Seeking and Resisting Compliance

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Steven R Wilson - University of South Florida, USA

Other Titles in:
Persuasion | Social Psychology (General) | Sociology (General)

August 2002 | 408 pages | SAGE Publications, Inc

Description
Contents

Seeking and Resisting Compliance explores how people `produce' influence messages; that is, how they decide what to say during everyday influence interactions. Wilson does not present a single theory of persuasive message production; rather, he reviews theory and research from communication, psychology, linguistics, and other fields that shed light on questions of interest.

Seeking and Resisting Compliance:

- is the first text to focus solely on how people produce, rather than respond to, persuasive messages

- includes student-friendly pedagogy, such as definitions, examples, and sections describing "common assumptions" about various theories

- provides a solid foundation for the theory and research surveys

Introduction

What Is Persuasive Message Production

Describing Influence Interactions

The Traditional Approach to Message Analysis

Alternative Approaches to Message Analysis

Metaphors for Studying Persuasive Message Production

The Second Generation: Persuasive Message

Theories of Goal Pursuit

Discourse Perspectives on Persuasive Message Production

Cognitive Perspectives on Persuasive Message Production

Studying Persuasive Message Production in Context

Producing Persuasive Messages in Context: Two Case Studies

Conclusion

The Future of Theory and Research on Persuasive Message Production

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