The SAGE Handbook of Persuasion
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discrete emotions and appraisal theories, 151–153
effects of, 157–161, 160 (table)
framing and, 29, 155–156, 160
inoculation theory and, 228, 231
marketplace persuasion and, 325
message features evoking, 154–157, 154 (table)
message-induced, 156–157
message-irrelevant, 157
research, future, 162–164, 162 (table)
research designs and elicitation of, 156–157
style and, 155–156, 163–164
valence models, persistence of, 162–163, 162 (table)
valence plus arousal, 151
Affect heuristic, 161–162
Affective ambivalence, 41
Affective communication skills, 247, 250
Affective misattribution procedure (AMP), 60
Affirmative defenses, 335–336
African Americans, 61, 335
Agency model of customization, 392
Agenda setting, 43–44
Aggregated behavior, 54–55
Ailes, Roger, 261
Alcohol drinking by college students, 61–62
Alibi evidence, 338
Alien and Sedition Acts (1798), 12
Alternative realities, 395–397
Ambivalence, affective, 41
American rhetorical tradition, 9–15
AMP. See Affective misattribution procedure
Amusing Ourselves to Death (Postman), 15
Analogical evidence, 21
Analytical self-referencing, 210
Ancient rhetorical tradition, 4–5
Anecdotal evidence, 21–22
Anticipated affect improvement (AAI), 246
Anticipatory-evaluative attitudes, 108
Anti-climax, 24
Appeals:
incentive, 285–287
multiple, 286–287
negative, 286
positive, 286
See also Fear appeals Appraisal-Tendency Framework, 325
Argument:
narrative persuasion versus, 200
novelty of, 163
quality of, 139, 142–144
Aristotle, 4
Asch, Solomon, 354 Assault on Reason, The (Gore), 15
Associative networks, 230
Attention, motivated, 160
Attitude-behavior problem, 79
Attitude formation:
channel and, 40
context and, 42
message and, 39
recipient and, 41
source and, 38–39
Attitude objects, 110–111
Attitudes:
accessible, 57–59, 230
affect and, 161
anticipatory-evaluative, 108
defined, 84
ego-defensive, 106–107, 114–115
elaboration likelihood model and, 146
evaluative function of, 108
experiential and schematic, 108
experiential and specific, 108
explicit, 322
expressive function of, 108
implicit, 57, 59–61, 322
inoculation theory and, 229
as intervening variable, 78–79
knowledge function of, 107
as outcome of persuasion, 56–61
racial, 61
in reasoned action theory, 126–127
sexual, 375
social-adjustive, 106, 114, 115
utilitarian, 105–106, 113–114
value-expressive, 106, 113–114, 115
See also Functional attitude theory; Functional attitude theory
Attractiveness, endorser, 318
Audience:
for drug prevention, 303–304, 309(n1)
favorability of, 23
functional attitude theory and, 116–117
for health campaigns, 281–285, 290
tailoring messages to, 116–117, 290, 392, 393
technology and, 392, 393
Autonomy, 130
Avatars, 395–396
Awareness of persuasive intent, 204–205, 299
Bandwagon heuristic, 391
Batson v. Kentucky (1986), 334
Battered woman defense, 337
Behavior:
aggregated, 54–55
detection, 29–30
as outcome of persuasion, 54–56, 73–80
prevention, 29, 284–285
promoting healthy, 284–285
proxies for, 54–56
in reasoned action theory, 123–124
self-predictions regarding, 125
self-reports of, 54, 56, 123–124
sexual, 375
Behavioral inhibition/activation systems (BIS/BAS), 29
Behavioral intentions, 55–56, 124–126, 130, 229
Behavioral willingness, 56, 125
Being persuaded, 70–80
about, 70
behavioral outcomes, 73–80
elements, central, 71–73
as response-changing process, 77–80
as response-reinforcing process, 76–77
as response-shaping process, 74–76
Beliefs. See Discrepancy models of belief change
Belletristic rhetorics, 6–7
Bernays, Edward, 14
Bernoulli’s principle, 85
Bipolar valence, 150–151
BIS/BAS. See Behavioral inhibition/activation systems
Blair, Hugh, 6, 7
Body image, 375
Breast self-exams, 59
Brezhnev, Leonid, 72
Brigance, W. Norwood, 3
Burden of proof, 333
Burke, Kenneth, 7–8
Bush, George W., 41, 266
Capacity, 129–130, 209
Carter, Jimmy, 261
Case evidence, 337–342
Categorical valence, 151
Central-route persuasion, 138, 139, 140–141, 144–145
CFM. See Cognitive-functional model
Change. See Discrepancy models of belief change; Response change
Channels, 40–41, 264–265, 271–272, 289–290
Charges, legal, 332–333
Children, television watching by, 42
Choice-enhancing postscripts, 176–177
Choice shift, 355–359, 365
Cicero, 5
Civil War, 12–13
Climax versus anti-climax, 24
Clinton, Bill, 261
Closing statements, 343
Coercive force, 71–72
Cognitive appraisal theories, 151–152
Cognitive dissonance theory, 91–92, 91 (figure), 99–100
Cognitive elaboration, 92
Cognitive-functional model (CFM), 160
Cognitive heuristics, 389–391
Cognitive-motivational-relational theory, 29
Cognitive responses, 99
Cognitive rules model, 244
Coherence markers, 30–31
College students, alcohol drinking by, 61–62
Commercial persuasion. See Marketplace persuasion
Committee on Public Information, 14
Communication, 247, 250
See also Supportive communication; specific topics
Communication and Persuasion (Hovland et al.), 187–188
