The primary goal of this course is to provide students with a solid grounding in theories, principles and strategies of social influence as they apply to every day. As weve already not cd, eac h chapter in this section addresses basic questions about persuasion, social int1uence, and compliance gain ing. Along the way, students are introduced to the practice of social influence in an array of contexts e. Richard petty, john cacioppo, james dillard, daniel okeefe, michael cody, robert. Click download or read online button to get persuasion social influence and compliance gaining book now.
Compliance gaining is a term used in the social sciences that encompasses the intentional act of altering anothers behavior. On the academic side, we examine how and why persuasion functions the way it does. Compliance gaining behavior depends on the situation in which it is used. This site is like a library, use search box in the widget to get ebook. This collection of chapterswritten by some of the most important persuasion scholars of our timerepresents the scope, depth, and richness of the field of persuasion. Persuasion and social influence 5 this book examines the literature on seeking and resisting compliance from a message production perspective. Social influence and compliance gaining continues to boast an accessible voice and vibrant aesthetic that appeals to undergraduate students of communication, psychology, advertising, and marketing. Everyday low prices and free delivery on eligible orders. As the saying goes, before beginning a hunt, it is wise to ask someo ne what you are looking for before you begin looking for it milne, 1995, p, 55, this. Perspectives on persuasion, social influence, and compliance gaining john s. Social influence is described as the change in persons behaviour, thoughts, feelings and attitudes that results from interaction with another individual in society.
Gass editors perspectives on persuasion social influence and compliance gaining allyn bacon 2003 free ebook download as pdf file. Seiter writes in a pedantic manner, so some of the concepts are slightly difficult to follow or comprehend. Potential conflicts between normativelyresponsible advocacy and successful social influence. Social influence and compliance gaining, 5th edition p. The first includes insights into persuasion, social influence, and compliance gaining from the field of social psychology, while the second includes perspectives on persuasion, argumentation, and evidence from the field of rhetoric. Wood, 2000 that talks about various cognitive theories and. Boss has more power to influence subordinate, so strategy each uses differ 2. Social influence, and compliance gaining not only provides a comprehensive of overview of persuasion theory and application, but also engages students in the thoughtful evaluation of the role that persuasive messages play in their own everyday lives.
Paper presented at the annual meeting of the sbl, nov. Social inflence and compliance gaining, edition 5 ebook written by robert h gass, john s seiter. Pdf persuasion social influence and compliance gaining 5e. Compliance gaining in medical contexts renee storm klingle 17. Email citation geared toward undergraduate students, this text represents an introduction to a wide array of persuasion topics, from the applied to the theoretical. Persuasion is the leadership, communication skills, selfhelp and leadership book which shares the proven techniques and method to pursue others. Perspectives on persuasion, social influence, and compliance gain. Persuasion, social influence, and compliance gaining looks at persuasion from a broadbased perspective, encompassing the full scope of persuasion found in everyday life. Persuasion, social influence, and compliance gaining by. Pdf persuasion social influence and compliance gaining. Social influence and compliance gaining 3rd edition gass, robert.
Although any change technique is sometimes referred to as persuasion regardless of the target of influence, the term more commonly refers to a method of change in which a person is deliberately. While persuasion focuses on attitudes and beliefs, compliance gaining focuses on behavior. With contributions from authors in a wide variety of disciplines, perspectives on persuasion, social influence, and compliance gaining provides readers with a panoramic view of the field, broadening their perspective and. One inaccurate perception, cognition, or behavior could mean the difference between getting a bargain and being duped. Students should gain familiarity with findings from empirical investigations on persuasion, social influence, and compliance gaining, and will learn about strategies and techniques of persuasion relating to a wide variety of reallife communication. Perspectives on persuasion, social influence, and compliance. The need to correctly interpret and react to incoming information is of paramount importance, particularly to targets of compliancegaining attempts. Geared toward undergraduate students, this text represents an introduction to a wide array of persuasion topics, from the applied to the theoretical. Social influence and compliance gaining 3rd edition, gass, robert. The sixth edition adds important material on digital and online persuasion which expands its impact in. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in realworld settings and examines. Feb 02, 2015 chapter 7 social influence and persuasion 1. Persuasion, social influence, and compliance gaining, 4th edition.
With contributions from authors in a wide variety of disciplines, perspectives on persuasion, social influence, and compliance gaining provides readers with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in. Perspectives on persuasion, social influence, and compliance gaining. Persuasion social influence and compliance gaining download. Persuasion, social influence, and compliance gaining 2nd by. Social influence often operates via peripheral processing. Social influence and persuasion are fundamental functions of communication. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in realworld settings and examines persuasion from a social science perspective. This report is generated from a file or url submitted to this webservice on october 31st 2017 23. Persuasion by robert h gass pdf download ebookscart. Hence, the target may be unaware of the influence attempt. It arrived quickly and was about 40% less than a used book in my college bookstore, so i was pleased with the price. Persuasion, social influence, and compliance gaining, 6th ed. Goals of the course the primary goal of this course is to provide students with a solid grounding in theories, principles, and strategies of social influence as they apply to everyday contexts in which influence attempts take place.
