Download or read book Source Message and Audience Factors in Persuasion an Application of the Elaboration Likelihood Model written by Ö. Evren Gönenç and published by . This book was released on 2002 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study has three major objectives. The primary aim was to investigate the effects of source, message, and audience factors on persuasion in a holistic approach from the viewpoint of the Elaboration Likelihood Model. The second aim was to link social cognition and personality psychology and to demonstrate their relations and effects on persuasion. The third aim was to bring together the psychology and business worlds and to demonstrate an application of the Elaboration Likelihood Model in promotion, especially in an advertisement context.The sample consisted of 145 undergraduate students from Boğaziçi University. Two print ads for two different kinds of products were created (soft-drink ad and shampoo ad) and two studies, each employing four different print ad versions of the advertised product were conducted. These versions operationalized the experimental variables of (1) level of involvement; (2) credibility of the source; (3) argument strength. Need for cognition and the personality variables were also measured. The dependent measures used were product recall, brand recall, cognitive responses, attitude toward the ad scale, purchase intention. To test the hypotheses, two MANCOVA s were run with need for cognition as the covariate. The results demonstrated that there was a positive relation between need for cognition and openness to experience and conscientiousness and a negative relation between need for cognition and neuroticism. Contrary to predictions, there were no relations between cognitive responses and openness to experience and conscientiousness. Higher level of involvement was associated with more product recall (for both studies), more brand recall (for both studies), more cognitive responses (for both studies), and more favorable responses (for the soft-drink ad study). In addition, higher level of source credibility was associated with more favorable responses and more positive attitude toward the brand whereas higher need for cognition was associated with less positive attitude toward the brand (for the shampoo ad study). Interaction effects were found for argument strength and source credibility on product recall; involvement and source credibility on brand recall; involvement, argument strength, and source credibility on cognitive responses; involvement and argument strength on favorable responses; argument strength and source credibility on attitude toward the ad; need for cognition, argument strength and source credibility on attitude toward the ad (for the soft-drink ad study); involvement, argument strength and source credibility on attitude toward the ad (for the shampoo ad study). The results were discussed based on the previous findings in the literature, and the contributions and limitations of the study, along with implications and suggestions for future research were made.

Download or read book Attitudes And Persuasion written by Richard E Petty and published by Routledge. This book was released on 2018-02-20 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides a needed survey of a truly remarkable number of different theoretical approaches to the related phenomena of attitude and belief change. It focuses on variable perspective theory which is far more deserving of attention than the present level of research activity.

Download or read book Persuasive Messages written by William Benoit and published by Wiley-Blackwell. This book was released on 2008-01-14 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a guide to successful persuasion, using student-friendly examples to provide a much-needed balance between theory and application. The authors offer practical advice on refining purpose, understanding audience, and designing a persuasive message.

Download or read book Routledge International Handbook of Consumer Psychology written by Cathrine V. Jansson-Boyd and published by Taylor & Francis. This book was released on 2016-11-18 with total page 749 pages. Available in PDF, EPUB and Kindle. Book excerpt: This unique handbook maps the growing field of consumer psychology in its increasingly global context. With contributions from over 70 scholars across four continents, the book reflects the cross-cultural and multidisciplinary character of the field. Chapters relate the key consumer concepts to the progressive globalization of markets in which consumers act and consumption takes place. The book is divided into seven sections, offering a truly comprehensive reference work that covers: The historical foundations of the discipline and the rise of globalization The role of cognition and multisensory perception in consumers’ judgements The social self, identity and well-being, including their relation to advertising Social and cultural influences on consumption, including politics and religion Decision making, attitudes and behaviorally based research Sustainable consumption and the role of branding The particularities of online settings in framing and affecting behavior The Routledge International Handbook of Consumer Psychology will be essential reading for anyone interested in how the perceptions, feelings and values of consumers interact with the decisions they make in relation to products and services in a global context. It will also be key reading for students and researchers across psychology and marketing, as well as professionals interested in a deeper understanding of the field.

