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Resistance and Persuasion Knowles, Eric S. (EDT)/ Linn, Jay A. (EDT) 1 of 1
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Format: Paperback
Condition:  Brand New
In Stock: Usually Ships within 24 hours
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Product Details:

Format: Paperback
ISBN-10: 0805844872
ISBN-13: 9780805844870
Sku: 35204831
Publish Date: 6/18/2007
Dimensions:  (in Inches) 8.75H x 6L x 1T
Pages:  368
Age Range:  NA
See more in Social Psychology
 
This book will focus on the important role of resistance in the persuasion process. It will be of interest to persuasion professors, researchers, graduate students, and practitioners in the fields of social psychology, marketing, and communications.
From the Publisher:
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.
Product Attributes
Product attributeeBooks:   Kobo
Product attributeBook Format:   Paperback
Product attributeNumber of Pages:   0368
Product attributePublisher:   Psychology Press
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