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| elements of persuasion psychology: Attitudes And Persuasion Richard E Petty, 2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical approaches to the related phenomena of attitude and belief change. It focuses on variable perspective theory which is far more deserving of attention than the present level of research activity. |
| elements of persuasion psychology: Influence Robert B. Cialdini, 1988 Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say yes to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say yes. Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved. |
| elements of persuasion psychology: Speak to Win Brian Tracy, 2008-01-16 The ability to speak with confidence and deliver winning presentations can accelerate your career, earn people's respect, and enable you to achieve your greatest goals. Anyone can learn to be a great speaker, just as easily as they can learn to drive a car or ride a bike. As one of the world's premier speakers and personal success experts, Brian Tracy reveals time-tested tricks of the trade that you can use to present powerfully and speak persuasively, whether in an informal meeting or in front of a large audience. In Speak To Win, you will learn how to: become confident, positive, and relaxed in front of any audience grab people's attention from the start use body language, props, and vocal techniques to keep listeners engaged transition smoothly from one point to the next use humor, stories, quotes, and questions skillfully deal with skepticism when presenting new ideas wrap up strongly and persuasively This no nonsense handbook is perfect for delivering talks that inform, impress, persuade and motivate. Brimming with unbeatable strategies for winning people over every time, Speak To Win lets you in on his most powerful presentation secrets in this indispensable, life-changing guide. |
| elements of persuasion psychology: Webs of Influence Nathalie Nahai, 2012-12-14 As legions of businesses scramble to set up virtual-shop, we face an unprecedented level of competition to win over and keep new customers online. At the forefront of this battleground is your ability to connect with your customers, nurture your relationships and understand the psychology behind what makes them click. In this book The Web Psychologist, Nathalie Nahai, expertly draws from the worlds of psychology, neuroscience and behavioural economics to bring you the latest developments, cutting edge techniques and fascinating insights that will lead to online success. Webs of Influence delivers the tools you need to develop a compelling, influential and profitable online strategy which will catapult your business to the next level – with dazzling results. |
| elements of persuasion psychology: The Elements of Persuasion Richard Maxwell, Robert Dickman, 2009-10-13 Every great leader is a great storyteller, says Harvard University psychologist Howard Gardner. According to master storytellers Richard Maxwell and Robert Dickman, storytelling is a lot like running. Everyone knows how to do it, but few of us ever break the four-minute mile. What separates the great runners from the rest? The greats know not only how to hit every stride, but how every muscle fits together in that stride so that no effort is wasted and their goals are achieved. World-class runners know how to run from the inside out. World-class leaders know how to tell a story from the inside out. In The Elements of Persuasion, Maxwell and Dickman teach you how to tell stories too. They show you how storytelling relates to every industry and how anyone can benefit from its power. Maxwell and Dickman use their experiences—both in the entertainment industry and as corporate consultants—to deliver a formula for winning stories. All successful stories have five basic components: the passion with which the story is told, a hero who leads us through the story and allows us to see it through his or her eyes, an antagonist or obstacle that the hero must overcome, a moment of awareness that allows the hero to prevail, and the transformation in the hero and in the world that naturally results. Let's face it: leading is a lot more fun than following. Even if you never want to be a CEO or to change the world, you do want to have control over your own work and your own ideas. Ultimately, that is what the power of storytelling can give you. |
| elements of persuasion psychology: Pre-Suasion Robert Cialdini, 2016-09-06 The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes). |
| elements of persuasion psychology: Persuasion Timothy C. Brock, Melanie C. Green, 2005-01-04 Persuasion: Psychological Insights and Perspectives, Second Edition highlights important and influential views on persuasion and guides students through the important contemporary centers of basic and applied persuasion research. The renowned contributors to this volume apply cutting-edge knowledge from their current research across a variety of domains, including health, advertising, prejudice, political communication, group decision making, and the impact of narratives. This Second Edition has been revised and updated to reflect new research from the past decade. It includes entirely new chapters on prejudice, persuasiveness of narratives, mass media and political persuasion, small groups, and advertising. |
