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.
This book will show you how anyone can be persuaded to do anything. Geoff Burch has written a book that will change almost everything you ever believed about business and selling.
The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research.
" The Globe and Mail "Levine puts [his] analysis in the service of his real mission to arm the reader against manipulation." The Wall Street Journal "This wonderful book will change the way you think and act in many realms of your life.
The International Journal of the History of Sport, 25(14), pp.1972– 1990. Masterman, G. (2009) Strategic sports event management. Olympic edn. Amsterdam: Elsevier Butterworth-Heinemann. McCrone, D. (2002) Understanding Scotland: The ...
Praise for Covert Persuasion: "This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation.
The Handbook of Applied Communication Research addresses a wide array of contemporary communication issues, their research implications in various contexts, and the challenges and opportunities for using communication to manage problems.
Simon, L., Greenberg, J., and Brehm, J. (1995). Trivialization: The forgotten mode of dissonance reduction. ... In M.R. Rosenzweig and L.W. Porter (Eds.), Annual Review of Psychology, 41, 479–523. Thouless, R.H. (2011).
In this edition, author Daniel J. O′Keefe has given special attention to the importance of adapting (tailoring) messages to audiences to maximize persuasiveness.
Resistance is Useless: The Art of Business Persuasion
Rieff , P. The Feeling Intellect : Selected Writings . ( J. Imber , ed . ) Chicago : University of Chicago Press , 1990 . Rockefeller , S. C. " Faith and Community in an Ecological Age . " In S. C. Rockefeller and J. C. Elder ( eds . ) ...