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Persuasion : Social Influence and Compliance Gaining

ISBN: 9780205462162 | 0205462162
Edition: 3rd
Format: Paperback
Publisher: Allyn & Bacon
Pub. Date: 1/1/2007

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SummaryTable of Contents
"Persuasion, Social Influence, and Compliance Gaining" looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion found in everyday life. Linked to empirical research, this book takes the reader from persuasion theory to qualified conclusions about the operation of persuasion in real-world settings and examines persuasion from a social science perspective. Written in a highly accessible style, this book involves the reader by providing information and real-life examples with which they can easily identify.
Prefacexiii
Why Study Persuasion?
1(20)
Aims and Goals
2(1)
... MORE
Persuasion Is Not a Dirty Word
3(1)
Persuasion Is Our Friend
3(1)
The Pervasiveness of Persuasion: You Can Run but You Can't Hide
4(4)
What's That Buzz You're Wearing?
4(1)
Persuasion in the Sciences
5(1)
Persuasion in the Arts
6(1)
Other Not-So-Obvious Contexts for Persuasion
6(1)
Persuasion in Interpersonal Settings
7(1)
Four Benefits of Studying Persuasion
8(4)
The Instrumental Function: Be All That You Can Be
8(1)
The Knowledge and Awareness Function: Inquiring Minds Want to Know
9(1)
The Defensive Function: Duck and Cover
9(1)
The Debunking Function: Puh-Shaw
10(2)
Two Criticisms of Persuasion
12(6)
Does Learning about Persuasion Foster Manipulation?
12(1)
Are Persuasion Findings Too Inconsistent or Confusing?
13(5)
Ethical Concerns about the Use of Persuasion
18(1)
Summary
18(3)
What Constitutes Persuasion?
21(21)
Pure versus Borderline Cases of Persuasion
22(1)
Limiting Criteria for Defining Persuasion
23(8)
Intentionality
24(2)
Effects
26(2)
Free Will and Conscious Awareness
28(1)
Symbolic Action
29(1)
Interpersonal versus Intrapersonal
30(1)
A Model of the Scope of Persuasion
31(1)
The Context for Persuasion
32(1)
A Working Definition of Persuasion
33(2)
So What Isn't Persuasion?
35(1)
Dual Process Models of Persuasion
36(3)
The Elaboration Likelihood Model of Persuasion
36(2)
The Heuristic Systematic Model of Persuasion
38(1)
Summary
39(3)
Attitudes and Consistency
42(30)
What Is an ``Attitude'' in 15 Words or Less?
42(1)
So How Do You Measure the Durn Things?
43(7)
Standardized Self-Report Scales
43(2)
Visually Oriented Self-Report Scales
45(1)
Negative Attitudes toward Attitude Scales
45(1)
Can You Trust What You Can't See?
46(2)
Roundabout Methods of Measuring Attitudes
48(1)
Physiological Measures of Attitude
49(1)
The Theory of Reasoned Action
50(2)
Attitude toward the Behavior
50(1)
Subjective Norm
51(1)
Gals, Guys, Culture, and the TRA
52(1)
The Persistence of Attitudes
52(1)
Attitudes as Associative Networks: Your Mind Is a Web
53(1)
Manufacturing Favorable Images and Associations: Jiggling the Web
53(3)
Image-Oriented Advertising: That's the Life!
54(1)
Sloganeering
54(1)
Sponsorship
55(1)
Psychological Consistency
56(6)
The Inner Peace of Consistency
56(2)
Methods of Maintaining Consistency
58(1)
Marketing Strategies: How to Have Your Cake and Eat It Too!
58(1)
Brand Loyalty: Accept No Substitute
59(1)
Write and Tell Us Why You Love This Book in 24 Words or Less
60(1)
Marketing Inconsistency
60(1)
Capitalizing on Inconsistency
61(1)
Cognitive Dissonance
62(5)
Cognitive Dissonance and Buyer's Remorse
62(1)
Cognitive Dissonance, Self-Image, and Culture
63(1)
Factors That Affect the Magnitude of Dissonance
64(1)
Dissonance and Persuasion: Putting It All Together
64(1)
Counterattitudinal Advocacy: Playing Devil's Advocate
64(1)
I'm All In: Increasing Commitment
65(1)
Commitments Can ``Grow Legs''
66(1)
Summary
67(5)
Credibility
72(22)
Celebrity Selling Power: The Answer Is in the Stars
72(3)
Catch a Falling Star
73(2)
What Is Credibility?