| elements of persuasion psychology: Yes! Noah J. Goldstein, Steve J. Martin, Robert Cialdini, 2008-09-03 Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers. |
| elements of persuasion psychology: The Influential Mind Tali Sharot, 2017-09-19 A cutting-edge, research-based inquiry into how we influence those around us and how understanding the brain can help us change minds for the better. In The Influential Mind, neuroscientist Tali Sharot takes us on a thrilling exploration of the nature of influence. We all have a duty to affect others—from the classroom to the boardroom to social media. But how skilled are we at this role, and can we become better? It turns out that many of our instincts—from relying on facts and figures to shape opinions, to insisting others are wrong or attempting to exert control—are ineffective, because they are incompatible with how people’s minds operate. Sharot shows us how to avoid these pitfalls, and how an attempt to change beliefs and actions is successful when it is well-matched with the core elements that govern the human brain. Sharot reveals the critical role of emotion in influence, the weakness of data and the power of curiosity. Relying on the latest research in neuroscience, behavioral economics and psychology, the book provides fascinating insight into the complex power of influence, good and bad. Praise for The Influential Mind Winner of the 2018 British Psychological Society Book Award Selected as a Best Book of 2017 by Forbes, The Times (UK), The Huffington Post, Bloomberg, Greater Good Magazine, Inc., Stanford Business School,and more “Sharot . . . covers the topic more fully and more authoritatively in a book whose title gives appropriately equal billing to thought, behavior and neurons. . . . Her book is a witty survey of techniques to influence and guide human behavior.” —The New York Times Book Review “This timely, intriguing book explains why it’s so difficult to shift the attitudes and actions of others—and what we can do about it.” —Adam Grant, New York Times–bestselling author of Originals and Give and Take |
| elements of persuasion psychology: The Psychology of Persuasion Kevin Hogan, 2010-09-23 Using techniques from hypnosis, neurolinguistic programming, the Bible, and the greatest salespeople in history, Hogan empowers you to improve all areas of your life. |
| elements of persuasion psychology: Persuasion in Society Jean G. Jones, Andi McClanahan, Joseph Sery, 2022 This fully-updated fourth edition introduces readers to the rich tapestry of persuasive technique and scholarship, interweaving perspectives from rhetoric, critical theory, and social science and applying their insights to practical political, social, and business contexts. 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, it draws from popular culture, mass media, social media, advertising, political campaigns, and social movements to help readers become informed creators and consumers of persuasive messages. Case studies show how and why people fall for persuasive messages, demonstrating how persuasion works at a cognitive level. This new edition includes extended treatment of the ethics of persuasion, including opposing views on handling controversial issues in the college classroom; a new chapter on propaganda and ideology; and a greater focus on digital contexts and social media. Discussion questions, exercises, and key terms are provided for each chapter. This textbook will be a valuable tool for students of communication, media studies, politics, psychology, and business and advertising. Online resources for instructors include PowerPoint slides and test bank-- |
| elements of persuasion psychology: Grit Angela Duckworth, 2016-05-03 In this instant New York Times bestseller, Angela Duckworth shows anyone striving to succeed that the secret to outstanding achievement is not talent, but a special blend of passion and persistence she calls “grit.” “Inspiration for non-geniuses everywhere” (People). The daughter of a scientist who frequently noted her lack of “genius,” Angela Duckworth is now a celebrated researcher and professor. It was her early eye-opening stints in teaching, business consulting, and neuroscience that led to her hypothesis about what really drives success: not genius, but a unique combination of passion and long-term perseverance. In Grit, she takes us into the field to visit cadets struggling through their first days at West Point, teachers working in some of the toughest schools, and young finalists in the National Spelling Bee. She also mines fascinating insights from history and shows what can be gleaned from modern experiments in peak performance. Finally, she shares what she’s learned from interviewing dozens of high achievers—from JP Morgan CEO Jamie Dimon to New Yorker