Persuasion: Social Influence and Compliance Gaining (3rd Edition) [Paperback]

Robert H. Gass (Author), John S. Seiter (Author)

Book Description

Publication Date: July 1, 2006 | ISBN-10: 0205462162 | ISBN-13: 978-0205462162 | Edition: 3

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 book takes the reader 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 book involves the reader by providing information and real-life examples with which they can easily identify.

Editorial Reviews

From the Back Cover

Persuasion, Social Influence, and Compliance Gaining, Third Edition, 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.

 

New to This Edition

• New discussion of computer-mediated persuasion, including Internet deception and “phishing” scams
• Current research on subliminal influence and how it can alter attitudes, moods, and even behavior
• Updated discussion of nonverbal cues as they apply to deception detection, including the results of the latest meta-analysis
• Expanded treatment of the ethics of using fear appeals to engage in fear mongering or promoting a “culture of fear”
• New section on the importance of visual literacy as a means of evaluating visual persuasion

 

Praise for Persuasion

 

This text is very comprehensive when it comes to the social scientific perspective. The humor adds to the book without being distracting. The meta-analyses are thoughtful and aid in reconciling the seemingly contradictory research findings. And I find the box features to be interesting and frequently offer useful practical advice.

 

–Andrew T. Jacobs, SUNY Rockland Community College

Product Details

• Paperback: 400 pages
• Publisher: Allyn & Bacon; 3 edition (July 1, 2006)
• Language: English
• ISBN-10: 0205462162
• ISBN-13: 978-0205462162
• Product Dimensions: 9.1 x 6.9 x 0.7 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.9 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #119,844 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Clever and substantive, August 21, 2011

By 

W. Starosta "bookworm" (Fairfax, va USA) - See all my reviews
(REAL NAME)   

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, January 1, 2007

By 

fanofuna - See all my reviews

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, November 3, 2006

By 

John Matlock "Gunny" (Winnemucca, NV) - See all my reviews
(REAL NAME)   

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.