Higher Education

Module 7: Persuasion, 2nd Edition

  • James S. O'Rourke University of Notre Dame
  • Sandra D. Collins University of Notre Dame
  • ISBN-10: 0324584210  |  ISBN-13: 9780324584219
  • 96 Pages
  • Previous Editions: 2006
  • © 2009 | Published
  • College Bookstore Wholesale Price = $57.25
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About

Overview

This book provides a brief overview of both classic and recent social science research in the area of social influence. It offers applications for the business leader for shaping organizational culture, motivating employees, and being an influential manager. Readers learn how to examine their goals of social influence and are given a variety of effective tactics they can employ to ethically reach their objective. PERSUASION can be customized with any of our best selling Business Communication books. You may also combine this text with several other texts in the series to create a course-specific Managerial Communication text.

Features and Benefits

  • Key Concepts : Changing attitudes, changing behavior, argumentation skills, leadership and change.
  • Key Terms: Persuasion, attitude, argument, evidence, compliance, obedience, propaganda, bias, logic, emotion, power, ethics.
  • PERSUASION can be customized with any of our best selling Business Communication books. You may also combine this text with several other texts in the series to create a course-specific Managerial Communication text.

Table of Contents

1. Persuasion: What should you know and why?
2. Social influence without true persuasion: Conformity, compliance, and obedience.
3. True Persuasion: Changing minds.
4. The emotional side of Persuasion.

Meet the Author

Author Bio

James S. O'Rourke

James S. O'Rourke teaches management and corporate communication at the University of Notre Dame, where he is Founding Director of the Eugene D. Fanning Center for Business Communication and Concurrent Professor of Management. In a career spanning four decades, he has earned an international reputation in business and corporate communication. BUSINESS WEEK magazine has twice named him one of the "outstanding faculty" in Notre Dame's Mendoza College of business. His publications include MANAGEMENT COMMUNICATION: A CASE-ANALYSIS APPROACH from Prentice-Hall, now in second edition, and BUSINESS COMMUNICATION: A FRAMEWORK FOR SUCCESS from Thomson Learning. O'Rourke is also senior editor of an eight-book series on Managerial Communication and is principal author or directing editor of more than 100 management and corporate communication case studies. O'Rourke is a graduate of Notre Dame with advanced degrees from Temple University, the University of New Mexico, and a Ph.D. in Communication from the S. I. Newhouse School of Syracuse University. He has held faculty appointments at the United States Air Force Academy, the Defense Information School, the United States Air War College, and the Communications Institute of Ireland. He was a Gannett Foundation Teaching Fellow at Indiana University in the 1980s, and a graduate student in language and history at Christ's College, Cambridge University, in England during the 1970s. O'Rourke is a member and trustee of The Arthur W. Page Society, a member of the Reputation Institute, and the Management Communication Association. He is also a regular consultant to Fortune 500 and mid-size businesses throughout North America.

Sandra D. Collins

Sandra Dean Collins currently teaches management communication for the Mendoza College of Business at the University of Notre Dame. Her courses include business writing, speaking, listening and responding and managing differences. She has also taught statistics and research methods for the university. She conducts team training for the Mendoza College of Business and local organizations and consults with small and mid-sized organizations on communication and team related issues. Her background includes a Ph.D. is Social Psychology and experience in sales, purchasing and banking.