Persuasion : social influence and compliance gaining /: social influence and compliance gaining. (2022)

• Record Type: Book
• Further Information: Note: Robert H. Gass, John S. Seiter.
• Authors: Gass, Robert H; Seiter, John S
• Contents: Preface Acknowledgements Chapter 1: Why Study Persuasion? Aims and Goals Persuasion is not a Dirty Word Persuasion is Our Friend The Pervasiveness of Persuasion: You Can Run but You Can’t Hide Online Persuasion: Please Like, Follow, or Share Me Influencers Keeping it Real: Authenticity is Key Mega and Micro Influencers The Digital Downside: Ignominies of Influencers Tipping Points, Viral Marketing, and Word of Mouth Über Influencers Orchestrating the Next Big Thing Infectious or Inexplicable? Nudges: Sometimes Less Is More eWOM: Digital Buzz Sponsored Content and Advertorials: The Native Advertisers Are Getting Restless Opinion Mining and Sentiment Tracking: I Feel You Gamification: You’ve Got Game Crowdsourcing and Crowdfunding: Hive Mind and Hive Money Persuasive Technology: My Heart Says Yes, but My Watch Says No Persuasion in the Sciences Persuasion in the Arts Other Not-So-Obvious Contexts for Persuasion Weird Persuasion Persuasion in Interpersonal Settings Five Benefits of Studying Persuasion The Instrumental Function: Be All That You Can Be The Knowledge and Awareness Function: Inquiring Minds Want to Know The Defensive Function: Duck and Cover The Debunking Function: Puh-Shaw Well-Being and Self-Worth: I Feel Good Two Criticisms of Persuasion Does Learning About Persuasion Foster Manipulation? Are Persuasion Findings Too Inconsistent or Confusing? Ethical Concerns about the Use of Persuasion Summary References Chapter 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 Summary References Chapter 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 Likert Scales Semantic Differential Scales Visually Oriented Scales Pitfalls in Measuring Attitudes Implicit Measures: What’s Rattling Around Inside Your Brain? Implicit Association Test (IAT) Other Implicit Measures More Roundabout Ways of Measuring Attitudes Judging a Book by Its Cover—Appearances Birds of a Feather—Associations You Are What You Do—Behavior 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 Associate Networks: Your Mind is a Web Manufacturing Favorable Associations: Jiggling the Web Brands and Branding: That’s the Life Who Are You Wearing? 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 Brand Loyalty: Accept No Substitute Write and Tell Us Why You Love This Book in 24 Words or Less Marketing Inconsistency Capitalizing on Inconsistency Cognitive Dissonance Theory (CDT) Cognitive Dissonance and Buyer’s Remorse Polarization of Alternatives Cognitive Dissonance, Self-Image, and Culture Factors That Affect the Magnitude of Dissonance Dissonance and Persuasion: Putting It All Together Forbidden Fruit: Psychological Reactance Counterattitudinal Advocacy: Playing Devil’s Advocate I’m All in: Increasing Commitment Commitments Can "Grow Legs" Throwing Good Money After Bad Summary References Chapter 4: Credibility Celebrity Selling Power: The Answer is in the Stars Sell-ebrities: How Do They Do It? Catch a Falling Star What is Credibility? Credibility Is a Receiver-Based Construct Credibility Is a Multidimensional Construct Credibility Is a Situational/Contextual Phenomenon Credibility Is Dynamic The Ingredients of Credibility Primary Dimensions of Credibility Expertise Trustworthiness Goodwill Secondary Dimensions of Credibility The Factor Analytic Approach and the Real World Credibility as a Peripheral Cue It’s what’s Up Front that Counts The Sleeper Effect Credibility and Image Management Interpersonal Credibility, Impression Management, Facework, and Accounts Strategies for Enhancing Credibility: Get Your Mojo Working Summary References Chapter 5: Communicator Characteristics and Persuasion Demographic Variables and Persuasion Age and Persuasion: Pretty Please With Sugar on Top Gender Differences and Persuasion: The Times, They Aren’t a-Changin’ Ethnicity, Culture, and Persuasion: "Me" and "We" Perspectives Intelligence and Persuasion: Dumb and Dumber Psychological and Communication States and Traits Self-Esteem and Persuasion: Feelin’ Kinda Low Anxiety and Persuasion: Living in Fear Preference for Consistency: I Wouldn’t Change a Thing Self-Monitoring and Persuasion: Periscope Up Ego Involvement: Not Budging an Inch Persuasion by Degrees Changes in Attitude, Changes in Latitude Assimilation–Contrast Phenomenon: The Great Divide Baby Steps: Nudging Someone Along Issue Involvement: What’s This Have to Do With Me? Dogmatism, Authoritarianism, and Social Vigilantism: You Can’t Teach an Old Dog New Tricks Narcissism: How Do I Love Me? Let Me Count the Ways Cognitive Complexity and Need for Cognition Persuasion and Aggression: Sticks and Stones Analyzing and Adapting to Audiences Pay Attention to the Situation Keep Your Audience’s Mind in Mind Remember the Importance of Audience States and Traits Don’t Forget About Audience Demographics Summary References Chapter 6: Conformity and Influence in Groups Conformity as Persuasion: In with the Crowd In the Beginning: Early Research on Conformity Effects Variables Related to Conformity Does Group Size Affect Conformity? The More the Scarier? Security in Numbers: The Effect of More Than One Dissenter Emotional Reaction of the Majority: Foaming at the Mouth Moral Conviction: Wrong Is Wrong? Indoctrination: Intense Initiations and Mindless Membership Identification and Conformity: You’re My Kind of People Social Proof: Using the Sheep Factor to Persuade Others Descriptive versus Injunctive Norms: It Is What It Is, but Should It Be? Ostracism: Shuns and Guns Deindividuation, Social Loafing, and Social Facilitation: Gettin
• Edition: Seventh edition
• Publisher Details: London : Routledge
• Publication Date: 2022
• Extent: 1 online resource, illustrations (black and white, and colour)
• Subjects: 303.342; Persuasion (Psychology); Influence (Psychology); Manipulative behavior
• Languages: English
• ISBNs: 9781000556773; 9781000556742; 9781003081388
• Related ISBNs: 9780367533199; 9780367528485
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; resource not viewed.
• 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.