Persuasion

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

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• Psicologia social, de grupo ou colectiva

Persuasion;Argumentation;Communication theory;communication research