Persuasion, Social Influence, and Compliance Gaining (2nd Edition)

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9780205359523: Persuasion, Social Influence, and Compliance Gaining (2nd Edition)

Persuasion, Social Influence, and Compliance Gaining looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion found in everyday life. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in real-world settings and examines persuasion from a social science perspective. Written in a highly accessible style, this text involves students by providing information and real-life examples with which they can easily identify.

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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 is Professor Emeritus of Communication Studies at California State University, USA.

John S. Seiter is Professor in the Department of Languages, Philosophy, and Communication Studies at Utah State University, USA.

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Gass, Robert H.; Seiter, John S.
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