75(1)
Credibility Is a Receiver-Based Construct
75(1)
Credibility Is a Multidimensional Construct
75(1)
Credibility Is a Situational/Contextual Phenomenon
76(1)
Credibility Is Dynamic
76(1)
The Factor Analytic Approach to Credibility
76(5)
Primary Dimensions of Credibility
78(3)
Secondary Dimensions of Credibility
81(1)
The Factor Analytic Approach and the Real World
81(1)
Credibility as a Peripheral Cue
82(2)
It's What's Up Front That Counts
84(1)
The Sleeper Effect
84(2)
Credibility and Image Management
86(1)
Interpersonal Credibility, Impression Management, Facework, and Accounts
87(2)
Strategies for Enhancing One's Credibility
89(1)
Summary
90(4)
Communicator Characteristics and Persuadability
94(27)
Demographic Variables and Persuasion
95(7)
Age and Persuasion: Pretty Please with Sugar on Top
95(3)
Gender Differences and Persuasion: The Times, They Aren't a Changin'
98(1)
Ethnicity, Culture, and Persuasion: ``Me'' and ``We'' Perspectives
99(3)
Intelligence and Persuasion: Dumb and Dumber
102(1)
Psychological and Communication States and Traits
102(10)
Self-Esteem and Persuasion: Feelin' Kinda Low
102(1)
Anxiety and Persuasion: Living in Fear
103(1)
Self-Monitoring and Persuasion: Periscope Up
103(2)
Ego Involvement: Not Budging an Inch
105(3)
Dogmatism and Authoritarianism: You Can't Teach an Old Dog New Tricks
108(1)
Cognitive Complexity and Need for Cognition
109(2)
Persuasion and Aggression: Sticks and Stones
111(1)
Analyzing and Adapting to Audiences
112(4)
Summary
116(5)
Conformity and Influence in Groups
121(26)
Conformity as Persuasion: In with the Crowd
122(12)
In the Beginning: Early Research on Conformity Effects
122(2)
Variables Related to Conformity
124(8)
The ``Whys'' of Conformity
132(1)
Social Proof: Using the Sheep Factor to Persuade Others
132(2)
Deindividuation and Social Loafing: Getting Lost in the Crowd
134(6)
What a Riot: An Examination of Deindividuation
134(2)
Social Loafing: Not Pulling Your Own Weight
136(4)
How Groups Affect Decision Making: To Risk or Not to Risk
140(2)
Summary
142(5)
Language and Persuasion
147(18)
Symbols, Meaning, and Persuasion: The Power of Babble
148(7)
Connotative and Denotative Meaning: That's Not How I See It
148(1)
Ultimate Terms: Speak of the Devil
149(2)
Familiar Phrases and Persuasion: Have I Heard You Somewhere Before?
151(1)
The Power of Labeling
151(2)
Euphemisms and Doublespeak: Making the Worse Appear the Better and Vice Versa
153(2)
Language Intensity, Vividness, and Offensiveness
155(5)
##@**!!!!##: Profanity and Persuasion
155(2)
Political Correctness
157(1)
The Effects of Vividness: A Picture's Worth a Thousand Words
158(1)
Language Intensity
158(2)
Powerless Language and Persuasion: ``Ums'' the Word
160(1)
Summary
161(4)
Nonverbal Influence
165(22)
The Direct Effects Model of Immediacy
166(1)
Types of Nonverbal Communication
166(17)
Kinesics: Head, Shoulders, Knees and Toes, Knees and Toes
168(4)
Haptics: Reach Out, Reach Out and Touch Someone
172(2)
Keep Your Distance?: Proxemics and Persuasion
174(1)
Chronemics: All Good Things to Those Who Wait?
175(2)
Artifacts and Physical Features of the Environment: Dress for Success
177(3)
Physical Appearance: Of Beauties and Beasts
180(2)
Paralinguistics and Persuasion: Pump Up the Volume?
