ISBN:
9781317578123
Language:
English
Pages:
1 Online-Ressource (557 pages)
Parallel Title:
Print version Jones, Jean G Persuasion in Society
DDC:
303.342
Abstract:
Cover -- Half Title -- Title Page -- Copyright Page -- Contents -- Acknowledgments -- Preface -- PART I: Understanding Persuasion -- CHAPTER 1 The Study of Persuasion -- WHY STUDY PERSUASION? -- Practice -- Analysis -- Understanding -- Synthesis: Putting Together Rhetorical Practice, Analysis, and Understanding -- METHODS OF STUDYING PERSUASION -- Method One: Rhetorical Criticism -- Case #1 A rhetorical analysis of the college catalog -- Case #2 A rhetorical analysis of discourse: shaky economy -- Method Two: Social-Scientifi c Approach -- TOWARD A DEFINITION OF PERSUASION -- Human Communication -- Attempted Influence -- Modifying Judgments -- Persuasion versus Propaganda -- Ethical Perspectives of Persuasion -- THE ETHICS OF PERSUASION -- Utilitarianism -- Universalism -- Dialogic Ethics -- Situationalism -- Putting It Together: Ethical Meta-Perspective -- SUMMARY -- QUESTIONS FOR FURTHER STUDY -- KEY TERMS -- REFERENCES -- CHAPTER 2 The Psychology of Persuasion: Basic Concepts and Principles -- BELIEFS, VALUES, AND ATTITUDES -- A PREVIEW OF THEORIES -- PERSUASION BY DEGREES: ADAPTING TO DIFFERENT AUDIENCES -- BVA THEORY: BELIEFS AND VALUES AS BUILDING BLOCKS OF ATTITUDES -- FROM ATTITUDES TO ACTIONS AND THE ROLE OF SUBJECTIVE NORMS: THE THEORY OF REASONED ACTION -- (1) Elaboration Likelihood Model: Two Routes to Persuasion -- (2) Nudge Theory -- THE ROLE OF EMOTION: WESTEN'S CRITIQUE OF EXPECTANCY-VALUE THEORIES -- PRIMING EFFECTS -- TWO SYSTEMS THEORIES -- PERSUASION AS A LEARNING PROCESS -- Overheard at the Deli Counter of a Large Supermarket -- Persuasion and Incentives -- Persuasion by Association -- PERSUASION AS PSYCHOLOGICAL UNBALANCING AND REBALANCING -- A NEUROSCIENCE APPROACH TO PERSUASION -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- WEB LINKS -- REFERENCES
Abstract:
CHAPTER 3 Persuasion Broadly Considered -- THE GLOBALIZED RHETORICAL HYPOTHESIS -- "PERSUASION" VERSUS "NON-PERSUASION"-GOD TERMS AND DEVIL TERMS -- PREVIEW TO THE GLOBALIZED VIEW OF PERSUASION: FIVE KEY COMMUNICATION PRINCIPLES -- Principle 1 Communication Is Multi-motivated: It may operate on multiple levels and may serve multiple functions -- Principle 2 Communication Is Multi-layered: Broadly stated, "the message" includes not just what is said verbally, but also the source, medium, context, receiver, and accompanying non-verbals -- Principle 3 Communication Is Multi-dimensional: What is said can come in a variety of forms -- Principle 4 Communication Is Multi-directional: Messages may have unintended effects on unintended audiences, not least of all on the message sender themselves -- through communication, we also persuade ourselves -- Principle 5 Communication Is Multi-faceted: Every utterance about substantive matters (about content) is also an interpersonal encounter that invariably projects an image of the communicator -- APPLYING THE PRINCIPLES: GLOBALIZED RHETORIC IN PRACTICE -- Technique One: Impression Management as Persuasion -- Technique Two: Denial of Persuasive Intent: "I'm Not Being Persuasive Here -- Technique Three: Deception About Persuasive Intent: Expression Games -- Technique Four: Persuasion in the Guise of Objectivity -- News Reporting -- Scientifi c Writing -- Societal Naming of Social Problems -- HOW MULTIPLE MESSAGES SHAPE IDEOLOGIES -- PERSUASION AND IDEOLOGY: AMERICANIZATION -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- REFERENCES -- PART II: The Coactive Approach -- CHAPTER 4 Coactive Persuasion -- USING RECEIVER-ORIENTED APPROACHES -- BEING SITUATION SENSITIVE -- COMBINING SIMILARITY AND CREDIBILITY -- BUILDING ON ACCEPTABLE PREMISES
Abstract:
APPEARING REASONABLE AND PROVIDING PSYCHOLOGICAL SUPPORT -- USING COMMUNICATION RESOURCES -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- KEY TERMS -- REFERENCES -- CHAPTER 5 Resources of Communication -- RESOURCES OF LANGUAGE -- THE BASIC TOOLS -- Intensify/Downplay -- Hugh Rank's Six Components of Intensify/Downplay -- Tactics for Intensifying -- Repetition -- Association -- Composition -- Tactics for Downplaying -- Omission -- Diversion -- Confusion -- Compliance-Gaining Tactics -- NON-VERBAL RESOURCES -- Channels of Expression -- VISUAL AND AUDIOVISUAL RESOURCES -- RESOURCES OF THE NEW MEDIA -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- REFERENCES -- CHAPTER 6 Framing and Reframing -- WHAT ARE FRAMES? -- METAPHORS AS FRAMES, FRAMES AS METAPHORS -- Metaphors as Frames -- Example 1 Why presidents go to war -- Example 2 Party politics -- Example 3 Corporate sloganeering -- Example 