cartoon editor Bob Mankoff to Seattle Seahawks Coach Pete Carroll. “Duckworth’s ideas about the cultivation of tenacity have clearly changed some lives for the better” (The New York Times Book Review). Among Grit’s most valuable insights: any effort you make ultimately counts twice toward your goal; grit can be learned, regardless of IQ or circumstances; when it comes to child-rearing, neither a warm embrace nor high standards will work by themselves; how to trigger lifelong interest; the magic of the Hard Thing Rule; and so much more. Winningly personal, insightful, and even life-changing, Grit is a book about what goes through your head when you fall down, and how that—not talent or luck—makes all the difference. This is “a fascinating tour of the psychological research on success” (The Wall Street Journal). |
| elements of persuasion psychology: Influence, New and Expanded Robert B. Cialdini, PhD, 2021-05-04 The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction. |
| elements of persuasion psychology: The Cambridge Handbook of Consumer Psychology Cait Lamberton, Derek D. Rucker, Stephen A. Spiller, 2023-04-06 In the last two years, consumers have experienced massive changes in consumption – whether due to shifts in habits; the changing information landscape; challenges to their identity, or new economic experiences of scarcity or abundance. What can we expect from these experiences? How are the world's leading thinkers applying both foundational knowledge and novel insights as we seek to understand consumer psychology in a constantly changing landscape? And how can informed readers both contribute to and evaluate our knowledge? This handbook offers a critical overview of both fundamental topics in consumer psychology and those that are of prominence in the contemporary marketplace, beginning with an examination of individual psychology and broadening to topics related to wider cultural and marketplace systems. The Cambridge Handbook of Consumer Psychology, 2nd edition, will act as a valuable guide for teachers and graduate and undergraduate students in psychology, marketing, management, economics, sociology, and anthropology. |
| elements of persuasion psychology: The SAGE Handbook of Persuasion James Price Dillard, Lijiang Shen, 2013 The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners. |
| elements of persuasion psychology: Principles, Elements, and Types of Persuasion James Benjamin, 1997 In this text, the author emphasizes practical applications as students master the research and theories of persuasion. By acknowledging that both rhetorical and behavioral theories contribute to the understanding of persuasion, this text blends production and consumption of persuasion. |
| elements of persuasion psychology: Models of Strategic Reasoning Johan van Benthem, Sujata Ghosh, Rineke Verbrugge, 2016-01-08 Strategic behavior is the key to social interaction, from the ever-evolving world of living beings to the modern theatre of designed computational agents. Strategies can make or break participants’ aspirations, whether they are selling a house, playing the stock market, or working toward a treaty that limits global warming. This book aims at understanding the phenomenon of strategic behavior in its proper width and depth. A number of experts have combined forces in order to create a comparative view of the different frameworks for strategic reasoning in social interactions that have been developed in game theory, computer science, logic, linguistics, philosophy, and cognitive and social sciences. The chapters are organized in three topic-based sections, namely reasoning about games; formal frameworks for strategies; and strategies in social situations. The book concludes with a discussion on the future of logical studies of strategies. |
| elements of persuasion psychology: The Persuasion Code Christophe Morin, Patrick Renvoise, 2018-09-11 The Persuasion Code Capture, convince, and close—scientifically Most of your attempts to persuade are doomed to fail because the brains of your audience automatically reject messages that disrupt their attention. This book makes the complex science of persuasion simple. Learn to develop better marketing and sales messages based on a scientific model; NeuroMapTM. Regardless of your level of expertise in marketing, neuromarketing, neuroscience or psychology: The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime will make your personal and business lives more successful by unveiling a credible and practical approach towards creating a breakthrough persuasion strategy. This book will satisfy your interest in neuromarketing, scientific persuasion, sales, advertising effectiveness, website conversion, marketing strategy and sales presentations. It’ll teach you the value of the award-winning persuasion model NeuroMapTM : the only model based on the science of how your customers use their brain to make any decision including a buying decision. You will appreciate why this scientific approach has helped hundreds of companies and thousands of executives achieve remarkable results. Written by the founders of SalesBrain who pioneered the field of neuromarketing SalesBrain has trained more than 100,000 executives worldwide including over 15,000 CEO Includes guidance for creating your own neuromarketing plan Advance your business or career by creating persuasive messages based on the working principle of the brain. |
