Persuasion : theory and research /: theory and research. ([2016])

• Record Type: Book
• Further Information: Note: Daniel J. O'Keefe.
• Authors: O'Keefe, Daniel J
• Contents: Preface; Chapter 1: Persuasion, Attitudes, and Actions; The Concept of Persuasion; The Concept of Attitude; Attitude Measurement Techniques; Attitudes and Behaviors; Assessing Persuasive Effects; Conclusion; Notes; Chapter 2: Social Judgment Theory; Judgments of Alternative Positions on an Issue; Reactions to Communications; Critical Assessment; Conclusion; Notes; Chapter 3: Functional Approaches to Attitude; A Classic Functional Analysis; Subsequent Developments; Commentary; Conclusion; Notes; Chapter 4: Belief-Based Models of Attitude; Summative Model of Attitude; Research Evidence and Commentary; Conclusion; Notes; Chapter 5: Cognitive Dissonance Theory; General Theoretical Sketch; Some Research Applications; Revisions of, And Alternatives to, Dissonance Theory; Conclusion; Notes; Chapter 6: Reasoned Action Theory; The Reasoned Action Theory Model; Influencing Intentions; Intentions and Behaviors; Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory; Commentary; Conclusion; Notes; Chapter 7: Stage Models; The Transtheoretical Model; The Distinctive Claims of Stage Models; Other Stage Models; Conclusion; Notes; Chapter 8: Elaboration Likelihood Model; Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion; Factors Affecting the Degree of Elaboration; Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion; Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion; Multiple Roles for Persuasion Variables; Adapting Persuasive Messages. To Recipients Based on the ELM; Commentary; Conclusion; Notes; Chapter 9: The Study of Persuasive Effects; Experimental Design and Causal Inference; Two General Challenges in Studying Persuasive Effects; Conclusion; Notes; Chapter 10: Communicator Factors; Communicator Credibility; Liking; Other Communicator Factors; Conclusion; Notes; Chapter 11: Message Factors; Message Structure and Format; Message Content; Sequential Request Strategies; Conclusion; Notes; Chapter 12: Receiver Factors; Individual Differences; Transient Receiver States; Influencing Susceptibility to Persuasion; Conclusion; Notes; References; Author Index; Subject Index; About the Author.
• Edition: Third edition
• Publisher Details: Los Angeles : SAGE Publications
• Publication Date: 2016
• Extent: 1 online resource (xix, 387 pages)
• Subjects: 153.852; Persuasion (Psychology); Persuasion (Psychology)
• Languages: English
• ISBNs: 9781483309712; 1483309711; 9781483315102
• Related ISBNs: 148331510X; 9781452276670
• Notes: Note: Includes bibliographical references and index.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.