Persuasion, social influence, and compliance gaining

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Title:

Persuasion, social influence, and compliance gaining

Author:

Gass, Robert H.

ISBN:

9780205263523

Personal Author:

Gass, Robert H.

Publication Information:

Boston : Allyn and Bacon, c1999.

Physical Description:

xiv, 354 p. : ill. ; 23 cm.

Contents:

1. Why Study Persuasion? -- 2. What Constitutes Persuasion? -- 3. Attitudes and Attitude Measures -- 4. Consistency and Commitment -- 5. Credibility -- 6. Communicator Characteristics and Persuasibility -- 7. Conformity and Influence in Groups -- 8. Language and Persuasion -- 9. Nonverbal Influence -- 10. Structuring and Ordering Persuasive Messages -- 11. Compliance Gaining -- 12. Sequential Persuasion -- 13. Deception -- 14. Motivational Appeals -- 15. Esoteric Forms of Persuasion -- 16. The Ethics of Persuasion.

Subject Term:

Persuasion (Psychology)

Influence (Psychology)

Manipulative behavior.

Added Author:

Seiter, John S.

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168020382962	303.342 G251P 1999	1	Searching... Unknown

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Summary

Emphasizes the divergence between the traditional and non-traditional spheres of the study of persuasion. The authors argue that both approaches are part of the same whole, and that whether one uses the term persuasion, social influence, or compliance gaining, all involve essentially the same human