4 Courtroom oratory -- "Frames" as Metaphors -- Entman's Definition of Framing -- CULTURAL FRAMES AND VERBAL REPERTOIRES -- Framing the news -- RESEARCH ON FRAMES AND REFRAMES -- METACOMMUNICATIVE FRAMES -- (1) Reflexive Metacommunication -- (2) Responsive Metacommunication -- REFRAMING IN POLITICAL CONFRONTATIONS: "GOING META" -- REFRAMING IN PSYCHOTHERAPY -- Putting Frame Analysis Methods to Work: A Review and an Extended Example -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- REFERENCES -- CHAPTER 7 Cognitive Shorthands -- CIALDINI'S SEVEN PRINCIPLES -- Contrast -- Reciprocity -- Consistency -- Social Proof -- Liking -- Authority -- Scarcity -- IS CIALDINI ONTO SOMETHING? A CRITICAL ASSESSMENT -- Issue 1 Obscured Differences -- Issue 2 Contradictory Tensions Between Principles -- Issue 3 Unidentifi ed Contingencies -- Issue 4 Mother Turkeys versus Automatic Pilots
Abstract:
Cialdini's First Frame: The Mother Turkey -- But Turkeys Cannot Say "No" -- Cialdini's Second Frame: The Faulty Automatic Pilot -- Is Cialdini onto Us? Our Critical Assessment of Our Critical Assessment -- And the Debater's Trophy Goes to … -- THE HIGHLY PERSUADABLE PERSUADEE -- Case Study 1 How Doctors Using Shortcuts Puts Your Health at Risk -- Case Study 2 How Financial Advertisers Using Shortcuts Puts Your Money at Risk -- Case Study 3 How Crooks Using Shortcuts Steal from People Both Gullible and Wise -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- REFERENCES -- CHAPTER 8 Reasoning and Evidence -- PROPOSITIONS OF POLICY, FACT, AND VALUE -- CHANGING, REPAIRING, OR RETAINING A POLICY: THE STOCK ISSUES REVISITED -- Propositions of Fact -- Propositions of Value -- TYPES OF EVIDENCE AS RESOURCES OF ARGUMENTATION -- FALLACIES RECONSIDERED -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- REFERENCES -- PART III: Context for Persuasion -- CHAPTER 9 Going Public: Delivering a Presentation That Persuades -- THE GENUINELY COMMITTED PERSUADER -- STRATEGIC PLANNING: A 3-STEP PROCESS -- Step 1 Goals, Audience, Situation -- Example 1 Richmond, Virginia, Tobacco Marketing Speech -- Example 2 Teenage Pregnancy Radio Editorial -- Step 2 Initial Strategizing -- Example 1 Richmond, Virginia, Tobacco Marketing Speech -- Example 2 Teenage Pregnancy Guest Editorial -- Step 3 Test-Marketing and Revision -- Example 1 Richmond, Virginia, Tobacco Marketing Speech -- Example 2 Teenage Pregnancy Radio Editorial -- MAKING IDEAS STICK -- 1. Sticky Ideas Have Simplicity -- 2. Sticky Ideas Are Unexpected -- 3. Sticky Ideas Are Concrete -- 4. Sticky Ideas Are Credible -- 5. Sticky Ideas Are Emotional -- 6. Sticky Ideas Include Stories -- ORGANIZING PERSUASIVE PRESENTATIONS -- Introduction -- Getting Attention
Abstract:
Orienting the Audience -- Body -- Conclusion -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- REFERENCES -- CHAPTER 10 Persuasive Campaigns -- CAMPAIGN STAGES AND COMPONENTS -- A Planning -- Goal Setting -- Formulating a Basic Strategy -- B Mobilization -- C Legitimation -- D Promotion -- Identity -- Credibility -- E Activation -- Detailed Action Plans -- Preliminary Commitments -- Follow-Through -- Penetration -- 6 Evaluation -- TYPES OF CAMPAIGNS -- TYPES OF CAMPAIGNS -- PUBLIC RELATIONS CAMPAIGNS -- Corporate Issue Advocacy -- Crisis Management Campaigns -- INDOCTRINATION CAMPAIGNS -- Possibilities for "Mind Control" -- Mind Control Controversies -- "Brainwashing" -- Cults and Cult-Like Groups -- Extreme Suggestibility and "Recovered Memory" -- The "Subliminal Persuasion" Controversy -- A Closing Story -- SUMMARY -- QUESTIONS AND PROJECTS FOR FURTHER STUDY -- EXERCISES -- KEY TERMS -- REFERENCES -- CHAPTER 11 Staging Political Campaigns -- PERSUASION IN FOUR STAGES: PRESIDENTIAL CAMPAIGNING -- (1) Pre-Primary Period (Surfacing) -- (2) Primary Election Period (Winnowing) -- (3) Convention Period (Legitimating) -- (4) General Election Period (Contesting) -- 1 Positions on Issues -- 2 Habits of Mind -- 3 Attractiveness and Appearance -- MACHIAVELLIANISM IN POLITICAL CAMPAIGNS: A GUIDE TO GETTING ELECTED TO HIGH OFFICE -- General Strategies -- Fundraising -- Physical Appearance -- Choosing Arguments and Appeals -- Media Politics -- Advertising -- Endorsements -- Speech Making -- Campaign Debates -- CAMPAIGN DECISIONS THAT MATTER: FIVE CASE STUDIES -- Case 1 George H. W. Bush's Media Campaign -- Background -- Decision: The Furlough Ad -- Case 2 Bill Clinton and "A Place Called Hope" -- Background -- Decision: A Place Called Hope -- Case 3 George W. Bush and the Swift Boat Veterans for Truth -- Background
Abstract:
Decision: Rhetorical Reversal-John Kerry's Strength Is Really a Weakness
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