The SAGE Handbook of Persuasion: Developments in Theory and Practice (Sage Handbooks)

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. 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 Provides Research Strategies For Addressing Those Challenges. Fundamental Issues -- Persuasion In The Rhetorical Tradition / J. Michael Hogan -- The Effects Of Message Features : Content, Structure, And Style / Lijiang Shen & Elizabeth Bigsby -- Media Influence As Persuasion / Lance Holbert & John M. Tchernev -- Outcomes Of Persuasion : Behavioral, Cognitive, And Social / Nancy Rhodes & David R. Ewoldsen -- On Being Persuaded : Some Basic Distinctions / Gerald R. Miller -- Theories, Perspectives, And Traditions -- Discrepancy Models Of Belief Change / Edward L. Fink & Deborah A. Cai -- Functional Attitude Theory / Christopher Carpenter, Franklin J. Boster, & Kyle R. Andrews -- Reasoned Action Theory : Persuasion As Belief-based Behavior Change / Marco Yzer -- The Elaboration Likelihood Model / Daniel J. O'keefe -- Affect And Persuasion / James Price Dillard & Kiwan Seo -- Reactance Theory And Persuasion / Brian L. Quick, Lijiang Shen, & James Price Dillard -- Fear Appeals / Paul A. Mongeau -- Narrative Persuasion / Rick Busselle & Helena Bilandzic -- Inoculation Theory / Joshua Compton -- Supportive And Persuasive Communication : Theoretical Intersections / Graham D. Bodie -- Contexts, Settings, And Applications -- Political Persuasion / Richard M. Perloff -- Persuasive Strategies In Health Campaigns / Charles K. Atkin & Charles T. Salmon -- The Siren's Call : Mass Media And Drug Prevention / William D. Crano, Jason T. Siegel, & Eusebio M. Alvaro -- Persuasion In The Marketplace : How Theories Of Persuasion Apply To Marketing And Advertising / L. J. Shrum, Min Liu, Mark Nespoli, & Tina M. Lowrey -- Persuasion In The Legal Setting / John C. Reinard -- Persuading In The Small Group Context / Franklin J. Boster -- When Presumed Influence Turns Real : An Indirect Route Of Media Influence / Ye Sun -- How Does Technology Persuade?: Theoretical Mechanisms For Persuasive Technologies / S. Shyam Sundar, Jeeyun Oh, Hyunjin Kang, Akshaya Sreenivasan. Edited By James Price Dillard, Lijiang Shen. Includes Bibliographical References And Index. Cover Contents Part I - Fundamental Issues Chapter 1 - Persuasion in the Rhetorical Tradition Chapter 2 - The Effects of Message Features: Content, Structure, and Style Chapter 3 - Media Influence as Persuasion Chapter 4 - Outcomes of Persuasion: Behavioral, Cognitive, and Social Chapter 5 - On Being Persuaded: Some Basic Distinctions Part II - Theories, Perspectives, and Traditions Chapter 6 - Discrepancy Models of Belief Change Chapter 7 - Functional Attitude Theory Chapter 8 - Reasoned Action Theory: Persuasion as Belief-Based Behavior Change Chapter 9 - The Elaboration Likelihood Model Chapter 10 - Affect and Persuasion Chapter 11 - Reactance Theory and Persuasion Chapter 12 - Fear Appeals Chapter 13 - Narrative Persuasion Chapter 14 - Inoculation Theory Chapter 15 - Supportive and Persuasive Communication: Theoretical Intersections Part III - Contexts, Settings, and Applications Chapter 16 - Political Persuasion Chapter 17 - Persuasive Strategies in Health Campaigns Chapter 18 - The Siren’s Call: Mass Media and Drug Prevention Chapter 19 - Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising Chapter 20 - Persuasion in the Legal Setting Chapter 21 - Persuading in the Small Group Context Chapter 22 - When Presumed Influence Turns Real: An Indirect Route of Media Influence Chapter 23 - How Does Technology Persuade?: Theoretical Mechanisms for Persuasive Technologies Author Index Subject Index About the Authors A new edition of this comprehensive and widely used Handbook. It 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.