182(1)
Summary
183(4)
Structuring and Ordering Persuasive Messages
187(21)
Implicit and Explicit Conclusions: The Writing's on the Wall
188(1)
Quantity versus Quality of Arguments: The More the Merrier?
189(1)
Repetition and Mere Exposure: You Can Say That Again
190(2)
Order Effects and Persuasion: First Things First
192(1)
Primacy and Recency Effects: The First Shall Be Last and the Last Shall Be First
193(2)
Inoculation, Message-Sidedness, and Forewarning: Preventing and Refuting the Persuasive Attempts of Others
195(9)
Inoculation Theory: Of Needles and Arguments
196(2)
One-Sided versus Two-Sided Messages: Both Sides Now
198(2)
Forewarning: You'd Better Watch Out
200(4)
Summary
204(4)
Sequential Persuasion
208(18)
Pregiving: The Old ``I'll Scratch Your Back If You'll Scratch Mine'' Approach
209(1)
Why Is the Pregiving Tactic Persuasive?
210(1)
Foot in the Door: The ``Give Me an Inch and I'll Take a Mile'' Tactic
210(4)
Why Is a Foot in the Door So Persuasive?
211(1)
When Does a Foot in the Door Work?
212(2)
The Foot in the Mouth Effect: ``How Are You Today?''
214(1)
The Door in the Face Tactic: ``Ask for the Stars''
214(4)
Why Is a Door in the Face So Persuasive?
215(2)
When Does a Door in the Face Work?
217(1)
The That's-Not-All Tactic: Seeking Compliance by Sweetening the Deal
218(1)
The Lowball Tactic: Changing the Deal
219(2)
Why Lowballing Works
220(1)
``Sorry, We Don't Have Any More of Those in Your Size, But . . .'': The Bait and Switch Tactic
221(1)
The Disrupt-Then-Reframe Technique: I'm So Confused
221(1)
Summary
222(4)
Compliance Gaining
226(23)
Actions Speak the Loudest: A Definition of Compliance Gaining
227(1)
In the Beginning: The Roots of Compliance-Gaining Research
227(3)
Situation: The ``It Depends'' of Compliance-Gaining Behavior
230(7)
Seeking Compliance from Strangers and Intimates
231(3)
The Effects of Perceived Benefits: What's in It for Me?
234(1)
Power, Legitimacy, and Politeness
234(3)
Who Are You?: Individual Characteristics and Compliance-Gaining Behavior
237(1)
Problems Facing Compliance Research: Trouble in Paradise
238(3)
Problems with Typology Development: Here a Strategy, There a Strategy
239(1)
Creating versus Selecting and Other Methodological Problems
239(2)
Newer Directions: The Study of Compliance-Gaining Goals
241(3)
How Goals Bring Meaning to Compliance-Gaining Situations: What's It All about, Alphie?
241(1)
Primary and Secondary Goals: Wanting and Eating Your Cake
242(1)
Goals, Rules, and Personalities: A Style All Our Own
243(1)
Summary
244(5)
Deception
249(22)
What Is Deception?: Lies and Damn Lies
250(2)
Telling Lies: The Enactment of Deception
252(8)
Theoretical Frameworks
253(4)
What Makes a Liar Persuasive?
257(3)
Detecting Deception: I Can See Right through You
260(5)
Factors That Influence Detection
260(5)
Summary
265(6)
Motivational Appeals
271(28)
Intrinsic versus Extrinsic Motivation
272(1)
Logical and Emotional Appeals: A Fuzzy Distinction
272(1)
Fear Appeals: If You Don't Stop Doing That, You'll Go Blind
273(3)
Fear Level or Intensity: The Goosebump Factor
274(1)
The Extended Parallel Process Model: There's Nothing to Fear but Fear Itself
274(2)
Appeals to Pity and Guilt: Woe Is Me, Shame on You
276(5)
Humorous Appeals: Stop Me If You've Heard This One
281(5)
Humor as an Indirect Form of Influence
282(1)
Relatedness of Humor: Funny You Should Mention That
283(1)
Humor and Credibility: Laugh, Clown, Laugh
283(1)
Self-Disparaging Humor: I Get No Respect
283(1)
Humor and Gender
284(1)
Humor as Social Proof: Smile and the World Smiles with You
284(1)
Is Humor Itself Persuasive?