| elements of persuasion psychology: The Psychology of Selling Brian Tracy, 2006-06-20 Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed. |
| elements of persuasion psychology: The Language of Change Paul Watzlawick, 1993 In this groundbreaking book, a world authority on human communication and communication therapy points out a basic contradiction in the way therapists use language. Although communications emerging in therapy are ascribed to the mind's unconscious, dark side, they are habitually translated in clinical dialogue into the supposedly therapeutic language of reason and consciousness. But, Dr. Watzlawick argues, it is precisely this bizarre language of the unconscious which holds the key to those realms where alone therapeutic change can take place. |
| elements of persuasion psychology: Handbook of the History of Social Psychology Arie W. Kruglanski, Wolfgang Stroebe, 2012-10-12 For the first time in the history of social psychology, we have a handbook on the history of social psychology. In it, leading luminaries in the field present their take on how research in their own domains has unfolded, on the scientists whose impact shaped the research agendas in the different areas of social psychology, and on events, institutions and publications that were pivotal in determining the field’s history. Social psychology’s numerous subfields now boast a rich historical heritage of their own, which demands special attention. The Handbook recounts the intriguing and often surprising lessons that the tale of social psychology’s remarkable ascendance has to offer. The historical diversity is the hallmark of the present handbook reflecting each of this field’s domains unique evolution. Collectively, the contributions put a conceptual mirror to our field and weave the intricate tapestry of people, dynamics and events whose workings combined to produce what the vibrant discipline of social psychology is today. They allow the contemporary student, scholar and instructor to explore the historical development of this important field, provide insight into its enduring aims and allow them to transcend the vicissitudes of the zeitgeist and fads of the moment. The Handbook of the History of Social Psychology provides an essential resource for any social psychologist’s collection. |
| elements of persuasion psychology: Syntactic Structures Noam Chomsky, 2020-05-18 No detailed description available for Syntactic Structures. |
| elements of persuasion psychology: Split-Second Persuasion Kevin Dutton, 2011-02-03 An “entertaining” look at the psychology and neuroscience behind the act of influencing others (Kirkus Reviews). People try to persuade us every day. From the news to the Internet to coworkers and family, everyone and everything wants to influence our thoughts in some way. And in turn, we hope to persuade others. Understanding the dynamics of persuasion can help us to achieve our own goals—and resist being manipulated by those who don’t necessarily have our best interests at heart. Psychologist Kevin Dutton has identified a powerful strain of immediate, instinctual persuasion, a method of influence that allows people to disarm skepticism, win arguments, and close deals. With a combination of astute methods and in-depth research in the fields of psychology and neuroscience, Dutton’s fascinating and provocative book: Introduces the natural super-persuaders in our midst: Buddhist monks, magicians, advertisers, con men, hostage negotiators, and even psychopaths. Reveals which hidden pathways in the brain lead us to believe something even when we know it’s not true. Explains how group dynamics can make us more tolerant or deepen our extremism. Illuminates the five elements of SPICE (simplicity, perceived self-interest, incongruity, confidence, and empathy) for instantly effective persuasion. “[Split-Second Persuasion] offers some powerful insights into the art and science of getting people to do what you want.” —New Scientist |
| elements of persuasion psychology: Psychology For Dummies Adam Cash, 2013-06-21 Understand why you feel and act the way you do Psychology For Dummies is a fun, user-friendly guide to the basics of human behavior and mental processes. In plain English—and using lots of everyday examples—psychologist Dr. Adam Cash cuts through the jargon to explain what psychology is all about and what it tells you about why you do the things you do. With this book as your guide, you'll: gain profound insights into human nature; understand yourself better; make sense of individual and group behaviors; explore different approaches in psychology; recognize problems in yourself and others; make informed choices when seeking psychological counseling; and much more. Shows you how understanding human psychology can help you make better decisions, avoid things that cause stress, manage your time to a greater degree, and set goals Helps you make informed choices when seeking psychological counseling Serves as an invaluable supplement to classroom learning From Freud to forensics, anorexia to xenophobia, Psychology For Dummies takes you on a fascinating journey of self discovery. |
