Persuasion: Psychological Insights and Perspectives

Eric R. Spangenberg · Sharon Shavitt · Timothy C. Brock

481 citations0/0 files storedJournal of Marketing Research

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Psychology of Social Influence Social and Intergroup Psychology Media Influence and Health

Abstract

Preface About the Editors 1. Domains of Persuasion: An Introduction - Timothy C. Brock and Melanie C. Green 2. Attitude Measurement: Techniques for Measuring the Unobservable - Leandre R. Fabrigar, Jon A. Krosnick, and Bonnie L. MacDougall 3. Acting as We Feel: When and How Attitudes Guide Behavior - Russell H. Fazio and David R. Roskos-Ewoldsen 4. Actions and Attitudes: The Theory of Cognitive Dissonance - Joel Cooper, Robert Mirabile, and Steven J. Scher 5. To Think or Not to Think: Exploring Two Routes to Persuasion - Richard E. Petty, John T. Cacioppo, Alan J. Strathman, and Joseph R. Priester 6. Persuasiveness of Narratives - Melanie C. Green and Timothy C. Brock 7. Principles of Interpersonal Influence - Robert B. Cialdini and Brad J. Sagarin 8. Influence and Persuasion in Small Groups - Charlan Jeanne Nemeth and Jack A. Goncalo 9. Do Messages From Your Body, Your Friends, Your Doctor, or the Media Shape Your Health Behaviors? - Howard Leventhal, Linda Cameron, Elaine A. Leventhal, and Gozde Ozakinci 10. Mass Media and Political Persuasion - Shanto Iyengar and Jennifer McGrady 11. Changing Prejudice: The Effects of Persuasion on Implicit and Explicit Forms of Race Bias - David M. Amodio and Patricia G. Devine 12. The Psychology of Advertising - Frank R. Kardes Glossary - Katherine Walker-Smith and Melanie C. Green Name Index Subject Index

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