Unlike compliance gaining, which is usually goal directed, social influence is often nongoal directed and the outcomes may be inconsistent with, or unrelated to, a communicators goals. This is the fifth edition of the book which explores new techniques of influencing people around you. Therefore it need a free signup process to obtain the book. In so doing, we identify some of the most recent theories and findings by persuasion. With contributions from authors in a wide variety of disciplines, perspectives on persuasion, social influence, and compliance gaining provides readers with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives. Sep 09, 2003 buy perspectives on persuasion, social influence, and compliance gaining 01 by seiter, john s. Mar 05, 2010 grounded in contemporary scholarship, persuasion. Persuasion, social influence, and compliance gaining 4th edition. Sep 19, 2003 with contributions from authors in a wide variety of disciplines, perspectives on persuasion, social influence, and compliance gaining provides students with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives.
Robert h gass and john s seiter are the authors of this tremendous book. Social influence and compliance gaining first helps students understand established theories and models of persuasion. Persuasion, social influence, and compliance gaining was purchased as a secondary text for a college course. It addresses what people say in compliance gaining situations, why they say it, and how exchanges in compliance gaining situations unfold. Recent theoretical developments and integrative attempts chapter pdf available october 2007 with 3,638 reads how we measure reads. Persuasion social influence and compliance gaining online. It then encourages them to develop and apply general conclusions about persuasion in realworld settings. Gass editors this collection of chapterswritten by some of the most important persuasion scholars of our timerepresents the scope, depth, and richness of the field of persuasion. Persuasion social influence and compliance gaining. Pdf on jan 1, 2008, robert gass and others published compliance. Social influence and compliance gaining, 5e 9780205912964. Research shows that these situational dimensions not only affect decisions to use strategies but also decisions to suppress them. Persuasion, social influence, and compliance gaining 4th. Robert h california state university gass, fullerton usa, john s.
Publication date 1999 topics persuasion psychology, influence psychology, manipulative behavior publisher boston. However, the breadth of the book makes it a worthwhile read. Social influence and compliance gaining continues to boast an accessible voice and vibrant aesthetic that appeals to undergraduate students of communication, psychology, advertising, and. In addition to presenting established theories and models, this text encourages students to develop and apply general conclusions about persuasion. Description a comprehensive overview of persuasion theory persuasion. Buy perspectives on persuasion, social influence, and compliance gaining 01 by seiter, john s. Superiorsubordinate influence in organizations randy y.
We also hope the chapter will help you better understand the terms persuasion. Me and we perspectives intelligence and persuasion. In addition to presenting established theories and models, this text encourages students to develop and apply general conclusions about persuasion in realworld settings. Persuasion social influence and compliance gaining 5e. Persuasion, social influence, and compliance gaining 4th edition gass, robert h. Persuasion definition persuasion is a method of changing a persons cognitions, feelings, behaviors, or general evaluations attitudes toward some object, issue, or person. Perspectives on persuasion, social influence and compliance. With contributions from authors in a wide variety of disciplines, perspectives on persuasion, social influence, and compliance gaining provides students with a panoramic view of the field, broadening their perspective and understanding of the influence and impact of persuasion in our lives. Social psychology social influence occurs when one person the source engages in some behavior such as persuading, threatening or promising, or issuing orders that causes another person the target to behave differently from how he or she would otherwise behave. It is clear why this text is a leader in the discipline as it is both comprehensive and accessible to students. Examining both these realms reveals a more complete depiction of persuasion than either realm could reveal alone. Persuasion, social influence and compliance gaining. The elaboration likelihood model of persuasion richard e. Persuasion, social influence, and compliance gaining.
Aug 19, 2010 perspectives on persuasion, social influence, and compliance gaining by james tyler kent, 2003, pearsonallyn and bacon edition, in english. Social influence and compliance gaining, 5e international. A comprehensive overview of persuasion theory persuasion. Oct 01, 1998 persuasion, social influence, and compliance gaining book. Research in this area originated in the field of social psychology, but communication scholars have also provided ample research in compliance gaining. Perspectives on persuasion, social influence and compliance gaining explores the methods of persuasion. The authors present a socialscientific perspective of persuasion that includes in a wide variety of contexts and connects with students by drawing on numerous. Application of appraisal theory sfl to explain persuasion. Social influence and compliance gaining continues to present persuasion concepts and theory in a comprehensive and engaging fashion. Welcome,you are looking at books for reading, the persuasion social influence and compliance gaining 5e, you will able to read or download in pdf or epub books and notice some of author may have lock the live reading for some of country. Download for offline reading, highlight, bookmark or take notes while you read persuasion. Persuasion and social influence communication oxford. Perspectives on persuasion social influence and compliance.