Persuasion, Social Influence, and Compliance Gaining - Softcover

Gass, Robert H.; Seiter, John S.

3.71

147 ratings by Goodreads

9780205263523: Persuasion, Social Influence, and Compliance Gaining

Softcover

ISBN 10: 0205263526 ISBN 13: 9780205263523

Publisher: Taylor & Francis, 1998

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A comprehensive overview of persuasion theory

Persuasion: Social Influence and Compliance Gaining first helps students understand established theories and models of persuasion. It then encourages them to develop and apply general conclusions about persuasion in real-world settings.

The 5th edition explores how social media continues to be a form of influence, but it also looks at grassroots movements, such as the Tea Party and Occupy Wall Street, and traditional forms of persuasion, such as advertising, marketing, and political campaigning.

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Learning Goals

Upon completing this book, readers will be able to:

Understand how persuasion works
Discuss the impact culture has on persuasion
Understand and identify key differences among persuasion, propaganda, and manipulation

0205956254 / 9780205956258 Persuasion: Social Inflence and Compliance Gaining Plus MySearchLab with eText -- Access Card Package
Package consists of
0205239927 / 9780205239924 MySearchLab with Pearson eText -- Valuepack Access Card
0205912966 / 9780205912964 Persuasion: Social Influence and Compliance Gaining

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From the Back Cover:

In this media-saturated, opinion-saturated world, persuasive messages influence every aspect of daily life. They may come in overt forms such as billboards and flashy ad slogans, in subtle ways, such as deceptive or leading conversations, or through more subliminal means such as fragrances or music. Learning to interpret and manipulate these messages in certain situations can be a key attribute to personal and professional gain. Gass and Seiter's book provides a broad-based perspective, encompassing the full scope of persuasion as it is found in everyday life. The authors examine persuasion in a variety of contexts and settings, including advertising, small groups, and face-to-face encounters. The book places special emphasis on newer avenues for studying persuasion, in particular, deception detection and compliance gaining/compliance resisting. This book takes readers beyond persuasion theory to the workings of persuasive techniques in real-world settings.

Psychologists, business managers, sales people, advertisers, marketers, educators, students of psychology, and anyone interested in persuasive techniques.

About the Author:

Robert H. Gass, California State University, FullertonJohn S. Seiter, Utah State University

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