Download or read book Theories in Social Psychology written by Derek Chadee and published by John Wiley & Sons. This book was released on 2022-03-14 with total page 404 pages. Available in PDF, EPUB and Kindle. Book excerpt: THEORIES IN SOCIAL PSYCHOLOGY Theories in Social Psychology develops a deeper, more robust understanding of the theoretical framework underlying the field. Providing rich insights into the central theories and perspectives that continue to shape the discipline, this edited volume brings together a panel of distinguished scholars to address thirteen social psychological theories relating to social cognition, social comparison, social reinforcement, and self. In-depth critical discussions examine topics including cognitive dissonance, reactance, attribution, social comparison, relative deprivation, equity, interdependency, social identity, and more. The expanded second edition fills a substantial gap in current literature by articulating the important psychological theories rather than placing emphasis on applied research. New and revised content helps students understand the construction and complexity of key theories while inspiring researchers of social behavior to reflect on their current work and consider future areas of investigation. This comprehensive resource: Identifies and discusses the theoretical perspectives and specific theories that form the foundation of the study of social psychology Features work from leading scholars including Bertram F. Malle, Paul R. Nail, Richard E. Petty, Thomas Mussweiler, Faye J. Crosby, and Miles Hewstone Helps students move from introductory concepts to multifaceted theoretical frameworks Theories in Social Psychology, Second Edition, remains the perfect textbook for academics and students wanting to study and discuss important social psychological perspectives and theories and attain a deeper understanding of the theoretical framework. “This book will be a very valuable tool for students and professionals alike who wish to learn theories in social psychology and the role they have played in the development of the discipline. It is comprehensive in its coverage and covers the theories in an objective and engaging way.” —Robert J. Sternberg, Professor, Department of Psychology, College of Human Ecology, Cornell University, Honorary Professor of Psychology, University of Heidelberg, Germany “In this wonderful new edition of compilation of theories, at the core of modern social psychology, presented to us by Derek Chadee, we are given a special gift that enriches scholars, teachers and students of psychology in social and general psychology. We are treated to a clear exposition of these theories some of the research and controversy that each has generated, and are given some guidelines to new paths for future exploration of their implications. My research career has benefitted from working in the domains of dissonance, attribution, and social comparison theories, but my teaching and textbook writing has relied on all of the theories and their concepts so elegantly orchestrated here.” —Phillip G. Zimbardo, Ph.D., Professor Emeritus, Stanford University

Download or read book Persuasive Communication written by James B. Stiff and published by Guilford Publications. This book was released on 2016-08-26 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing an accessible integration of theory and research methods, this text prepares students to critically analyze persuasive appeals and to design effective messages and campaigns. The book draws on key ideas from both communication and social psychology to explore the mutual influence of cognitive and affective processes and the characteristics and production of messages. It gives the reader a solid grasp of foundational issues in persuasion research, the core components of persuasive transactions, and major theoretical models. Instructive concrete examples illustrate applications of the concepts in such settings as health promotion, political campaigns, the courtroom, and advertising. New to This Edition *Engaging topic boxes on college drinking, attitudes about same-sex marriage, the "birther" movement, and other timely issues. *New or expanded discussions of the integrative model of behavioral prediction, the use of guilt appeals, social media, individualized tailoring of political messages, and numerous other topics. *The latest data and theoretical perspectives. *Epilogue on current and future trends in the field.

Download or read book Attitude Strength written by Richard E. Petty and published by Psychology Press. This book was released on 2014-01-14 with total page 531 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social psychologists have long recognized the possibility that attitudes might differ from one another in terms of their strength, but only recently had the profound implications of this view been explored. Yet because investigators in the area were pursuing interesting but independent programs of research exploring different aspects of strength, there was little articulation of assumptions underlying the work, and little effort to establish a common research agenda. The goals of this book are to highlight these assumptions, to review the discoveries this work has produced, and to suggest directions for future work in the area. The chapter authors include individuals who have made significant contributions to the published literature and represent a diversity of perspectives on the topic. In addition to providing an overview of the broad area of attitude strength, particular chapters deal in depth with specific features of attitudes related to strength and integrate the diverse bodies of relevant theory and empirical evidence. The book will be of interest to graduate students initiating work on attitudes as well as to longstanding scholars in the field. Because of the many potential directions for application of work on attitude strength to amelioration of social problems, the book will be valuable to scholars in various applied disciplines such as political science, marketing, sociology, public opinion, and others studying attitudinal phenomena.

Download or read book Testing the Elaboration Likelihood Model of Persuasion written by Paul Anthony Mongeau and published by . This book was released on 1988 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Persuasion Handbook written by James Price Dillard and published by SAGE Publications. This book was released on 2002-07-23 with total page 897 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Persuasion Handbook provides readers with cogent, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues of interest to interpersonal and mass communication researchers as well as psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and lays out research strategies for addressing those challenges.

Download or read book Attitudes and Attitude Change written by Gerd Bohner and published by Psychology Press. This book was released on 2014-03-18 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Attitudes - cognitive representations of our evaluation of ourselves, other people, things, actions, events, ideas - and attitude change have been a central concern in social psychology since the discipline began. People can - and do - have attitudes on an infinite range of things but what are attitudes, how do we form them and how can they be modified? This book provides the student with a comprehensive and accessible introduction to the basic issues in the psychological study of attitudes. Drawing on research from Europe and the USA it presents up-to-date coverage of the key issues that will be encountered in this area, including attitude formation and change, functions of attitudes, attitude measurement, attitudes as temporary constructs, persuasion processes and prediction of behaviour from attitudes.

