Persuasion: social influence and compliance gaining
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY
Routledge, Taylor & Francis Group
2018
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| Ausgabe: | Sixth edition |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Klappentext |
| Beschreibung: | xviii, 450 Seiten Illustrationen |
| ISBN: | 9781138630611 9780815358213 |
Internformat
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| 245 | 1 | 0 | |a Persuasion |b social influence and compliance gaining |c Robert H. Gass, John S. Seiter |
| 250 | |a Sixth edition | ||
| 264 | 1 | |a New York, NY |b Routledge, Taylor & Francis Group |c 2018 | |
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| 650 | 4 | |a Persuasion (Psychology) | |
| 650 | 4 | |a Influence (Psychology) | |
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Datensatz im Suchindex
| _version_ | 1804178506973708288 |
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| adam_text | Preface for the Sixth Edition xuii
Acknowledgments xix
1. Why Study Persuasion? 1
Aims and Goals 3
Persuasion Is Not a Dirty Word 4
Persuasion Is Our Friend 4
The Pervasiveness of Persuasion: You Can Run but You
Can’t Hide 5
Tipping Points, Buzz Marketing, and Word of Mouth 5
Nudges: Sometimes Less Is More 7
New Persuasion: Digital and Online Influence 7
eWOM: Digital Buzz 8
Sponsored Content: The Native Advertisers Are Getting
Restless 8
Opinion Mining and Sentiment Tracking: I Feel You 8
Gamification: You’ve Got Game 9
Crowdsourcing and Crowdfunding: Lending a Helping Hand 9
Persuasive Technology: My Heart Says Yes, but My Watch
Says No 11
Persuasion in the Sciences 11
Persuasion in the Arts 12
Other Not-So-Obvious Contexts for Persuasion 12
Weird Persuasion 13
Persuasion in Interpersonal Settings 14
Five Benefits of Studying Persuasion 15
The Instrumental Function: Be All That You Can Be 15
The Knowledge and Awareness Function: Inquiring Minds
Want to Know 16
The Defensive Function: Duck and Cover 17
The Debunking Function: Puh-Shaw 17
Well-Being and Self-Worth: 1 Feel Good 17
Two Criticisms of Persuasion 19
Does Learning About Persuasion Foster Manipulation? 19
Are Persuasion Findings Too Inconsistent or Confusingf 20
Ethical Concerns About the Use of Persuasion 23
c
2. What Constitutes Persuasion?
Pure Versus Borderline Cases of Persuasion
Limiting Criteria for Defining Persuasion
Intentionality
Effects
Free Will and Conscious Awareness
Symbolic Action
Interpersonal Versus Intrapersonal
A Model of the Scope of Persuasion
The Context for Persuasion
A Working Definition of Persuasion
So What Isn’t Persuasion?
Dual Processes of Persuasion
The Elaboration Likelihood Model of Persuasion
The Heuristic Systematic Model of Persuasion
The Unimodel of Persuasion
3. Attitudes and Consistency
What Is an “Attitude” in 20 Words or Less?
So How Do You Measure the Durn Things?
Explicit Measures: Self-Report Scales
Visually Oriented Scales
Pitfalls in Measuring Attitudes
Implicit Measures: What’s Rattling Around Inside Your Brain?
