Persuasion in Society, Third Edition introduces readers to the rich tapestry of persuasive technique and scholarship, interweaving rhetorical, critical theory, and social science traditions. This text examines current and classical theory through the lens of contemporary culture, encouraging readers to explore the nature of persuasion and to understand its impact in their lives. Employing a contemporary approach, authors Jean G. Jones and Herbert W. Simons draw from popular culture, mass media, and social media to help readers become informed creators and consumers of persuasive messages.
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
Englisch
Routledge, Taylor & Francis Group
9781138825659, 9781138825666, 9781315739816
ix, 546 Seiten
Third edition
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