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The Resource Persuasion : theory and research, Daniel J. O'Keefe Northwestern University

Persuasion : theory and research, Daniel J. O'Keefe Northwestern University

Label
Persuasion : theory and research
Title
Persuasion
Title remainder
theory and research
Statement of responsibility
Daniel J. O'Keefe Northwestern University
Creator
Subject
Language
eng
http://library.link/vocab/creatorDate
1950-
http://library.link/vocab/creatorName
O'Keefe, Daniel J.
Index
index present
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/subjectName
Persuasion (Psychology)
Label
Persuasion : theory and research, Daniel J. O'Keefe Northwestern University
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier category code
  • nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
The Concept of Persuasion -- About Definitions: Fuzzy Edges and Paradigm Cases -- Five Common Features of Paradigm Cases of Persuasion -- A Definition After All? -- The Concept of Attitude -- Attitude Measurement Techniques -- Explicit Measures -- Semantic Differential Evaluative Scales -- Single-Item Attitude Measures -- Features of Explicit Measures -- Quasi-Explicit Measures -- Implicit Measures -- Summary -- Attitudes and Behaviors -- The General Relationship -- Moderating Factors -- Correspondence of Measures -- Direct Experience -- Summary -- Encouraging Attitude-Consistent Behavior -- Enhance Perceived Relevance -- Induce Feelings of Hypocrisy -- Encourage Anticipation of Feelings -- Summary -- Assessing Persuasive Effects -- Attitude Change -- Beyond Attitude Change -- Conclusion -- For Review -- Notes -- Judgments of Alternative Positions on an Issue -- The Ordered Alternatives Questionnaire -- The Concept of Ego-Involvement -- Ego-Involvement and the Latitudes -- Measures of Ego-Involvement -- Size of the Ordered Alternatives Latitude of Rejection -- Own Categories Procedure -- Reactions to Communications -- Assimilation and Contrast Effects -- Attitude Change Effects -- Assimilation and Contrast Effects Reconsidered -- The Impact of Assimilation and Contrast Effects on Persuasion -- Ambiguity in Political Campaigns -- Adapting Persuasive Messages to Recipients Using Social Judgment Theory -- Critical Assessment -- The Confounding of Involvement With Other Variables -- The Concept of Ego-Involvement -- The Measures of Ego-Involvement -- Conclusion -- For Review -- Notes -- A Classic Functional Analysis -- Subsequent Developments -- Identifying General Functions of Attitude -- Assessing the Function of a Given Attitude -- Influences on Attitude Function -- Individual Differences -- Attitude Object -- Situational Variations -- Multifunctional Attitude Objects Revisited -- Adapting Persuasive Messages to Recipients: Function Matching -- The Persuasive Effects of Matched and Mismatched Appeals -- Explaining the Effects of Function Matching -- Commentary -- Generality and Specificity in Attitude Function Typologies -- Functional Confusions -- Some Functional Distinctions -- Conflating the Functions -- Reconsidering the Assessment and Conceptualization of Attitude Function -- Assessment of Attitude Function Reconsidered -- Utilitarian and Value-Expressive Functions Reconsidered -- Summary -- Persuasion and Function Matching Revisited -- Reviving the Idea of Attitude Functions -- Conclusion -- For Review -- Notes -- Summative Model of Attitude -- The Model -- Adapting Persuasive Messages to Recipients Based on the Summative Model -- Alternative Persuasive Strategies -- Identifying Foci for Appeals -- Research Evidence and Commentary -- General Correlational Evidence -- Attribute Importance -- Belief Content -- Role of Belief Strength -- Scoring Procedures -- Alternative Integration Schemes -- The Sufficiency of Belief-Based Analyses -- Persuasive Strategies Reconsidered -- Belief Strength as a Persuasion Target -- Belief Evaluation as a Persuasion Target -- Changing the Set of Salient Beliefs as a Persuasion Mechanism -- Conclusion -- For Review -- Notes -- General Theoretical Sketch -- Elements and Relations -- Dissonance -- Factors Influencing the Magnitude of Dissonance -- Means of Reducing Dissonance -- Some Research Applications -- Decision Making -- Conflict -- Decision and Dissonance -- Factors Influencing the Degree of Dissonance -- Dissonance Reduction -- Regret -- Selective Exposure to Information -- The Dissonance Theory Analysis -- The Research Evidence -- Summary -- Induced Compliance -- Incentive and