Persuasion : theory and research / Daniel J. O'Keefe.

Format:

Book

Author/Creator:

O'Keefe, Daniel J., 1950- author.

Series:

Sage knowledge.

Language:

English

Subjects (All):

Persuasion (Psychology).

Physical Description:

1 online resource (387 pages) : illustrations.

Edition:

Third edition.

Place of Publication:

Los Angeles, CA : SAGE Publications, Incorporated, 2016.

Summary:

NEW TO THIS EDITION: Integrates cutting-edge research throughout the text to ensure students have the most current information in the field. New coverage of narrative persuasion helps students see how storytelling can be a tool to persuade and motivate. New coverage of reactance discusses negative reactions that persuasive messages can evoke-and how to minimize such resistance. A new chapter on stage models of behavior change explores the idea that influencing behavior involves a set of distinct progressive steps. A new chapter on social judgment theory describes how receivers with the same position can nevertheless react differently to the same persuasive message. Special attention is given throughout this edition to the importance of adapting (tailoring) persuasive messaging to enhance effectiveness. New review questions have been added throughout each chapter to help students quickly master the concepts being introduced. KEY FEATURES: A compact summary of key research findings in persuasion is written in an accessible style that assumes no special technical background in research methods. A comprehensive overview of different theoretical frameworks provides students with a well-rounded understanding and working knowledge and use of a variety of theories. Detailed discussions of important theoretical and methodological questions encourage critical thinking and promote further research for a deeper understanding of the material.

Notes:

Part of the SAGE Knowledge collection.

Includes bibliographical references and index.

Description based on XML content.

Other Format:

Print version :

ISBN:

9781483398853 :

OCLC:

1191051140

Publisher Number:

234184

Access Restriction:

Restricted for use by site license.