| elements of persuasion psychology: The Oxford Handbook of Personality and Social Psychology Kay Deaux, Mark Snyder, 2018-10-02 The second edition of The Oxford Handbook of Personality and Social Psychology beautifully captures the history, current status, and future prospects of personality and social psychology. Building on the successes and strengths of the first edition, this second edition of the Handbook combines the two fields of personality and social psychology into a single, integrated volume, offering readers a unique and generative agenda for psychology. Over their history, personality and social psychology have had varying relationships with each other-sometimes highly overlapping and intertwined, other times contrasting and competing. Edited by Kay Deaux and Mark Snyder, this Handbook is dedicated to the proposition that personality and social psychology are best viewed in conjunction with one another and that the synergy to be gained from considering links between the two fields can do much to move both areas of research forward in order to better enrich our collective understanding of human nature. Contributors to this Handbook not only offer readers fascinating examples of work that cross the boundaries of personality and social psychology, but present their work in such a way that thinks deeply about the ways in which a unified social-personality perspective can provide us with a greater understanding of the phenomena that concern psychological investigators. The chapters of this Handbook effortlessly weave together work from both disciplines, not only in areas of longstanding concern, but also in newly emerging fields of inquiry, addressing both distinctive contributions and common ground. In so doing, they offer compelling evidence for the power and the potential of an integrated approach to personality and social psychology today. |
| elements of persuasion psychology: Persuasive Imagery Linda M. Scott, Rajeev Batra, 2003-04-02 This volume synthesizes and advances existing knowledge of consumer response to visuals. Representing an interdisciplinary perspective, contributors include scholars from the disciplines of communication, psychology, and marketing. The book begins with an overview section intended to situate the reader in the discourse. The overview describes the state of knowledge in both academic research and actual practice, and provides concrete sources for scholars to pursue. Written in a non-technical language, this volume is divided into four sections: Image and Response - illustrates the difficulty encountered even in investigating the basic influences, processes, and effects of mere exposure to imagery. Image and Word - presents instances in which the line between words and pictures is blurred, such as the corporate logo which is often pictorial in nature but communicates on an abstract level usually attributed to words. Image and the Ad - contributes to our appreciation for the exquisite variations among advertising texts and the resultant variability in response, not only to different ads but among different viewers of the same ad. Image and Object - carries the inquiry of visual response over the bridge toward object interaction. Having traveled a path that has gone from the precise working of the brain in processing visual stimuli all the way to the history of classical architecture, readers of this volume will have a new respect for the complexity of human visual response and the research that is trying to explain it. It will be of interest to those involved in consumer behavior, consumer psychology, advertising, marketing, and visual communication. |
| elements of persuasion psychology: The Psychology of Persuasion William MacPherson, 2022-10-27 This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant. |
| elements of persuasion psychology: The Psychology of Attitudes and Attitude Change Gregory R. Maio, Geoffrey Haddock, 2009 Written by two world-leading academics in the field of attitudes research, is a brand new textbook that gets to the very heart of this fascinating and far-reaching field. Greg Maio and Geoffrey Haddock describe how scientific methods have been used to better understand attitudes and how they change. With the aid of a few helpful metaphors, the text provides readers with a grasp of the fundamental concepts for understanding attitudes and an appreciation of the scientific challenges that lay ahead. |