Dissonance in Induced-Compliance Situations -- Counterattitudinal-Advocacy-Based Interventions -- The "Low, Low Price" Offer -- Limiting Conditions -- Summary -- Hypocrisy Induction -- Hypocrisy as a Means of Influencing Behavior -- Hypocrisy Induction Mechanisms -- Backfire Effects -- Revisions of, and Alternatives to, Dissonance Theory -- Conclusion -- For Review -- Notes -- The Reasoned Action Theory Model -- Intention -- The Determinants of Intention -- Attitude Toward the Behavior -- Injunctive Norm -- Descriptive Norm -- Perceived Behavioral Control -- Weighting the Determinants -- The Distinctiveness of Perceived Behavioral Control -- The Predictability of Intention Using the RAT Model -- Influencing Intentions -- Influencing Attitude Toward the Behavior -- The Determinants of AB -- Changing AB -- Influencing the Injunctive Norm -- The Determinants of IN -- Changing IN -- Influencing the Descriptive Norm -- The Determinants of DN -- Changing DN -- Influencing Perceived Behavioral Control -- The Determinants of PBC -- Changing PBC -- Altering the Weights -- Intentions and Behaviors -- Factors Influencing the Intention-Behavior Relationship -- Correspondence of Measures -- Temporal Stability of Intentions -- Explicit Planning -- The Sufficiency of Intention -- Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory -- Commentary -- Additional Possible Predictors -- Anticipated Affect -- Moral Norms -- The Assessment of Potential Additions -- Revision of the Attitudinal and Normative Components -- The Attitudinal Component -- The Normative Components -- The Nature of the Perceived Control Component -- PBC as a Moderator -- Refining the PBC Construct -- Conclusion -- For Review -- Notes -- The Transtheoretical Model -- Decisional Balance and Intervention Design -- Decisional Balance -- Decisional Balance Asymmetry -- Implications of Decisional Balance Asymmetry -- Self-Efficacy and Intervention Design -- Intervention Stage-Matching -- Self-Efficacy Interventions -- Broader Concerns About the Transtheoretical Model -- The Distinctive Claims of Stage Models -- Other Stage Models -- Conclusion -- For Review -- Notes -- Variations in the Degree of Elaboration: Central Versus Peripheral Routes to Persuasion -- The Nature of Elaboration -- Central and Peripheral Routes to Persuasion -- Consequences of Different Routes to Persuasion -- Factors Affecting the Degree of Elaboration -- Factors Affecting Elaboration Motivation -- Personal Relevance (Involvement) -- Need for Cognition -- Factors Affecting Elaboration Ability -- Distraction -- Prior Knowledge -- Summary -- Influences on Persuasive Effects Under Conditions of High Elaboration: Central Routes to Persuasion -- The Critical Role of Elaboration Valence -- Influences on Elaboration Valence -- Proattitudinal Versus Counterattitudinal Messages -- Argument Strength -- Other Influences on Elaboration Valence -- Summary: Central Routes to Persuasion -- Influences on Persuasive Effects Under Conditions of Low Elaboration: Peripheral Routes to Persuasion -- The Critical Role of Heuristic Principles -- Varieties of Heuristic Principles -- Credibility Heuristic -- Liking Heuristic -- Consensus Heuristic -- Other Heuristics -- Summary: Peripheral Routes to Persuasion -- Multiple Roles for Persuasion Variables -- Adapting Persuasive Messages to Recipients Based on the ELM -- Commentary -- The Nature of Involvement -- Argument Strength -- One Persuasion Process? -- The Unimodel of Persuasion -- Explaining ELM Findings -- Comparing the Two Models -- Conclusion -- For Review -- Notes -- Experimental Design and Causal Inference -- The Basic Design -- Variations on the Basic Design -- Persuasiveness and Relative Persuasiveness -- Two General Challenges in Studying Persuasive Effects -- Generalizing About Messages -- Ambiguous Causal Attribution -- Nonuniform Effects of Message Variables -- Designing Future Persuasion Research -- Interpreting Past Persuasion Research -- Beyond Message Variables -- Variable Definition -- Message Features Versus Observed Effects -- The Importance of the Distinction -- Conclusion -- For Review -- Notes -- Communicator Credibility -- The Dimensions of Credibility -- Factor-Analytic Research -- Expertise and Trustworthiness as Dimensions of Credibility -- Factors Influencing Credibility Judgments -- Education, Occupation, and Experience -- Nonfluencies in Delivery -- Citation of Evidence Sources -- Position A
Control code
ocn900684567
Dimensions
23 cm
Edition
Third edition.
