Persuasive Messages
The Process of Influence
1st Edition
Published on 18. December 2007
Book
Paperback/Softback
288 pages
978-1-4051-5821-3 (ISBN)
Description
Designed to help students become more successful persuaders, Persuasive Messages offers practical advice on refining purpose, understanding audience, and designing a persuasive message. This textbook combines theory and practice, adopting a cognitive approach to understanding the persuasion process.
A guide to successful persuasion, using student-friendly examples to provide a much-needed balance between theory and application
Offers a new approach using the Cognitive Response Model, which places a special emphasis on audiences, and how they react to, or process, persuasive messages
Covers a broad range of issues including: the relationship between attitudes and behaviour; the nature of ethics in persuasion; dealing with hostile and multiple audiences; and theories of persuasion, including consistency, social judgment, and reasoned action
Teaches readers to be critical consumers of persuasive messages by discussing persuasion in advertising and in politics
Lecturer resources available at www.blackwellpublishing.com/benoit
A guide to successful persuasion, using student-friendly examples to provide a much-needed balance between theory and application
Offers a new approach using the Cognitive Response Model, which places a special emphasis on audiences, and how they react to, or process, persuasive messages
Covers a broad range of issues including: the relationship between attitudes and behaviour; the nature of ethics in persuasion; dealing with hostile and multiple audiences; and theories of persuasion, including consistency, social judgment, and reasoned action
Teaches readers to be critical consumers of persuasive messages by discussing persuasion in advertising and in politics
Lecturer resources available at www.blackwellpublishing.com/benoit
Reviews / Votes
"Persuasive Messages displays a mature judgment about how to teach and learn persuasion. The product of two very experienced scholar/instructors, the book commits to a base theory - the Elaboration Likelihood Model - and shows how it informs both practice and reflection on other leading theories. This book is very well adapted to an introductory course with a practical component."Dale Hample, Western Illinois University
"The blending of classical rhetoric and contemporary persuasion theory and meta-analysis results as applied to everyday practice represents an exciting and remarkable achievement. Understandable and comprehensive, the Benoits begin the next generation of textbooks."
Mike Allen, UW-Milwaukee"This clearly written book [does] a particularly good job of combining theory and application. References [are] comprehensive, ... and the material well presented and accessible. Recommended." Choice
More details
Language
English
Place of publication
Hoboken
United Kingdom
Publishing group
John Wiley and Sons Ltd
Target group
Professional and scholarly
Dimensions
Height: 246 mm
Width: 170 mm
Thickness: 22 mm
Weight
508 gr
ISBN-13
978-1-4051-5821-3 (9781405158213)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Book
12/2007
1st Edition
Wiley
€92.50
Shipment within 3-4 weeks
Persons
William L. Benoit is Professor of Communication at the University of Missouri-Columbia and editor of the journal Communication Studies. He and his co-author Pamela J. Benoit were jointly awarded the Daniel Rohrer Award for research in argumentation by the American Forensic Association.
Pamela J. Benoit is Vice Provost for Advanced Studies, Dean of the Graduate School, and Professor of Communication at the University of Missouri-Columbia. She has been awarded the William T. Kemper Fellowship for Excellence in Teaching as well as several other recognitions for contributions to research, teaching, and service.
Pamela J. Benoit is Vice Provost for Advanced Studies, Dean of the Graduate School, and Professor of Communication at the University of Missouri-Columbia. She has been awarded the William T. Kemper Fellowship for Excellence in Teaching as well as several other recognitions for contributions to research, teaching, and service.
Content
List of Figures. List of Boxes.
List of Tables.
Preface.
Part I: Attitudes and Persuasion:.
1. The Importance of Persuasion.
2. The Cognitive Approach to Persuasion.
3. The Source of Persuasive Messages: Credibility.
4. Ethical Concerns.
Part II: Preparing Persuasive Communication:.
5. Purpose and Audience.
6. Organization: Structuring the Message.
7. Substance: Support for Your Ideas.
8. Symbols and Style.
9. Hostile, Apathetic, Motivated, and Multiple Audiences.
Part III: Theories of Persuasion:.
10. Consistency Theories of Attitude Change.
11. Social Judgment/Involvement Theory.
12. Theory of Reasoned Action.
Part IV: Critical Consumers of Persuasive Messages:.
13. Persuasion in Advertising.
14. Persuasion in Political Campaigns.
References.
Index
List of Tables.
Preface.
Part I: Attitudes and Persuasion:.
1. The Importance of Persuasion.
2. The Cognitive Approach to Persuasion.
3. The Source of Persuasive Messages: Credibility.
4. Ethical Concerns.
Part II: Preparing Persuasive Communication:.
5. Purpose and Audience.
6. Organization: Structuring the Message.
7. Substance: Support for Your Ideas.
8. Symbols and Style.
9. Hostile, Apathetic, Motivated, and Multiple Audiences.
Part III: Theories of Persuasion:.
10. Consistency Theories of Attitude Change.
11. Social Judgment/Involvement Theory.
12. Theory of Reasoned Action.
Part IV: Critical Consumers of Persuasive Messages:.
13. Persuasion in Advertising.
14. Persuasion in Political Campaigns.
References.
Index