| elements of persuasion psychology: The Handbook of Behavior Change Martin S. Hagger, Linda D. Cameron, Kyra Hamilton, Nelli Hankonen, Taru Lintunen, 2020-07-15 Social problems in many domains, including health, education, social relationships, and the workplace, have their origins in human behavior. The documented links between behavior and social problems have compelled governments and organizations to prioritize and mobilize efforts to develop effective, evidence-based means to promote adaptive behavior change. In recognition of this impetus, The Handbook of Behavior Change provides comprehensive coverage of contemporary theory, research, and practice on behavior change. It summarizes current evidence-based approaches to behavior change in chapters authored by leading theorists, researchers, and practitioners from multiple disciplines, including psychology, sociology, behavioral science, economics, philosophy, and implementation science. It is the go-to resource for researchers, students, practitioners, and policy makers looking for current knowledge on behavior change and guidance on how to develop effective interventions to change behavior. |
| elements of persuasion psychology: The Dynamics of Persuasion Richard M. Perloff, 2010 The Dynamics of Persuasion provides a comprehensive and up-to-date introduction to persuasive communication and attitude change. Offering a thorough discussion of classic and contemporary theories of persuasion, this text explores the structure and functions of attitudes, consistency between attitude and behavior, and issues in attitude measurement. Examining persuasion through media, interpersonal, and psychological lenses, author Richard M. Perloff systematically investigates the impact of persuasive communication on attitudes toward a variety of topics, including health, politics, and racial prejudice. In addition to presenting persuasion theory and research, he provides numerous examples of persuasion in action, demonstrating the role of persuasion research in everyday life. Written in a highly accessible and clear style, The Dynamics of Persuasion serves to: introduce the social science perspective on persuasion enhance understanding of persuasion theories and research highlight the major issues discussed in the field of persuasion research explore the complexities and subtleties in the dynamics of everyday persuasion raise awareness about the ethics of contemporary persuasion. New to this edition are: 2008 election examples interspersed througout the text focused discussions on compliance-gaining and negative advertising examples of strong attitude, such as the pros and cons of using animals in research. Complimented by a Companion Website (www.routledge.com/textbooks/dynamicsofpersuasion4e) with resources for students and instructors, The Dynamics of Persuasion is an engaging text appropriate for advanced courses on persuasion in communication, psychology, marketing, and sociology. In its exploration of the dynamics of persuasive communication, it illuminates the powerful effects persuasion has in contemporary society and enhances understanding of this ubiquitous communicative strategy. |
| elements of persuasion psychology: Attitude Strength Richard E. Petty, Jon A. Krosnick, 2014-01-14 Social psychologists have long recognized the possibility that attitudes might differ from one another in terms of their strength, but only recently had the profound implications of this view been explored. Yet because investigators in the area were pursuing interesting but independent programs of research exploring different aspects of strength, there was little articulation of assumptions underlying the work, and little effort to establish a common research agenda. The goals of this book are to highlight these assumptions, to review the discoveries this work has produced, and to suggest directions for future work in the area. The chapter authors include individuals who have made significant contributions to the published literature and represent a diversity of perspectives on the topic. In addition to providing an overview of the broad area of attitude strength, particular chapters deal in depth with specific features of attitudes related to strength and integrate the diverse bodies of relevant theory and empirical evidence. The book will be of interest to graduate students initiating work on attitudes as well as to longstanding scholars in the field. Because of the many potential directions for application of work on attitude strength to amelioration of social problems, the book will be valuable to scholars in various applied disciplines such as political science, marketing, sociology, public opinion, and others studying attitudinal phenomena. |