Extent
xix, 387 pages
Isbn
9781452276670
Media category
unmediated
Media MARC source
rdamedia
Media type code
  • n
System control number
(OCoLC)900684567
Label
Persuasion : theory and research, Daniel J. O'Keefe Northwestern University
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier category code
  • nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
The Concept of Persuasion -- About Definitions: Fuzzy Edges and Paradigm Cases -- Five Common Features of Paradigm Cases of Persuasion -- A Definition After All? -- The Concept of Attitude -- Attitude Measurement Techniques -- Explicit Measures -- Semantic Differential Evaluative Scales -- Single-Item Attitude Measures -- Features of Explicit Measures -- Quasi-Explicit Measures -- Implicit Measures -- Summary -- Attitudes and Behaviors -- The General Relationship -- Moderating Factors -- Correspondence of Measures -- Direct Experience -- Summary -- Encouraging Attitude-Consistent Behavior -- Enhance Perceived Relevance -- Induce Feelings of Hypocrisy -- Encourage Anticipation of Feelings -- Summary -- Assessing Persuasive Effects -- Attitude Change -- Beyond Attitude Change -- Conclusion -- For Review -- Notes -- Judgments of Alternative Positions on an Issue -- The Ordered Alternatives Questionnaire -- The Concept of Ego-Involvement -- Ego-Involvement and the Latitudes -- Measures of Ego-Involvement -- Size of the Ordered Alternatives Latitude of Rejection -- Own Categories Procedure -- Reactions to Communications -- Assimilation and Contrast Effects -- Attitude Change Effects -- Assimilation and Contrast Effects Reconsidered -- The Impact of Assimilation and Contrast Effects on Persuasion -- Ambiguity in Political Campaigns -- Adapting Persuasive Messages to Recipients Using Social Judgment Theory -- Critical Assessment -- The Confounding of Involvement With Other Variables -- The Concept of Ego-Involvement -- The Measures of Ego-Involvement -- Conclusion -- For Review -- Notes -- A Classic Functional Analysis -- Subsequent Developments -- Identifying General Functions of Attitude -- Assessing the Function of a Given Attitude -- Influences on Attitude Function -- Individual Differences -- Attitude Object -- Situational Variations -- Multifunctional Attitude Objects Revisited -- Adapting Persuasive Messages to Recipients: Function Matching -- The Persuasive Effects of Matched and Mismatched Appeals -- Explaining the Effects of Function Matching -- Commentary -- Generality and Specificity in Attitude Function Typologies -- Functional Confusions -- Some Functional Distinctions -- Conflating the Functions -- Reconsidering the Assessment and Conceptualization of Attitude Function -- Assessment of Attitude Function Reconsidered -- Utilitarian and Value-Expressive Functions Reconsidered -- Summary -- Persuasion and Function Matching Revisited -- Reviving the Idea of Attitude Functions -- Conclusion -- For Review -- Notes -- Summative Model of Attitude -- The Model -- Adapting Persuasive Messages to Recipients Based on the Summative Model -- Alternative Persuasive Strategies -- Identifying Foci for Appeals -- Research Evidence and Commentary -- General Correlational Evidence -- Attribute Importance -- Belief Content -- Role of Belief Strength -- Scoring Procedures -- Alternative Integration Schemes -- The Sufficiency of Belief-Based Analyses -- Persuasive Strategies Reconsidered -- Belief Strength as a Persuasion Target -- Belief Evaluation as a Persuasion Target -- Changing the Set of Salient Beliefs as a Persuasion Mechanism -- Conclusion -- For Review -- Notes -- General Theoretical Sketch -- Elements and Relations -- Dissonance -- Factors Influencing the Magnitude of Dissonance -- Means of Reducing Dissonance -- Some Research Applications -- Decision Making -- Conflict -- Decision and Dissonance -- Factors Influencing the Degree of Dissonance -- Dissonance Reduction -- Regret -- Selective Exposure to Information -- The Dissonance Theory Analysis -- The Research Evidence -- Summary -- Induced Compliance -- Incentive and Dissonance in Induced-Compliance Situations -- Counterattitudinal-Advocacy-Based Interventions -- The "Low, Low Price" Offer -- Limiting Conditions -- Summary -- Hypocrisy Induction -- Hypocrisy as a Means of Influencing Behavior -- Hypocrisy Induction Mechanisms -- Backfire Effects -- Revisions of, and Alternatives to, Dissonance Theory -- Conclusion -- For Review -- Notes -- The Reasoned Action Theory Model -- Intention -- The Determinants of Intention -- Attitude Toward the Behavior -- Injunctive Norm -- Descriptive Norm -- Perceived Behavioral Control -- Weighting the Determinants -- The Distinctiveness of Perceived Behavioral Control -- The Predictability of Intention Using the RAT Model -- Influencing Intentions -- Influencing Attitude Toward the Behavior -- The Determinants of AB -- Changing AB -- Influencing the Injunctive Norm -- The Determinants of IN -- Changing IN -- Influencing the Descriptive Norm -- The Determinants of DN -- Changing DN -- Influencing Perceived Behavioral Control -- The Determinants of PBC -- Changing PBC -- Altering the Weights -- Intentions and Behaviors -- Factors Influencing the Intention-Behavior Relationship -- Correspondence of Measures -- Temporal Stability of Intentions -- Explicit Planning -- The Sufficiency of Intention -- Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory -- Commentary -- Additional Possible Predictors -- Anticipated Affect -- Moral Norms -- The Assessment of Potential Additions -- Revision of the Attitudinal and Normative Components -- The Attitudinal Component -- The Normative Components -- The Nature of the Perceived Control Component -- PBC as a Moderator -- Refining the PBC Construct -- Conclusion -- For Review -- Notes -- The Transtheoretical Model -- Decisional Balance and Intervention Design -- Decisional Balance -- Decisional Balance Asymmetry -- Implications of Decisional Balance Asymmetry -- Self-Efficacy and Intervention Design -- Intervention Stage-Matching -- Self-Efficacy Interventions -- Broader Concerns About the Transtheoretical Model -- The Distinctive Claims of Stage Models -- Other Stage Models -- Conclusion -- For Review -- Notes -- Variations in the Degree of Elaboration: Central Versus Peripheral Routes to Persuasion -- The Nature of Elaboration -- Central and Peripheral Routes to Persuasion -- Consequences of Different Routes to Persuasion -- Factors Affecting the Degree of Elaboration -- Factors Affecting Elaboration Motivation -- Personal Relevance (Involvement) -- Need for Cognition -- Factors Affecting Elaboration Ability -- Distraction -- Prior Knowledge -- Summary -- Influences on Persuasive Effects Under Conditions of High Elaboration: Central Routes to Persuasion -- The Critical Role of Elaboration Valence -- Influences on Elaboration Valence -- Proattitudinal Versus Counterattitudinal Messages -- Argument Strength -- Other Influences on Elaboration Valence -- Summary: Central Routes to Persuasion -- Influences on Persuasive Effects Under Conditions of Low Elaboration: Peripheral Routes to Persuasion -- The Critical Role of Heuristic Principles -- Varieties of Heuristic Principles -- Credibility Heuristic -- Liking Heuristic -- Consensus Heuristic -- Other Heuristics -- Summary: Peripheral Routes to Persuasion -- Multiple Roles for Persuasion Variables -- Adapting Persuasive Messages to Recipients Based on the ELM -- Commentary -- The Nature of Involvement -- Argument Strength -- One Persuasion Process? -- The Unimodel of Persuasion -- Explaining ELM Findings -- Comparing the Two Models -- Conclusion -- For Review -- Notes -- Experimental Design and Causal Inference -- The Basic Design -- Variations on the Basic Design -- Persuasiveness and Relative Persuasiveness -- Two General Challenges in Studying Persuasive Effects -- Generalizing About Messages -- Ambiguous Causal Attribution -- Nonuniform Effects of Message Variables -- Designing Future Persuasion Research -- Interpreting Past Persuasion Research -- Beyond Message Variables -- Variable Definition -- Message Features Versus Observed Effects -- The Importance of the Distinction -- Conclusion -- For Review -- Notes -- Communicator Credibility -- The Dimensions of Credibility -- Factor-Analytic Research -- Expertise and Trustworthiness as Dimensions of Credibility -- Factors Influencing Credibility Judgments -- Education, Occupation, and Experience -- Nonfluencies in Delivery -- Citation of Evidence Sources -- Position A
Control code
ocn900684567
Dimensions
23 cm
Edition
Third edition.
Extent
xix, 387 pages
Isbn
9781452276670
Media category
unmediated
Media MARC source
rdamedia
Media type code
  • n
System control number
(OCoLC)900684567

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