More Roundabout Ways of Measuring Attitudes
Physiological Measures of Attitude
The Reasoned Action Approach (RAA)
Behavioral Beliefs and Attitudes: Believe It or Not
Normative Beliefs: It’s What the Cool Kids Are Doing
Perceived Behavioral Control: I Got This
The Persistence of Attitudes
Attitudes as Associative Networks: Your Mind Is a Web
Manufacturing Favorable Associations: Jiggling the Web
Brands and Branding: That’s the Life
Who Are You Wearingf Brand Personality
Authenticity: Keeping It Real
Cause-Related Marketing: The Feel-Good Factor
Sloganeering
Sponsorship
Psychological Consistency
The Inner Peace of Consistency
Methods of Maintaining Consistency
Marketing Strategies: How to Have Your Cake and Eat It Too
NTENTS
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CONTENTS
Brand Loyalty: Accept No Substitute 68
Write and Tell Us Why You Love This Book in 24 Words
or Less 68
Marketing Inconsistency 70
Capitalizing on Inconsistency 71
Cognitive Dissonance Theory (CDT) 71
Cognitive Dissonance and Buyer’s Remorse 72
Polarization of Alternatives 72
Cognitive Dissonance, Self-Image, and Culture 72
Factors That Affect the Magnitude of Dissonance 73
Dissonance and Persuasion: Putting It All Together 73
Forbidden Fruit: Psychological Reactance 73
Counterattitudinal Advocacy: Playing Devil’s Advocate 74
I’m All In: Increasing Commitment 75
Commitments Can “Grow Legs33 75
4. Credibility 83
Celebrity Selling Power: The Answer Is in the Stars 84
The Match-Up Hypothesis: Why Jonah Hill Should Not Be
Revlon’s Spokesperson 85
Catch a Falling Star 85
What Is Credibility? 86
Credibility Is a Receiver-Based Construct 86
Credibility Is a Multidimensional Construct 86
Credibility Is a Situational/Contextual Phenomenon 87
Credibility Is Dynamic 87
The Factor Analytic Approach to Credibility 87
Primary Dimensions of Credibility 87
Secondary Dimensions of Credibility 90
The Factor Analytic Approach and the Real World 91
Credibility as a Peripheral Cue 92
It’s What’s Up Front That Counts 92
The Sleeper Effect 92
Credibility and Image Management 94
Interpersonal Credibility, Impression Management, Facework,
and Accounts 95
Strategies for Enhancing Credibility: Get Your Mojo Working 97
5. Communicator Characteristics and Persuasion 104
Demographic Variables and Persuasion 105
Age and Persuasion: Pretty Please With Sugar on Top 105
Gender Differences and Persuasion: The Times, They Aren’t
a-Changin3
108
X
CONTENTS
Ethnicity} Culture, and Persuasion: “Me” and “We”
Perspectives 110
Intelligence and Persuasion: Dumb and Dumber 112
Psychological and Communication States and Traits 112
Self-Esteem and Persuasion: Peelin Kinda Low 112
Anxiety and Persuasion: Living in Fear 113
Preference for Consistency: I Wouldn t Change a Thing 113
Self-Monitoring and Persuasion: Periscope Up 114
Ego Involvement: Not Budging an Inch 115
Issue Involvement: What s This Have to Do With Me? 118
Dogmatism, Authoritarianism, and Social Vigilantism: You Can t
Teach an Old Dog New Tricks 118
Narcissism: How Do I Love Me? Let Me Count the Ways 120
Cognitive Complexity and Need for Cognition 120
Persuasion and Aggression: Sticks and Stones 121
Analyzing and Adapting to Audiences 122
Pay Attention to the Situation 124
Keep Your Audience s Mind in Mind 126
Remember the Importance of Audience States and Traits 126
Don t Forget About Audience Demographics 127
6. Conformity and Influence in Groups 134
Conformity as Persuasion: In With the Crowd 135
In the Beginning: Early Research on Conformity Effects 136
Variables Related to Conformity 137
Social Proof: Using the Sheep Factor to Persuade Others 145
Ostracism: Shuns and Guns 147
Deindividuation, Social Loafing, and Social Facilitation:
Getting Lost in the Crowd 148
What a Riot: An Examination of Deindividuation 148
Social Loafing: Not Pulling Your Own Weight 150
Social Facilitation: Would You Rather Be Alone? 153
How Groups Affect Decision Making: To Risk or Not to Risk 153
7. Language and Persuasion 162
Symbols, Meaning, and Persuasion: The Power of Babble 163
Connotative and Denotative Meaning: That s Not How I See It 163
Ultimate Terms: Speak of the Devil 164
Aphorisms and Familiar Phrases: That Rings a Bell 166
Metaphors: One and the Same 167
The Power of Labeling 167
Euphemisms and Doublespeak: Making the Worse Appear the
