Persuasion: Theory and Research

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