Persuasion theory and research - O'Keefe, Daniel J. 1950- (Newbury Park, California Sage Publications, Inc., 1990)
Persuasion, attitudes, and actions -- The concept of persuasion -- Fuzzy edges and paradigm cases -- The common features of paradigm cases of persuasion -- A definition after all? -- The concept of attitude -- Attitude measurement techniques -- Direct techniques -- Quasi-direct techniques -- Indirect techniques -- Attitudes and behaviors -- The general relationship -- Moderating factors -- Encouraging attitude-consistent behavior -- Assessing persuasive effects -- Attitude change -- Beyond attitude -- Perceived and expected persuasive effects -- Functional approaches to attitude -- A classic functional analysis -- Subsequent developments -- Identifying general functions of attitude -- Assessing the function of a given attitude -- Influences on attitude function -- Persuasion: function matching -- Generality and specificity in attitude function typologies -- Functional confusions -- Reconsidering the assessment and conceptualization of attitude function -- Persuasion and function matching revisited -- Reviving the idea of attitude functions -- Belief-based models of attitude -- Summative model of attitude -- The model -- Persuasive strategy implications -- Research evidence and commentary -- General correlational evidence -- Attribute importance -- Belief content -- Role of belief strength -- Scoring procedures -- Alternative integration schemes -- The sufficiency of belief-based analyses -- Persuasive strategies reconsidered -- Cognitive dissonance theory -- General theoretical sketch -- Elements and relations -- Dissonance.
Includes bibliographical references (pages 224-255) and indexes.
Keywords: Persuasion (Psychology)