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.
Thousand Oaks, Calif. :
- What Is Persuasive Message Production?
- What Is Compliance Gaining?
- On the Ethics of Seeking Compliance
- What Is Message Production?
- Persuasive Message Production: Three Themes
- Describing Influence Interactions
- The Traditional Approach to Message Analysis: Nominal-Level Strategies
- The Task of Describing Influence Interactions
- Nominal-Level Typologies of Influence Strategies
- Evaluation of Nominal-Level Typologies
- Alternative Approaches to Message Analysis: Themes, Dimensions, and Temporal Characteristics
- Nominal-Level Content Themes in Influence Messages
- Dimensions of Influence Behavior
- Temporal Characteristics of Influence Interactions
- Metaphors for Studying Persuasive Message Production
- The First Generation: Persuasive Message Production as Strategy Selection
- The Compliance-Gaining Tradition
- The Constructivist Tradition
- From Strategy Repertoires to Goal Pursuit
- The Second Generation: Persuasive Message Production as Goal Pursuit
- Conceptualizing Goals
- Defining the Situation: Research on Influence Goals
- Multiple Goals as Constraints: Research on Secondary Goals
- Forming Interaction Goals: The Cognitive Rules Model
- Evaluating the Utility of a Goals Perspective
- Theories of Goal Pursuit
- Discourse Perspectives on Persuasive Message Production
- Questions Posed by Discourse Scholars
- Obstacles to Compliance: Attribution and Speech Act Theories
- Threats to Face: Politeness and Message Design Logic Theories
- Cognitive Perspectives on Persuasive Message Production.