eBook The SAGE Handbook of Persuasion, 2nd Edition

  • Published By: SAGE
  • ISBN-10: 1452262047
  • ISBN-13: 9781452262048
  • DDC: 153.8
  • Grade Level Range: College Freshman - College Senior
  • 456 Pages | eBook
  • Original Copyright 2013 | Published/Released August 2013
  • This publication's content originally published in print form: 2013
  • Price:  Sign in for price



The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion, to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and provides research strategies for addressing those challenges.

Table of Contents

Front Cover.
Half Title Page.
Title Page.
Copyright Page.
1: Fundamental Issues.
2: Persuasion in the Rhetorical Tradition.
3: The Effects of Message Features: Content, Structure, and Style.
4: Media Influence as Persuasion.
5: Outcomes of Persuasion: Behavioral, Cognitive, and Social.
6: On Being Persuaded Some: Basic Distinctions.
7: Theories, Perspectives, and Traditions.
8: Discrepancy Models of Belief Change.
9: Functional Attitude Theory.
10: Reasoned Action Theory: Persuasion as Belief-Based Behavior Change.
11: The Elaboration Likelihood Model.
12: Affect and Persuasion.
13: Reactance Theory and Persuasion.
14: Fear Appeals.
15: Narrative Persuasion.
16: Inoculation Theory.
17: Supportive and Persuasive Communication: Theoretical Inrersections.
18: Contexts, Settings, and Applications.
19: Political Persuasion.
20: Persuasive Strategies in Health Campaigns.
21: The Siren's call: Mass Media and Drug Prevention.
22: Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising.
23: Persuasion in the Legal Setting.
24: Persuading in the Small Group Context.
25: When Presumed Influence Turns Real: An Indirect Route of Media Influence.
26: How Does Technology Persuade? Theoretical Mechanisms for Persuasive Technologies.
Author Index.
Subject Index.
About the Authors.