284(2)
Pride and Patriotism: Turning Red, White, and Blue into Green
286(1)
For Mature Audiences: Sex Appeals
287(2)
Cavcats and Cautions
289(1)
Warmth Appeals: Straight from the Heart
289(2)
Ingratiation: ``That's a Lovely Dress You're Wearing, Mrs. Cleaver''
291(1)
Mixed Emotions: Other Appeals and Combinations of Appeals
292(1)
Summary
293(6)
Visual Persuasion
299(25)
Visual Persuasion: Too Often Overlooked
299(1)
How Images Persuade
300(3)
Iconicity: Bearing a Resemblance
300(1)
Indexicality: Seeing Is Believing
301(1)
Syntactic Indeterminacy: Don't Look for Logic in Images
302(1)
Architecture as a Form of Influence: Building Blocks of Persuasion
303(1)
Art as Persuasion: Mona Lisa Made Me Do It
304(5)
The Paintbrush Is Mightier Than the Sword
304(2)
Activist Art: I Must Protest
306(2)
Elephant Dung as Persuasion?
308(1)
Cinema as Persuasion: A Reel Source of Influence
309(3)
Acting Out: How Movies Persuade
309(3)
Images in Advertising: And Now a Word from Our Sponsors
312(5)
Visual Extravaganzas: Now You've Got My Attention!
313(1)
Anti-Ads: You Can't Fool Me
314(1)
Image-Oriented Advertising: Materialism as Happiness
315(1)
Shock Ads: Edgy Images as Persuasion
316(1)
Photojournalism as Persuasion: The Camera Can Lie
317(4)
Playing Tricks with the Camera: Photographic Manipulation and Deception
318(3)
Summary
321(3)
Esoteric Forms of Persuasion
324(24)
Subliminal Persuasion: Hidden Messages or Hokum?
324(6)
What Makes a Message Subliminal?
324(1)
The Early Years: An Urban Myth Is Born
325(1)
The Middle Years: Looking Harder, Finding Little
325(1)
Recent Subliminal Research: Eureka! They Found It
326(1)
Not So Fast: Limitations of Subliminal Priming
327(1)
So Why Do People Believe?
328(1)
What Advertisers Really Do
329(1)
Music as a Form of Persuasion
330(6)
Music as a Central and Peripheral Cue
330(1)
Music in Advertising and Sales
331(3)
Music Videos and Persuasion: Is Hip-Hop Harmful?
334(1)
Cautions about Using Music to Persuade: Don't Try This at Home
335(1)
Aroma and Persuasion
336(6)
Perfume: Romance in a Bottle
336(1)
Love Stinks
337(2)
Ambient Aromas and Social Influence: Something Special in the Air
339(2)
Caveats and Qualifications
341(1)
What Will the Future Smell Like?
342(1)
Summary
342(6)
The Ethics of Persuasion
348(22)
Is Persuasion in General Unethical?
348(1)
The Motives Color the Means
349(2)
Ethics, Culture, and the Issue of Central versus Peripheral Processing
351(1)
Ethical Questions That Can't Be Answered through the Study of Persuasion
351(1)
Our Approach: Characteristics of Ethical Influence
352(6)
Ethics and Our Model of Persuasion
354(3)
Persuaders As Lovers
357(1)
Bunglers, Smugglers, and Sleuths
358(1)
Ethical Issues Arising from Previous Chapters
358(9)
Ethics and Credibility
359(1)
Ethics and Communicator Characteristics
359(2)
Ethics and Deception
361(1)
Ethics of Using Threats as a Compliance-Gaining Strategy
361(1)
Ethics and Fear Appeals
362(3)
Ethics and Emotional Appeals
365(1)
Ethics and Ingratiation
365(1)
Ethics and Visual Persuasion
366(1)
Ethics and Subliminal Persuasion
367(1)
Summary
367(3)
Author Index370(9)
Subject Index379

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