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Resistance and Persuasion

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advanced persuasion research techniques
affect intensity theory
alpha omega strategies
Argument Quality
Argument Strength
attempt
attempts
attitude
Attitude Certainty
Attitude Change
attitude change processes
Category=JH
change
Counter-attitudinal Message
Counterattitudinal Message
Dal Cin
distrust in communication
Elm
eq_bestseller
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
eq_society-politics
Illegitimate Authorities
Individual Difference Measure
influence
inoculation
Low Elaboration Conditions
Low Personal Relevance
message
Message Recipients
Narrative Persuasion
Outcome Relevant Involvement
persuasion resistance models
persuasive
Persuasive Attack
Persuasive Attempts
Persuasive Messages
Post-message Attitudes
Postmessage Attitudes
recipients
Resist Attitude Change
Self-affirmation Effects
Self-affirmation Manipulation
Self-affirmed Individuals
social influence dynamics
theory
Vice Versa

Product details

  • ISBN 9780805844863
  • Weight: 810g
  • Dimensions: 152 x 229mm
  • Publication Date: 01 Dec 2003
  • Publisher: Taylor & Francis Inc
  • Publication City/Country: US
  • Product Form: Hardback
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Description

Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence.

Resistance and Persuasion offers many new revelations about persuasion:

*Acknowledging resistance helps to reduce it.

*Raising reactance makes a strong message more persuasive.

*Putting arguments into a narrative increases their influence.

*Identifying illegitimate sources of information strengthens the influence of legitimate sources.

*Looking ahead reduces resistance to persuasive attempts.


This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.