Persuasion, social influence, and compliance gaining / Robert H. Gass and John S. Seiter.

By: Gass, Robert HContributor(s): Seiter, John SPublisher: Boston : Allyn & Bacon, 2011Edition: 4th edDescription: xiv, 370 p. : illISBN: 9780205698189Subject(s): Persuasion (Psychology) | Influence (Psychology) | Manipulative behaviorDDC classification: 303.342
Contents:
Why study persuasion? -- What constitutes persuasion? -- Attitudes and consistency -- Credibility -- Communicator characteristics and persuadability -- Conformity and influence in groups -- Language and persuasion -- Nonverbal influence -- Structuring and ordering persuasive messages -- Sequential persuasion -- Compliance gaining -- Deception -- Motivational appeals -- Visual persuasion -- Esoteric forms of persuasion -- The ethics of persuasion.
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Item type Current location Call number Status Date due Barcode Item holds
Books Books Mahatma Gandhi University Library
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303.342 Q1 (Browse shelf) Available 49465
Total holds: 0

Includes bibliographical references and indexes.

Why study persuasion? -- What constitutes persuasion? -- Attitudes and consistency -- Credibility -- Communicator characteristics and persuadability -- Conformity and influence in groups -- Language and persuasion -- Nonverbal influence -- Structuring and ordering persuasive messages -- Sequential persuasion -- Compliance gaining -- Deception -- Motivational appeals -- Visual persuasion -- Esoteric forms of persuasion -- The ethics of persuasion.

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