Persuasion, social influence, and compliance gaining - Gass, Robert H.; Seiter, John S. (Boston : Allyn & Bacon, 2011)
Why study persuasion? -- What constitutes persuasion? -- Attitudes and consistency -- Credibility -- Communicator characteristics and persuadability -- Conformity and influence in groups -- Language and persuasion -- Nonverbal influence -- Structuring and ordering persuasive messages -- Sequential persuasion -- Compliance gaining -- Deception -- Motivational appeals -- Visual persuasion -- Esoteric forms of persuasion -- The ethics of persuasion.
Includes bibliographical references and indexes.
Keywords: Persuasion (Psychology); Influence (Psychology); Manipulative behavior