Better and Vice Versa
170
CONTENTS
Language Intensity, Vividness, and Offensiveness 172
##@////##; Profanity and Persuasion 172
Political Correctness 174
The Effects of Vividness: A Picture’s Worth a Thousand Words 175
Language Intensity 175
Powerless Language and Persuasion: Urn’s the Word 177
8. Nonverbal Influence 183
The Direct Effects Model of Immediacy 185
Types of Nonverbal Communication 186
Kinesics: Head, Shoulders, Knees and Toes, Knees and Toes 186
Haptics: Reach Out and Touch Someone 191
Keep Your Distance f Proxemics and Persuasion 192
Chronetnics: All Good Things to Those Who Wait? 194
Artifacts and Physical Features of the Environment: Dress
for Success 195
Physical Appearance: Of Beauties and Beasts 198
Paralinguistics and Persuasion: Pump Up the Volumef 201
9_ Structuring and Ordering Persuasive Messages 210
Implicit and Explicit Conclusions: Let Me Spell It Out for You 211
Gain-Framed Versus Loss-Framed Messages: Keep on the
Sunny Side? 212
Quantity Versus Quality of Arguments: The More the Merrier? 213
The Use of Evidence: The Proof’s Not in the Pudding 214
Repetition and Mere Exposure: You Can Say That Again 216
Order Effects and Persuasion: First Things First 218
Primacy and Recency Effects: The First Shall Be Last, and the
Last Shall Be First 218
An Ounce of Prevention: Inoculation, Message-Sidedness,
and Forewarning 220
Inoculation Theory: Of Needles and Arguments 221
One-Sided Versus Two-Sided Messages: Both Sides Now 224
Forewarning: You’d Better Watch Out 225
10. Compliance Gaining 235
Actions Speak the Loudest: A Definition of Compliance Gaining 236
In the Beginning: The Roots of Compliance-Gaining Research 237
Situation: The “It Depends” of Compliance-Gaining Behavior 239
Seeking Compliance From Strangers and Intimates 240
Power, Legitimacy, and Politeness 244
Who Are You? Individual Characteristics and Compliance-Gaining
Behavior 246
CONTENTS
The Study of Compliance-Gaining Goals: Eyes on the Prize
How Goals Bring Meaning to Compliance-Gaining Situations:
What’s It All About, Alfie?
Primary and Secondary Goals: Wanting and Eating Your Cake
Problems Facing Compliance Research: Trouble in Paradise
Compliance Gaining in Action: Seeing Is Believing
249
249
250
252
254
11. Sequential Persuasion
Pregiving: The Old ‘TIl-Scratch-Your-Back-if-Youll-Scratch-Mine”
Approach
Why Is the Pregiving Tactic Persuasive ?
Foot in the Door: The “Give-Me-an-Inch*and-I’ll-Take-a-Mile”
Tactic
Why Is a Foot in the Door So Persuasive?
When Does a Foot in the Door Work?
The Door-in-the-Face Tactic: “Ask for the Stars”
Why Is a Door in the Face So Persuasive?
When Does a Door in the Face Work?
The That’s-Not-All Tactic: Seeking Compliance by Sweetening
the Deal
The Low-Ball Tactic: Changing the Deal
Why Lowballing Works
“Sorry, We Don’t Have Any More of Those in Your Size, But..
The Bait-and-Switch Tactic
The Disrupt-Then-Reframe and Pique Techniques: Pm So Confused
Legitimizing Paltry Contributions: Even a Penny Will Help
The Evoking Freedom Technique: , But You Are Free to
Accept or Refuse”
Fear-Then-Relief and Happiness-Then-Disappointment Procedures:
The Emotional Roller Coasters of Social Influence
260
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263
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274
275
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276
12. Deception 283
What Is Deception? Lies and Damn Lies 284
Telling Lies: The Enactment of Deception 287
Theoretical Frameworks 287
What Makes a Liar Persuasive? 292
Detecting Deception: I Can See Right Through You 295
Factors That Influence Detection 295
13. Motivational Appeals 309
Intrinsic Versus Extrinsic Motivation 310
Emotion and Persuasion: Oh, What a Feeling! 311
CONTENTS
Emotions and the ELM 311
Emotional Marketing 311
Logical and Emotional Appeals: A Fuzzy Distinction 312
Fear Appeals: If You Don’t Stop Doing That, You’ll Go
Blind 312
The Stage Model: Scared Stiff 313
The Extended Parallel Process Model: Nothing to Fear but
Fear Itself 314
Negative Emotions: Woe Is Me, Shame on You 316
Humorous Appeals: Stop Me if You’ve Heard This One 318
Humor as an Indirect Form of Influence: All Kidding Aside 319
Self-Disparaging Humor: LOLing at Yourself 320
But Is Humor Persuasive? 320
Maximizing Humor’s Potential 321
