-BY-UBM |
| owner_facet | DE-355 DE-BY-UBR DE-19 DE-BY-UBM |
| physical | XV, 351 S. graph. Darst. |
| publishDate | 2003 |
| publishDateSearch | 2003 |
| publishDateSort | 2003 |
| publisher | Guilford Press |
| record_format | marc |
| spelling | Stiff, James B. Verfasser aut Persuasive communication James B. Stiff ; Paul A. Mongeau 2. ed. New York [u.a.] Guilford Press 2003 XV, 351 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Kommunikationsmodell (DE-588)4140666-7 gnd rswk-swf Sozialpsychologie (DE-588)4055891-5 gnd rswk-swf Gesprächsführung (DE-588)4124995-1 gnd rswk-swf Beeinflussung (DE-588)4005203-5 gnd rswk-swf Kommunikation (DE-588)4031883-7 gnd rswk-swf Sozialpsychologie (DE-588)4055891-5 s DE-604 Gesprächsführung (DE-588)4124995-1 s Kommunikationsmodell (DE-588)4140666-7 s Beeinflussung (DE-588)4005203-5 s Kommunikation (DE-588)4031883-7 s 1\p DE-604 Mongeau, Paul A. Verfasser (DE-588)135773768 aut Digitalisierung UB Regensburg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025672175&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 | Stiff, James B. Mongeau, Paul A. Persuasive communication Kommunikationsmodell (DE-588)4140666-7 gnd Sozialpsychologie (DE-588)4055891-5 gnd Gesprächsführung (DE-588)4124995-1 gnd Beeinflussung (DE-588)4005203-5 gnd Kommunikation (DE-588)4031883-7 gnd |
| subject_GND | (DE-588)4140666-7 (DE-588)4055891-5 (DE-588)4124995-1 (DE-588)4005203-5 (DE-588)4031883-7 |
| title | Persuasive communication |
| title_auth | Persuasive communication |
| title_exact_search | Persuasive communication |
| title_full | Persuasive communication James B. Stiff ; Paul A. Mongeau |
| title_fullStr | Persuasive communication James B. Stiff ; Paul A. Mongeau |
| title_full_unstemmed | Persuasive communication James B. Stiff ; Paul A. Mongeau |
| title_short | Persuasive communication |
| title_sort | persuasive communication |
| topic | Kommunikationsmodell (DE-588)4140666-7 gnd Sozialpsychologie (DE-588)4055891-5 gnd Gesprächsführung (DE-588)4124995-1 gnd Beeinflussung (DE-588)4005203-5 gnd Kommunikation (DE-588)4031883-7 gnd |
| topic_facet | Kommunikationsmodell Sozialpsychologie Gesprächsführung Beeinflussung Kommunikation |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025672175&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT stiffjamesb persuasivecommunication AT mongeaupaula persuasivecommunication |