Persuasion, Social Influence, and Compliance Gaining looks at persuasion from a broad-based perspective, encompassing the full scope of persuasion found in everyday life. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in real-world settings and examines persuasion from a social science perspective. Written in a highly accessible style, this text involves students by providing information and real-life examples with which they can easily identify.
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Book Description
Editorial Reviews
From the Back Cover
In this media-saturated, opinion-saturated world, persuasive messages influence every aspect of daily life. They may come in overt forms such as billboards and flashy ad slogans, in subtle ways, such as deceptive or leading conversations, or through more subliminal means such as fragrances or music. Learning to interpret and manipulate these messages in certain situations can be a key attribute to personal and professional gain. Gass and Seiter's book provides a broad-based perspective, encompassing the full scope of persuasion as it is found in everyday life. The authors examine persuasion in a variety of contexts and settings, including advertising, small groups, and face-to-face encounters. The book places special emphasis on newer avenues for studying persuasion, in particular, deception detection and compliance gaining/compliance resisting. This book takes readers beyond persuasion theory to the workings of persuasive techniques in real-world settings.
Psychologists, business managers, sales people, advertisers, marketers, educators, students of psychology, and anyone interested in persuasive techniques. --This text refers to an alternate Paperback edition.
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Clever and substantive,
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This review is from: Persuasion, Social Influence, and Compliance Gaining (4th Edition) (Paperback)
I base my comments on Edition 3, not 4. The book was funny, substantive, humble, and comprehensive. The organization was effective, and I learned how much knowledge about persuasion has changed since twenty years ago, the last time I taught a course on that subject. If I had to start over to learn about persuasion, this was an excellent way to do it!
5 of 7 people found the following review helpful:
5.0 out of 5 stars
A great book,
This review is from: Persuasion: Social Influence and Compliance Gaining (3rd Edition) (Paperback)
As an undergrad, this was a great book to read. It's written in a conversational style, yet it is still detailed and comprehensive in research, meta-analyses, and examples. The authors also have a sense of humor...which is nice and used sparingly, yet makes it even more enjoyable to read.
It also has an chapter on ethics which some textbooks seem to disregard. There are also real-life situation info-boxes where people can learn and apply what they learn to purchasing new cars, making more tips, and how to ward off telemarketers.
4 of 10 people found the following review helpful:
5.0 out of 5 stars
Great Book, Especially this time of Year,
By
This review is from: Persuasion: Social Influence and Compliance Gaining (3rd Edition) (Paperback)
I'm writing this just at the end of the 2006 elections. I can't imagine how many millions were spent trying to persuade me that this candidate or that question on the ballot should be my choice. I'm astounded at how many phone calls I've received from Laura Bush, or that candidate who just wants to set the record straight about the lies her opponnent has been telling about her. And then there are the outright lies. The people for Question 4 tell us that this will eliminate smoking in public places and we should vote for 4 but not for 5. Question 4 relaxes some of the current laws, Question 5 strongly limits smoking nearly everywhere but casinos and brothels. Oh, and did I tell you about this fellow in Nigeria with the huge amount of money that's tied up in his country and if I will just pay some transfer fees....
This book looks at all aspects of persuasion from a scientific point of view. It's useful from two directions, how to be more persuasive, and how to resist persuasion. Most important, it's how to understand what's happening in out world.
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