Pride and Patriotism: Turning Red, White, and Blue Into Green 321
For Mature Audiences: Sex Appeals 322
How Sex Sells 323
Caveats and Cautions 323
Warmth Appeals: Straight From the Heart 324
Ingratiation: Polishing the Apple 326
Mixed Emotions: Other Appeals and Combinations of Appeals 328
14. Visual Persuasion 336
Image Is Everything 337
Overlooked and Under-Appreciated 337
The Power of Images: A Thousand Words 338
How Images Persuade 339
Iconicity: Bearing a Resemblance 339
Indexicality: Seeing Is Believing 339
Syntactic Indeterminacy: Don’t Look for Logic in Images 340
The Art of Persuasion Includes Art as Persuasion 341
The Paintbrush Is Mightier Than the Sword 341
Art and Social Change: I Must Protest 343
Cinematic Persuasion: Sex, Drugs, and Popcorn 347
Acting Out: How Movies Persuade 348
Images in Advertising: And Now a Word From Our Sponsors 351
Visual Extravaganzas: Now You’ve Got My Attention 351
Anti-Ads: You Can’t Fool Me 352
Image-Oriented Advertising: Materialism as Happinessv 352
Shock Ads: Edgy Images as Persuasion 354
Photojournalism as Persuasion: The Camera Does Lie 355
Playing Tricks With the Camera: Photographic Deception 356
CONTENTS
xiv
15. Esoteric Forms of Persuasion 363
Color as Persuasion: The Grass Is Always Greener 364
Color Coded at Birth: Dyed in the Wool 364
Colorful Associations: A Blonde Walks Into a Bar... 364
Color and Branding: Big Blue, Red Bull, and Pink
(Victoria’s Secret) 365
Color and Emotion: Mood Indigo 366
Color and Behavior: Hue Made Me Do It 367
Subliminal Influence: Hidden Messages or Hokum? 368
The Laboratory Versus the Real World 368
What Is and Isn’t Subliminal 368
Subliminal Advertising: Much Ado About Nothing 369
Subliminal Priming: That Rings a Bell 370
Not So Fast: Limitations of Subliminal Priming 370
Subaudible Messages: The Power of Suggestion 371
Backward Masking and Reverse Speech: Turn Me On,
Dead Man 371
What Advertisers Really Do 372
Neurolinguistic Programming: The Emperor’s New Clothes 372
Music as Persuasion 374
Music as a Central and Peripheral Cue 3 74
Music in Advertising and Sales 3 74
Background Music: Shop Till You Drop 375
Music Videos and Persuasion: Is Hip-Hop Harmfulf 376
Weaponizing Music: What a Buzz Kill 377
Cautions: Face the Music 377
Aroma and Persuasion 377
Perfume: Romance in a Bottle 378
Love Stinks 378
Ambient Aromas: Something Special in the Air 379
Caveats and Qualifications 381
16. The Ethics of Persuasion 390
Is Persuasion in General Unethical? 391
The Motives Color the Means 392
Ethics, Culture, and the Issue of Central Versus Peripheral
Processing 393
Ethical Questions That Can’t Be Answered Through the
Study of Persuasion 393
Our Approach: Characteristics of Ethical Influence 396
Ethics and Our Model of Persuasion 396
Persuaders as Lovers 397
Bunglers, Smugglers, and Sleuths 398
CONTENTS
xv
Ethical Issues Arising From Previous Chapters 399
Ethics and Credibility 399
Ethics and Communicator Characteristics 400
Ethics and Deception 402
Ethics of Using Threats as a Compliance-Gaining Strategy 403
Ethics and Fear Appeals 404
Ethics and Emotional Appeals 406
Ethics and Ingratiation 408
Ethics and Visual Persuasion 408
Ethics and Subliminal Influence 409
Author Index 415
Subject Index 437
Now in its sixth edition, Persuasion: Social Influence and Compliance
Gaining continues to boast an accessible voice and vibrant aesthetic
that appeals to undergraduate students of communication, psychology,
advertising, and marketing. In addition to presenting established theories
and models, this text encourages students to develop and apply general
conclusions about persuasion in real-world settings. Along the way,
students are introduced to the practice of social influence in an array of
contexts (e.g., advertising, marketing, politics, interpersonal relationships,
social media, groups) and across a variety of topics (e.g., credibility,
personality, deception, motivational appeals, visual persuasion). The new
edition features an expanded treatment of digital and social media, up-to-
date research on theory and practice, and enhanced discussions of topics
such as political campaigning, emotional marketing, olfactory influence,
and ethics. Instructors can also use the book’s downloadable test bank,
instructor’s manual, and PowerPoint slides in preparing course material.