| elements of persuasion psychology: When Prophecy Fails Leon Festinger, Henry W Riecken, Stanley Schachter, 2024-03-26 The study reported in this volume grew out of some theoretical work one phase of which bore specifically on the behavior of individuals in social movements that made specific (and unfulfilled) prophecies. We had been forced to depend chiefly on historical records to judge the adequacy of our theoretical ideas until we by chance discovered the social movement that we report in this book. At the time we learned of it the movement was in mid-career but the prophecy about which it was centered had not yet been disconfirmed. We were understandably eager to undertake a study that could test our theoretical ideas under natural conditions.That we were able to do this study was in great measure due to the support obtained through the Laboratory for Research in Social Relations of the University of Minnesota. This study is a project of the Laboratory and was carried out while we were all members of its staff. We should also like to acknowledge the help we received through a grant-in-aid from the Ford Foundation to one of the authors a grant that made preliminary exploration of the field situation possible. |
| elements of persuasion psychology: The Persuasion Handbook James Price Dillard, Michael Pfau, 2002-07-23 The Persuasion Handbook provides readers with cogent, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues of interest to interpersonal and mass communication researchers as well as psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and lays out research strategies for addressing those challenges. |
| elements of persuasion psychology: The Psychology of Persuasion William Macpherson, 1920 |
| elements of persuasion psychology: Communication and Persuasion Carl Iver Hovland, Irving Lester Janis, Harold H. Kelley, 1974 |
| elements of persuasion psychology: Elements of Reason Arthur Lupia, Mathew D. McCubbins, Samuel L. Popkin, 2000-10-09 Advances in the social sciences are used to uncover cognitive foundations of social decision making. |
| elements of persuasion psychology: Courtroom Psychology and Trial Advocacy Richard Waites, 2003 An invaluable resource for experienced trial attorneys, inexperienced trial attorneys looking to advance to the next level of trial practice, and corporate counsel who handle litigation, this book looks at the role courtroom psychology plays in modern trial practice. It covers the essentials of trial practice, including jury selection, opening and closing statements, and questioning witnesses, as well as the key aspects of arbitration hearings and mediations. But what makes this book different from basic trial advocacy primers is its attention to the results of decades of scientific research relating to courtroom psychology (or persuasion psychology). This area concerns how and why jurors, judges, and arbitrators make decisions and how they are influenced. This book examines the role persuasion psychology plays in modern trial practice and how lawyers can use it to their advantage. |
| elements of persuasion psychology: Experiments on Mass Communication C. I. Hovland, A. A. Lumsdaine, 2017-03-14 Volume III in the series Studies in Social Psychology in World War II. The Army proved to be a worldwide laboratory for film research and research on other means of getting across both technical information and indoctrination. Findings are of direct importance to film-makers, educators. Originally published in 1971. The Princeton Legacy Library uses the latest print-on-demand technology to again make available previously out-of-print books from the distinguished backlist of Princeton University Press. These editions preserve the original texts of these important books while presenting them in durable paperback and hardcover editions. The goal of the Princeton Legacy Library is to vastly increase access to the rich scholarly heritage found in the thousands of books published by Princeton University Press since its founding in 1905. |
| elements of persuasion psychology: Personality and Persuasibility Irving Lester Janis, 1982-10-21 General persuasibility--a person's readiness to accept social influence from others irrespective of what he or she knows about the communicator or what it is that the communicator is advocating--is studied. Significant contributions on individual differences in persuasibility made by a number of psychologists associated with the Yale Communication and Attitude Change Program are brought together in this volume. |
| elements of persuasion psychology: The Psychology of Conflict Paul Randolph, 2016-02-25 This practical guide, with a foreword by Nobel Laureate Archbishop Desmond Tutu, will assist those interested in conflict resolution to better understand the psychological processes of parties in conflict and mediation. As Randolph argues, psychology is increasingly perceived by lawyers as a vital tool for resolving conflicts in the litigation environment, whether in commercial, family, community or employment disputes. With an ever-growing demand for mediators across international borders, the psychologically-informed mediator can also provide much needed facilitation in global trade and peace negotiations, as well as being invaluable in helping to resolve a variety of political and international conflicts. |
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Water | H2O | CID 962 - PubChem
Water (chemical formula: H2O) is a transparent fluid which forms the world's streams, lakes, oceans and rain, and is the major constituent of the fluids of organisms.
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