The Sage handbook of persuasion : developments in theory and practice / edited by James Price Dillard, Lijiang Shen.
Contributor(s): Dillard, James Price | Shen, LijiangCall number: 153.852 S129 2013 Material type: BookPublisher: Los Angeles, Calif. : Sage, c2013. Edition: 2nd ed.Description: 447 p. : charts.ISBN: 9781412983136 (hbk.).Other title: Handbook of persuasion : developments in theory and practice.Subject(s): Persuasion (Psychology) -- Social aspects | Persuasion (Rhetoric)
Persuasion in the rhetorical tradition -- The effects of message features: content, structure, and style -- Media influence as persuasion -- Outcomes of persuasion: behavioral, cognitive, and social -- On being persuaded: some basic distinctions -- Discrepancy models of belief change -- Functional attitude theory -- Reasoned action theory: persuasion as belief-based behavior change -- The elaboration likelihood model -- Affect and persuasion -- Reactance theory and persuasion -- Fear appeals -- Narrative persuasion -- Inoculation theory -- Supportive and persuasive communication: theoretical intersections -- Political persuasion -- Persuasive strategies in health campaigns -- The siren’s call: mass media and drug prevention -- Persuasion in the marketplace: how theories of persuasion apply to marketing and advertising -- Persuasion in the legal setting -- Persuading in the small group context -- When presumed influence turns real: an indirect route of media influence -- How does technology persuade? Theoretical mechanisms for persuasive technologies.