The
Second Edition of
The
SAGE Handbook of Persuasion
: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion, to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and provides research strategies for addressing those challenges.
Spis treści
I. FUNDAMENTAL ISSUES
1. Persuasion in the Rhetorical Tradition – J. Michael Hogan
2. The Effects of Message Features: Content, Structure and Style – Lijiang Shen and Elizabeth Bigsby
3. Media Influence as Persuasion – Lance Holbert and John M. Tchernev
4. Outcomes of Persuasion: Behavioral, Cognitive, and Social – Nancy Rhodes and David R. Ewoldsen
5. On Being Persuaded: Some Basic Distinctions – Gerald R. Miller
II. THEORIES, PERSPECTIVES, AND TRADITIONS
6. Discrepancy Models of Belief Change – Edward L. Fink and Deborah A. Cai
7. Functional Attitude Theory – Christopher Carpenter, Franklin J. Boster, and Kyle R. Andrews
8. Reasoned Action Theory: Persuasion as Belief-Based Behavior Change – Marco Yzer
9. The Elaboration Likelihood Model – Daniel J. O′Keefe
10. Affect and Persuasion – James Price Dillard and Kiwan Seo
11. Reactance Theory and Persuasion – Brian L. Quick, Lijiang Shen, and James Price Dillard
12. Fear Appeals – Paul A. Mongeau
13. Narrative Persuasion – Rick Busselle and Helena Bilandzic
14. Inoculation Theory – Joshua Compton
15. Supportive and Persuasive Communication: Theoretical Intersections – Graham D. Bodie
III. CONTEXTS, SETTINGS, AND APPLICATIONS
16. Political Persuasion – Richard M. Perloff
17. Persuasive Strategies in Health Campaigns – Charles K. Atkin and Charles T. Salmon
18. The Siren′s Call: Mass Media and Drug Prevention – William D. Crano, Jason T. Siegel, and Eusebio M. Alvaro
19. Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising – L.J. Shrum, Min Liu, Mark Nespoli, and Tina M. Lowrey
20. Persuasion in the Legal Setting – John C. Reinard
21. Persuading in the Small Group Context – Franklin J. Boster
22. When Presumed Influence Turns Real: An Indirect Route of Media Influence – Ye Sun
23. How Does Technology Persuade?: Theoretical Mechanisms for Persuasive Technologies – S. Shyam Sundar, Jeeyun Oh, Hyunjin Kang, and Akshaya Sreenivsan
O autorze
Lijiang Shen is associate professor of Communication Studies at the University of Georgia. His primary area of research considers the impact of message features and audience characteristics in persuasive health communication, message processing, and the process of persuasion/resistance to persuasion as well as quantitative research methods in communication. His research has been published in major communication and related journals.
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