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You are watching: Persuasion: social influence and compliance gaining

Description 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 fifth edition explores how social media continues to be a form of influence. In addition, the text 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

Look Inside

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Preface

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Pragmatic advice - Helps students become more effective persuaders and learn to resist others' influence. Recent research studies and findings - Provide students with the most current information in the field of persuasion. Specialized contexts and settings - Helpful sidebars examine persuasion in specialized contexts and settings, such as car sales, funeral homes, and cult indoctrination. Unique discussions of several abstract forms of persuasion - Such as subliminal persuasion, neurolinguistic processing, music as persuasion, and the use of fragrances in persuasion–show students the range and intricacies of persuasive messages they encounter every day. Broad topical coverage - Includes discussions of influence in interpersonal settings, small group settings, and the mass media to make students more aware of the various types of persuasion surrounding them on a daily basis. “Visual Persuasion” (Ch. 14) - Helps students gain an appreciation of persuasion that includes images and visual media. Discussion of persuasion, propaganda, and manipulation - Expanded, early examination of persuasion, propaganda, and manipulation clarifies for students the key differences among and between these terms. Cultural influences - Enhanced discussion of cultural influences on persuasion–with most chapters including intercultural examples and illustrations–broadens students' understanding about the types and impact of persuasion in a variety of cultural settings. Analyzing and adapting to audiences - A section on analyzing and adapting to audiences, including information on segmentation analysis of target audiences, assists students in adapting their messages to particular audiences. MySearchLab with thedesigningfairy.com eText - A collection of tools and resources that can help students in any course. MySearchLab is designed with one single purpose - to improve the academic success of all higher education students, one student at a time. MySearchLab contains a thedesigningfairy.com eText and research/writing tools: thedesigningfairy.com eText - Just like the printed text, students can highlight relevant passages and add their own notes. For even greater flexibility, students can download the eText to a tablet using the free thedesigningfairy.com eText app. Research and writing tools - Access to various academic journals, census data, Associated Press news feeds, and discipline-specific readings. Also, a wide range of composition and grammar tools aid students throughout the writing process, helping them to produce more effective papers. ">
Pragmatic advice - Helps students become more effective persuaders and learn to resist others" influence. Recent research studies and findings - Provide students with the most current information in the field of persuasion. Specialized contexts and settings - Helpful sidebars examine persuasion in specialized contexts and settings, such as car sales, funeral homes, and cult indoctrination. Unique discussions of several abstract forms of persuasion - Such as subliminal persuasion, neurolinguistic processing, music as persuasion, and the use of fragrances in persuasion–show students the range and intricacies of persuasive messages they encounter every day. Broad topical coverage - Includes discussions of influence in interpersonal settings, small group settings, and the mass media to make students more aware of the various types of persuasion surrounding them on a daily basis. “Visual Persuasion” (Ch. 14) - Helps students gain an appreciation of persuasion that includes images and visual media. Discussion of persuasion, propaganda, and manipulation - Expanded, early examination of persuasion, propaganda, and manipulation clarifies for students the key differences among and between these terms. Cultural influences - Enhanced discussion of cultural influences on persuasion–with most chapters including intercultural examples and illustrations–broadens students" understanding about the types and impact of persuasion in a variety of cultural settings. Analyzing and adapting to audiences - A section on analyzing and adapting to audiences, including information on segmentation analysis of target audiences, assists students in adapting their messages to particular audiences. MySearchLab with thedesigningfairy.com eText - A collection of tools and resources that can help students in any course. MySearchLab is designed with one single purpose - to improve the academic success of all higher education students, one student at a time. MySearchLab contains a thedesigningfairy.com eText and research/writing tools: thedesigningfairy.com eText - Just like the printed text, students can highlight relevant passages and add their own notes. For even greater flexibility, students can download the eText to a tablet using the free thedesigningfairy.com eText app. Research and writing tools - Access to various academic journals, census data, Associated Press news feeds, and discipline-specific readings. Also, a wide range of composition and grammar tools aid students throughout the writing process, helping them to produce more effective papers.


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Overall Changes

Expanded chapter on esoteric persuasion Discussion of new topics such as emotional marketing, cause-related marketing, and gamification Integration of the newest studies on attitudes, credibility, deception, compliance gaining, language, nonverbal communication, and motivational appeals.

Chapter-by-Chapter Changes

 

Chapter 1


Upgraded examination of social media as a form of social influence Explanation of sentiment tracking to monitor and measure trends in social media Coverage of gamification, the practice of applying videogame methods and techniques to non-game contexts to increase consumer engagement

Chapter 2

Updated examples and studies that help students understand theories of persuasion

Chapter 3

Material on implicit attitude measures, in particular, the Implicit Association Test Revised discussion of physiological measures of attitude, with greater emphasis on fMRI Material on brands and branding, including brand authenticity and cause-related marketing The addition of “bargaining” as a method of reducing cognitive dissonance

Chapter 4

Discussion of the third-person effect in persuasion New material on the effect of fictional narratives on the sleeper effect

Chapter 5