|
| any_adam_object | 1 |
| author | Gass, Robert H. Seiter, John S. |
| author_facet | Gass, Robert H. Seiter, John S. |
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| author_sort | Gass, Robert H. |
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| classification_rvk | AP 14450 |
| ctrlnum | (OCoLC)1033603703 (DE-599)BVBBV044930876 |
| dewey-full | 153.8/52 |
| dewey-hundreds | 100 - Philosophy & psychology |
| dewey-ones | 153 - Conscious mental processes & intelligence |
| dewey-raw | 153.8/52 |
| dewey-search | 153.8/52 |
| dewey-sort | 3153.8 252 |
| dewey-tens | 150 - Psychology |
| discipline | Allgemeines Psychologie |
| edition | Sixth edition |
| format | Book |
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| id | DE-604.BV044930876 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T08:05:04Z |
| institution | BVB |
| isbn | 9781138630611 9780815358213 |
| language | English |
| lccn | 017042512 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-030323942 |
| oclc_num | 1033603703 |
| open_access_boolean | |
| owner | DE-355 DE-BY-UBR DE-1050 |
| owner_facet | DE-355 DE-BY-UBR DE-1050 |
| physical | xviii, 450 Seiten Illustrationen |
| publishDate | 2018 |
| publishDateSearch | 2018 |
| publishDateSort | 2018 |
| publisher | Routledge, Taylor & Francis Group |
| record_format | marc |
| spelling | Gass, Robert H. aut Persuasion social influence and compliance gaining Robert H. Gass, John S. Seiter Sixth edition New York, NY Routledge, Taylor & Francis Group 2018 xviii, 450 Seiten Illustrationen txt rdacontent n rdamedia nc rdacarrier Persuasion (Psychology) Influence (Psychology) Manipulative behavior Überzeugung (DE-588)4186657-5 gnd rswk-swf Manipulation (DE-588)4037348-4 gnd rswk-swf Beeinflussung (DE-588)4005203-5 gnd rswk-swf Einverständnis (DE-588)4113401-1 gnd rswk-swf Einverständnis (DE-588)4113401-1 s Beeinflussung (DE-588)4005203-5 s Manipulation (DE-588)4037348-4 s Überzeugung (DE-588)4186657-5 s DE-604 Seiter, John S. aut Erscheint auch als Online-Ausgabe 978-1-315-20930-2 Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030323942&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Regensburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030323942&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Klappentext |
| spellingShingle | Gass, Robert H. Seiter, John S. Persuasion social influence and compliance gaining Persuasion (Psychology) Influence (Psychology) Manipulative behavior Überzeugung (DE-588)4186657-5 gnd Manipulation (DE-588)4037348-4 gnd Beeinflussung (DE-588)4005203-5 gnd Einverständnis (DE-588)4113401-1 gnd |
| subject_GND | (DE-588)4186657-5 (DE-588)4037348-4 (DE-588)4005203-5 (DE-588)4113401-1 |
| title | Persuasion social influence and compliance gaining |
| title_auth | Persuasion social influence and compliance gaining |
| title_exact_search | Persuasion social influence and compliance gaining |
| title_full | Persuasion social influence and compliance gaining Robert H. Gass, John S. Seiter |
| title_fullStr | Persuasion social influence and compliance gaining Robert H. Gass, John S. Seiter |
| title_full_unstemmed | Persuasion social influence and compliance gaining Robert H. Gass, John S. Seiter |
| title_short | Persuasion |
| title_sort | persuasion social influence and compliance gaining |
| title_sub | social influence and compliance gaining |
| topic | Persuasion (Psychology) Influence (Psychology) Manipulative behavior Überzeugung (DE-588)4186657-5 gnd Manipulation (DE-588)4037348-4 gnd Beeinflussung (DE-588)4005203-5 gnd Einverständnis (DE-588)4113401-1 gnd |
| topic_facet | Persuasion (Psychology) Influence (Psychology) Manipulative behavior Überzeugung Manipulation Beeinflussung Einverständnis |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030323942&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030323942&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA |
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