Download or read book Handbook of the History of Social Psychology written by Arie W. Kruglanski and published by Psychology Press. This book was released on 2012-10-12 with total page 530 pages. Available in PDF, EPUB and Kindle. Book excerpt: For the first time in the history of social psychology, we have a handbook on the history of social psychology. In it, leading luminaries in the field present their take on how research in their own domains has unfolded, on the scientists whose impact shaped the research agendas in the different areas of social psychology, and on events, institutions and publications that were pivotal in determining the field’s history. Social psychology’s numerous subfields now boast a rich historical heritage of their own, which demands special attention. The Handbook recounts the intriguing and often surprising lessons that the tale of social psychology’s remarkable ascendance has to offer. The historical diversity is the hallmark of the present handbook reflecting each of this field’s domains unique evolution. Collectively, the contributions put a conceptual mirror to our field and weave the intricate tapestry of people, dynamics and events whose workings combined to produce what the vibrant discipline of social psychology is today. They allow the contemporary student, scholar and instructor to explore the historical development of this important field, provide insight into its enduring aims and allow them to transcend the vicissitudes of the zeitgeist and fads of the moment. The Handbook of the History of Social Psychology provides an essential resource for any social psychologist’s collection.

Download or read book The SAGE Handbook of Persuasion written by James Price Dillard and published by SAGE. This book was released on 2013 with total page 457 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners.

Download or read book Advanced Social Psychology written by Roy F. Baumeister and published by Oxford University Press. This book was released on 2010-06-29 with total page 1302 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social psychology is a flourishing discipline. It explores the most essential questions of the human psyche (e.g., Why do people help or harm others? How do influence professionals get us to do what they want, and how can we inoculate ourselves against their sometimes-insidious persuasion tactics? Why do social relationships exert such powerful effects on people's physical health?), and it does so with clever, ingenuitive research methods. This edited volume is a textbook for advanced social psychology courses. Its primary target audience is first-year graduate students (MA or PhD) in social psychlogy, although it is also appropriate for upper-level undergraduate courses in social psychology and for doctoral students in disciplines connecting to social psychology (e.g., marketing, organizational behavior). The authors of the chapters are world-renowned leaders on their topic, and they have written these chapters to be engaging and accessible to students who are just learning the discipline. After reading this book, you will be able to understand almost any journal article or conference presentation in any field of social psychology. You will be able to converse competently with most social psychologists in their primary research domain, a use skill that is relevant not only in daily life but also when interviewing for a faculty position. And, most importantly, you will be equipped with the background knowledge to forge ahead more confidently with your own research.

Download or read book Cognitive Responses in Persuasion written by Richard Petty and published by Psychology Press. This book was released on 2014-06-17 with total page 490 pages. Available in PDF, EPUB and Kindle. Book excerpt: First published in 1982. This collaborative product of leading contributors seeks to update information on the psychology of attitudes, attitude change, and persuasion. Social psychologists have invested almost exclusively in the strategies of theory-testing in the laboratory in contrast with qualitative or clinical observation, and the present book both exemplifies and reaps the products of this mainstream tradition of experimental social psychology. It represents experimental social psychology at its best. It does not try to establish contact with the content-oriented strategies of survey research, which have developed in regrettable independence of the laboratory study of persuasion processes.

Download or read book Communication Science Theory and Research written by Marina Krcmar and published by Routledge. This book was released on 2016-05-20 with total page 381 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume provides a graduate-level introduction to communication science, including theory and scholarship for masters and PhD students as well as practicing scholars. The work defines communication, reviews its history, and provides a broad look at how communication research is conducted. It also includes chapters reviewing the most frequently addressed topics in communication science. This book presents an overview of theory in general and of communication theory in particular, while offering a broad look at topics in communication that promote understanding of the key issues in communication science for students and scholars new to communication research. The book takes a predominantly "communication science" approach but also situates this approach in the broader field of communication, and addresses how communication science is related to and different from such approaches as critical and cultural studies and rhetoric. As an overview of communication science that will serve as a reference work for scholars as well as a text for the introduction to communication graduate studies course, this volume is an essential resource for understanding and conducting scholarship in the communication discipline.

Download or read book Handbook of Theories of Social Psychology written by Paul A M Van Lange and published by SAGE. This book was released on 2011-08-31 with total page 1148 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing a comprehensive exploration of the major developments of social psychological theories that have taken place over the past half century, this innovative two-volume handbook is a state of the art overview of the primary theories and models that have been developed in this vast and fascinating field. Authored by leading international experts, each chapter represents a personal and historical narrative of the theory′s development including the inspirations, critical junctures, and problem-solving efforts that effected theoretical choices and determined the theory′s impact and its evolution. Unique to this handbook, these narratives provide a rich background for understanding how theories are created, nurtured, and shaped over time, and examining their unique contribution to the field as a whole. To examine its societal impact, each theory is evaluated in terms of its applicability to better understanding and solving critical social issues and problems.

Download or read book Social Psychology written by Jane Callaghan and published by Learning Matters. This book was released on 2011-08-01 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: This introductory social psychology text addresses the core knowledge domains of the subject, with key chapters on understanding identities, attribution theory, attitudinal research, social influence, racism and prejudice, class and exclusions, methodologies of social psychology and discursive psychology. It provides concise and focused coverage of the central concepts, research and debates in this key area, while developing students′ higher level skills. Activities help readers build the underpinning generic critical thinking and transferable skills they need in order to become independent learners, and to meet the relevant requirements of their programme of study.