Calvary University

 Faculty of Communication

Perspectives on Persuasion,
    Social Influence, and
        Compliance Gaining

2nd Edition

John S. Seiter, Robert H. Gass
0-205-33523-3
Paperback
400 pages
2004

Brief Description

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, students enjoy a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives. Contributing authors include Richard Petty, John Cacioppo, James Dillard, Daniel O'Keefe, Michael Cody, Robert Cialdini, Michael Burgoon, Linda Carli, David Buller, Judee Burgoon, and others.

Features

Students gain insight directly from those who produced the theories and research, as these top-notch scholars reflect on the development of the theory or research, where it is going, and where it has been. The contributors come from a variety of disciplines, including communication, psychology, and business, offering students multiple perspectives on the content. Introductions to each section provide students with the rationale for the section, an appreciation of ethics, an orientation to each chapter, and an understanding of each chapter's contribution to the field. Early chapters on conceptualizations of persuasion, the history of the field, and theoretical developments give students the background necessary for understanding what persuasion is and how it functions. Chapters on both theories of persuasion and the practice of persuasion in multiple contexts help students see the connection between theory and practice. Concrete examples of theories and concepts bring the text to life and help students more easily understand the material. A chapter on deception enables students to see how one of the most recently researched areas fits into the field of persuasion.

Contents

Preface.

1. A Rationale for Studying Persuasion. John S. Seiter & Robert H. Gass.

I. PRELIMINARIES: DEFINITIONS, TRENDS, AND THEORETICAL UNDERPINNINGS IN THE FIELD OF PERSUASION, SOCIAL INFLUENCE AND COMPLIANCE GAINING.

2. Embracing Divergence: A Definitional Analysis of Pure and Borderline Cases of Persuasion. Robert H. Gass & John S. Seiter.
3. Trends and Prospects in Persuasion Theory and Research. Daniel J. O'Keefe.
4. Theorizing About Persuasion: Cornerstones of Persuasion Research. Robert H. Gass & John S. Seiter.
5. The Elaboration Likelihood Model of Persuasion. Richard E. Petty, Derek Rucker, George Bizer, & John T. Cacioppo.

II. PERSUASION VARIABLES: PERSPECTIVES ON SOURCES, RECEIVERS, CHANNELS, AND MESSAGES.

6. Source Credibility and the Elaboration Likelihood Model. William Benoit & Alan Strathman.
7. Argumentativeness, Verbal Aggressiveness and Persuasion. Andrew S. Rancer.
8. Gender Effects on Social Influence. Linda L. Carli.
9. Language Expectancy Theory: Insight to Application. Michael Burgoon & Jason T. Siegel.
10. Influential Actions: Nonverbal Communication and Persuasion. Peter A. Andersen.

III. SEEKING AND RESISTING COMPLIANCE: STRATEGIES AND TACTICS.

11. The Goals-Plans-Action Model of Interpersonal Influence. James Price Dillard.
12. Sequential Request Compliance Tactics. Robert B. Cialdini & Rosanna E. Guadagno.
13. A Review of Fear Appeal Effects. Hyunyi Cho & Kim Witte.
14. Interpersonal Deception Theory. Judee Burgoon & David Buller.
15. Inoculation and Resistance to Persuasion. Michael Pfau & Erin Alison Szabo.

IV. CONTEXTS FOR PERSUASION.

16. Compliance Gaining in Medical Contexts. Renee Storm Klingle.
17. Social Influence in Close Relationships. Leslie A. Baxter & Carma L. Bylund.
18. Superior-Subordinate Influence in Organizations. Randy Y. Hirokawa & Amy E. Wagner.
19. Social Influence in Selling Contexts. John S. Seiter & Michael J. Cody.

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