Persuasion in society

著者

書誌事項

Persuasion in society

Herbert W. Simons, Jean G. Jones

Routledge, 2011

2nd ed

  • : pbk
  • : hbk

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注記

Includes bibliographical references and index

内容説明・目次

内容説明

Persuasion in Society introduces readers to the rich tapestry of persuasive technique and scholarship, interweaving rhetorical, critical theory, and social science traditions. This text examines current and classical theory through the lens of contemporary culture, encouraging readers to explore the nature of persuasion and to understand its impact in their lives. Employing a contemporary approach, authors Herbert W. Simons and Jean G. Jones draw from popular culture, mass media, and social media to help readers become informed creators and consumers of persuasive messages. This introductory persuasion text offers: A broad-based approach to the scope of persuasion, expanding students' understanding of what persuasion is and how it is effected Insights on the diversity of persuasion in action, through such contexts as advertising, marketing, political campaigns, activism and social movements, and negotiation in social conflicts The inclusion of "sender" and "receiver" perspectives, enhancing understanding of persuasion in practice Extended treatment of the ethics of persuasion, featuring opposing views on handling controversial issues in the college classroom for enhanced instruction. Case studies showing how and why people fall for persuasive messages, demonstrating how persuasion works at a cognitive level Highlights of this second edition include: An extensively revised approach, written with the needs of today's undergraduate students in mind Contemporary examples, selected for relevance, currency, and appeal Updated discussions of theory and research, including cognitive psychology and neuroscience Current illustrations from advertising, politics, social movements, propaganda, and other sources. To reinforce the topics covered in each chapter, discussion questions, exercises, and key terms are included. Additional resources are available on the Companion Website (www.routledge.com/textbooks/simons), along with materials for instructors, including supplements for lectures and sample exam questions.

目次

Part I: Understanding Persuasion The Study of Persuasion Why Study Persuasion? Methods of Studying Persuasion Toward a Definition of Persuasion The Ethics of Persuasion Summary Questions and Projects for Further Study The Psychology of Persuasion: Basic Concepts and Principles Beliefs, Values, and Attitudes A Preview of Theories Persuasion by Degrees: Adapting to Different Audiences BVA theory: Beliefs and Values as Building Blocks of Attitudes From Attitudes to Actions and the Role of Subjective Norms: The Theory of Reasoned Action The Role of Emotion: Westen's Critique of Expectancy-Value Theories Priming Effects "Two Systems" Theories Persuasion as a Learning Process Persuasion as Psychological Unbalancing and Rebalancing Summary Questions and Projects for Further Study Persuasion Broadly Considered The Globalized Rhetorical Hypothesis "Persuasion" Versus "Non-Persuasion"- God terms and Devil terms Preview to the Globalized View of Persuasion: Five Key Communication Principles Impression Management as Persuasion Deception about Persuasive Intent Persuasion in the Guise of Objectivity How Multiple Messages Shape Ideologies Persuasion and Ideology: McWorld Summary Questions and Projects for Further Study Part 2: The Coactive Approach Coactive Persuasion Using Receiver-Oriented Approaches Being Situation Sensitive Combining Similarity and Credibility Building on Acceptable Premises Appearing Reasonable and Providing Psychological Support Using Communication Resources Summary Questions and Projects for Further Study Resources of Communication Resources of Language Nonverbal Resources Visual and Audiovisual Resources Resources of the New Media Summary Questions and Projects for Further Study Framing and Reframing: The Coactive Approach What are Frames? Metaphors as Frames Frames as Metaphors Cultural Frames and Verbal Repertoires Research on Frames and Reframes Metacommunicative Frames Framing in the News Media Reframing in Political Confrontations: "Going Meta" Reframing in Psychotherapy Summary Questions and Projects for Further Study Cognitive Shorthands Cialdini's Seven Principles The Highly Persuadable Persuadee Case Study One: How Doctors Using Shortcuts Puts Your Health at Risk. Case Study Two: How Financial Advertisers Using Shortcuts Puts Your Money at Risk. Case Study Three: How Crooks Using Shortcuts Steal from People Both Gullible and Wise. Summary Questions and Projects for Further Study Reasoning and Evidence Propositions of Policy, Fact, and Value Changing, Repairing, or Retaining a Policy: The Stock Issues Revisited Types of Evidence as Resources of Argumentation Fallacies Reconsidered The Case of Gulf War Syndrome Summary Questions and Projects for Further Study Part 3. Context for Persuasion Going Public: Delivering a Presentation that Persuades The Genuinely Committed Persuader Strategic Planning: A Three-Step Process Making Ideas Stick Organizing Persuasive Presentations Issues in Message Design Adapting to Different or Multiple Audiences Summary Questions and Projects for Further Study Persuasive Campaigns Campaign Stages and Components Types of Campaigns Summary Question and Projects for Further Study Staging Political Campaigns Persuasion in the Four Stages of Presidential Campaigning Machiavellianism in Political Campaigns: A Guide to Getting Elected to High Office Campaign Decisions That Matter: Five Case Studies Summary Questions and Projects for Further Study Analyzing Product Advertising Analyzing Product Advertising What is Advertising? The Changing Character of Advertising Campaigns Today's Phase: Hypercommunication Breaking With Tradition in the Phase of Hypercommunication: Anti-Ads Misdirection in the Language of Advertising Visual Misdirection in Product Advertising Summary Questions and Projects for Further Study Talking Through Differences Persuasion in Social Conflicts What are Social Conflicts? Cooperation and Competition in Mixed-Motive Conflicts Symmetrical Versus Asymmetrical Conflicts Destructive versus Productive Conflicts Dealing with Conflicts Productively Doc Reardon's Negotiating Strategies The Persuasion Dialogue Moving to Dialogue in Interpersonal Conflicts Case 1: A Taped Conversation about a Taped Conversation Case 2: A Structured Conversation about Abortion Summary Questions and Projects for Further Study Leading Social Movements What Are Social Movements? Types of Social Movements Tactics of Social Movements Social Protests and Mass Media Leading Social Movements: The Requirements-Problems-Strategies (RPS) Approach Open- and Closed-Minded Movements The Fate of Social Movements Summary Questions and Projects for Further Study More About Ethics The Ethics of Faculty Advocacy in the College Classroom Ethically Problematic Forms and Genres of Persuasion The Mindful Society The Ethics of Being Ethically Sensitive Communication Activism Revisited Summary Questions and Projects for Further Study

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