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.

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Bibliographic Details
Main Author: Wilson, Steven R.
Format: eBook
Published: Thousand Oaks, Calif. : Sage Publications, ©2002.
Online Access:CONNECT
Table of Contents:
  • 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.