Seeking and resisting compliance : why people say what they do when trying to influence others /
This title provides a solid foundation for the theory and research surveys. The book focuses solely on how people produce rather than respond to, persuasive messages.
Saved in:
| Main Author: | |
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| Format: | eBook |
| Language: | English |
| Published: |
Thousand Oaks, Calif. :
Sage Publications,
©2002.
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| Subjects: | |
| Online Access: | CONNECT CONNECT |
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| 100 | 1 | |a Wilson, Steven R. | |
| 245 | 1 | 0 | |a Seeking and resisting compliance : |b why people say what they do when trying to influence others / |c Steven R. Wilson. |
| 260 | |a Thousand Oaks, Calif. : |b Sage Publications, |c ©2002. | ||
| 300 | |a 1 online resource (xii, 393 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 504 | |a Includes bibliographical references (pages 349-376) and indexes. | ||
| 505 | 0 | 0 | |t What Is Persuasive Message Production? -- |t What Is Compliance Gaining? -- |t On the Ethics of Seeking Compliance -- |t What Is Message Production? -- |t Persuasive Message Production: Three Themes -- |t Describing Influence Interactions -- |t The Traditional Approach to Message Analysis: Nominal-Level Strategies -- |t The Task of Describing Influence Interactions -- |t Nominal-Level Typologies of Influence Strategies -- |t Evaluation of Nominal-Level Typologies -- |t Alternative Approaches to Message Analysis: Themes, Dimensions, and Temporal Characteristics -- |t Nominal-Level Content Themes in Influence Messages -- |t Dimensions of Influence Behavior -- |t Temporal Characteristics of Influence Interactions -- |t Metaphors for Studying Persuasive Message Production -- |t The First Generation: Persuasive Message Production as Strategy Selection -- |t The Compliance-Gaining Tradition -- |t The Constructivist Tradition -- |t From Strategy Repertoires to Goal Pursuit -- |t The Second Generation: Persuasive Message Production as Goal Pursuit -- |t Conceptualizing Goals -- |t Defining the Situation: Research on Influence Goals -- |t Multiple Goals as Constraints: Research on Secondary Goals -- |t Forming Interaction Goals: The Cognitive Rules Model -- |t Evaluating the Utility of a Goals Perspective -- |t Theories of Goal Pursuit -- |t Discourse Perspectives on Persuasive Message Production -- |t Questions Posed by Discourse Scholars -- |t Obstacles to Compliance: Attribution and Speech Act Theories -- |t Threats to Face: Politeness and Message Design Logic Theories -- |t Cognitive Perspectives on Persuasive Message Production. |
| 588 | 0 | |a Print version record. | |
| 520 | 8 | |a This title provides a solid foundation for the theory and research surveys. The book focuses solely on how people produce rather than respond to, persuasive messages. | |
| 590 | |a EBSCO eBook Academic Comprehensive Collection North America | ||
| 650 | 0 | |a Persuasion (Psychology) | |
| 650 | 0 | |a Influence (Psychology) | |
| 650 | 0 | |a Communication |x Psychological aspects. | |
| 730 | 0 | |a WORLDSHARE SUB RECORDS | |
| 776 | 0 | 8 | |i Print version: |a Wilson, Steven R. |t Seeking and resisting compliance. |d Thousand Oaks, Calif. : Sage Publications, ©2002 |z 0761905227 |w (DLC) 2001007983 |w (OCoLC)48754665 |
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