TY  - BOOK
AU  - O'Keefe,Daniel J.
TI  - Persuasion: theory and research 
SN  - 9781483309712
AV  - BF637 OKE 
U1  - 153.852 23
PY  - 2016///]
CY  - Los Angeles
PB  - SAGE Publications
KW  - Persuasion (Psychology)
KW  - fast
N1  - Includes bibliographical references and index; Preface; Chapter 1: Persuasion, Attitudes, and Actions; The Concept of Persuasion; The Concept of Attitude; Attitude Measurement Techniques; Attitudes and Behaviors; Assessing Persuasive Effects; Conclusion; Notes; Chapter 2: Social Judgment Theory; Judgments of Alternative Positions on an Issue; Reactions to Communications; Critical Assessment; Conclusion; Notes; Chapter 3: Functional Approaches to Attitude; A Classic Functional Analysis; Subsequent Developments; Commentary; Conclusion; Notes; Chapter 4: Belief-Based Models of Attitude; Summative Model of Attitude; Research Evidence and Commentary; Conclusion; Notes; Chapter 5: Cognitive Dissonance Theory; General Theoretical Sketch; Some Research Applications; Revisions of, And Alternatives to; Dissonance Theory; Conclusion; Notes; Chapter 6: Reasoned Action Theory; The Reasoned Action Theory Model; Influencing Intentions; Intentions and Behaviors; Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory; Commentary; Conclusion; Notes; Chapter 7: Stage Models; The Transtheoretical Model; The Distinctive Claims of Stage Models; Other Stage Models; Conclusion; Notes; Chapter 8: Elaboration Likelihood Model; Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion; Factors Affecting the Degree of Elaboration; Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion; Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion; Multiple Roles for Persuasion Variables; Adapting Persuasive Messages; To Recipients Based on the ELM; Commentary; Conclusion; Notes; Chapter 9: The Study of Persuasive Effects; Experimental Design and Causal Inference; Two General Challenges in Studying Persuasive Effects; Conclusion; Notes; Chapter 10: Communicator Factors; Communicator Credibility; Liking; Other Communicator Factors; Conclusion; Notes; Chapter 11: Message Factors; Message Structure and Format; Message Content; Sequential Request Strategies; Conclusion; Notes; Chapter 12: Receiver Factors; Individual Differences; Transient Receiver States; Influencing Susceptibility to Persuasion; Conclusion; Notes; References; Author Index; Subject Index; About the Author; Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK)
ER  -