MTU Library Catalogue

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Perspectives on persuasion, social influence, and compliance gaining / edited by John S. Seiter and Robert H. Gass.

Contributor(s): Seiter, John S | Gass, Robert H.
Material type: materialTypeLabelBookPublisher: Boston, MA : Allyn and Bacon, 2003Description: [1 v.].ISBN: 0205335233; 9780205335237.Subject(s): Persuasion (Psychology) | Influence (Psychology) | Manipulative behavior | Educational: General studies / study skills general | Psychology | Sales & marketingDDC classification: 153.852 PER
Holdings
Item type Current library Call number Copy number Status Barcode
General lending MTU Kerry North Campus Library Ground Floor Main 153.852 PER (Browse shelf(Opens below)) 1 Available 38888000776744
Total holds: 0

Enhanced descriptions from Syndetics:

This collection of chapters--written by some of the most important persuasion scholars of our time--represents the scope, depth, and richness of the field of persuasion. With contributions from authors in a wide variety of disciplines, "Perspectives On Persuasion, Social Influence, and Compliance Gaining" provides readers with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives.

Includes bibliographical references and indexes.

Table of contents provided by Syndetics

  • Preface (p. vi)
  • 1 A Rationale for Studying Persuasion (p. 1)
  • Part 1 Preliminaries: Definitions, Trends, and Theoretical Underpinnings in the Field of Persuasion (p. 9)
  • 2 Embracing Divergence: A Definitional Analysis of Pure and Borderline Cases of Persuasion (p. 13)
  • 3 Trends and Prospects in Persuasion Theory and Research (p. 31)
  • 4 Theorizing about Persuasion: Cornerstones of Persuasion Research (p. 45)
  • 5 The Elaboration Likelihood Model of Persuasion (p. 65)
  • Part 2 Persuasion Variables: Perspectives on Sources, Receivers, Channels, and Messages (p. 91)
  • 6 Source Credibility and the Elaboration Likelihood Model (p. 95)
  • 7 Argumentativeness, Verbal Aggressiveness, and Persuasion (p. 113)
  • 8 Gender Effects on Social Influence (p. 133)
  • 9 Language Expectancy Theory: Insight to Application (p. 149)
  • 10 Influential Actions: Nonverbal Communication and Persuasion (p. 165)
  • Part 3 Seeking and Resisting Compliance: Strategies and Tactics (p. 181)
  • 11 The Goals-Plans-Action Model of Interpersonal Influence (p. 185)
  • 12 Sequential Request Compliance Tactics (p. 207)
  • 13 A Review of Fear-Appeal Effects (p. 223)
  • 14 Interpersonal Deception Theory (p. 239)
  • 15 Inoculation and Resistance to Persuasion (p. 265)
  • Part 4 Contexts for Persuasion (p. 287)
  • 16 Compliance Gaining in Medical Contexts (p. 289)
  • 17 Social Influence in Close Relationships (p. 317)
  • 18 Superior-Subordinate Influence in Organizations (p. 337)
  • 19 Social Influence in Selling Contexts (p. 353)
  • Author Index (p. 372)
  • Subject Index (p. 381)