Communication channels, mediated, 289–290
Communication-persuasion matrix, 280
Community psychology, 392
Compatibility principle, 123
Compliance, 377
Conclusion explicitness, 24–25
Confession evidence, 338
Constitution (U.S.), 10
Constitutional Convention, 263
Construal level theory, 132
Consumer behavior. See Marketplace persuasion
Content. See Message content
Context, 42–43
Contrast principle, 90
Control, 129–130, 392
Control heuristic, 390
Conviction, 72–73
Coping component of fear appeals, 185–186
Counterarguing:
discrepancy theories and, 92
in inoculation theory, 222–223, 227
metaphor and, 27
in narrative persuasion, 205–208
Courtroom persuasion. See Legal persuasion Credibility:
advertisement versus non-advertisement, 23
components of, 261
conclusion explicitness and, 25
in discrepancy theories, 88–89
in elaboration likelihood model, 139–140
expertise and, 261
good will and, 261
metaphor and, 27
in political persuasion, 261–262
in social judgment theory, 90, 91, 91 (figure)
trustworthiness and, 261
Cross-examination, 342–343
Cultivation theory, 44–45
Curiosity, 299–300
Curves, family of, 188
Customization, agency model of, 392
Danger control, 189
Decay, in inoculation theory, 225
Decisions, deliberative versus spontaneous, 55–56
Defendant testimony, 339
Defense case strategies, 335–337
Defiance, 377–378
Deficit model, 42
Deliberative decisions, 55–56
Deliberative democracy, 10–11, 16–17
De Oratore (Cicero), 5
Depth capacity, 289
Descriptive norms, 128
Detection behavior, 29–30
Deviance regulation model (DRM), 301, 303
Differences, individual, 362–363
Diffusion of innovation theory, 47
Direct examination, 342
Direct-to-consumer advertising, 376
Disconfirmation versus discrepancy, 96–97
Discrepancy, defined, 84
Discrepancy models of belief change, 84–101
about, 84–85
auxiliary issues, 96–98
cognitive dissonance and discrepancy, 99–100
cognitive dissonance theory, 91–92, 91 (figure)
cognitive responses and discrepancy, 99
counterarguing, 92
defined, 85
disconfirmation versus discrepancy, 96–97
discrepancy and oscillation, 98–99
discrepancy models in scientific theory, 85
dynamic models, 95–96, 100
involvement, 100
linear model, 86–90, 87 (figure), 88 (figure)
longitudinal designs, 97–98, 100
mathematical integration, 93–94
measurement, 100
message order, 89–90
message repetition, 87–88, 87 (figure), 88 (figure)
methodological wish list, 100–101
multidimensional models, 100–101
physical models, relevance of, 85
positional versus psychological discrepancy, 94–95
relation between discrepancy and beliefs change, 93–96
research, future, 98–101
social and psychological factors, 97–98
social judgment theory, 90–91, 91 (figure)
static models, 94–95
theories regarding discrepancy, 90–92, 91 (figure)
Discrete emotions approach, 151
Disease detection behavior, 29–30
Disguise, 341–342
Distance-proportional model. See Linear discrepancy model
Distribution of valence model (DVM), 357–358
Domineering language, 174
Dramatism, 8
Drift and Mastery (Lippmann), 14
Drive model, 187–188, 196
DRM. See Deviance regulation model
Drug prevention, 296–309
about, 296
audience, targeting, 303–304, 309(n1)
awareness of persuasive intent, 299
curiosity, 299–300
emotion-arousing communications, 305
framing, 301
iatrogenesis, 298–301
messaging model applications, 304–308
misdirection and indirect influence effects, 307–308
mis- or nonapplication of theory and level of analysis, 296–298
normative considerations, 300–301
opinion leadership and, 362–363
overpromising, 305–306
problems and solutions, 296–298
reactance, 299
resistance enhancement, 300
social norming, 300–301
socio-personal expectancies, 306–307
suggestions for, 301–303
Dual-process theories:
group persuasion, 360
supportive communication, 245–246, 249
See also Elaboration likelihood model
DVM. See Distribution of valence model
Economy, in health campaigns, 289
Effectance motivation, 244
Effectiveness types, 292
Effects:
intra-audience, 364, 366
limited, 259
matching, 160–161
message, 239, 241, 297
propaganda, 259
Proteus, 196
third-person, 372–373, 383
Effects-based message feature definitions, 31
Efficacy, response, 186
Ego-defensive attitudes, 106–107, 114–115
See also Functional attitude theory
Ego involvement, 91, 96
Elaboration:
in elaboration likelihood model, 137–138
influences on, 138
narrative persuasion and, 208–211
stimulated, 27
supportive communication and, 245
Elaboration likelihood model (ELM), 137–147
argument quality, nature of, 142–144
as attitude change model, 146
central-route persuasion, 138, 139, 140–141, 144–145
discrepancy models of belief change and, 99
elaboration, 137–138
framing, 28
functional matching hypothesis and, 112–113
involvement, nature of, 144
marketplace persuasion and, 317–319
narrative persuasion and, 208
peripheral-route persuasion, 138–141, 144–146
persuasion variables, multiple roles for, 141–142
political persuasion and, 265–267, 271
research, future, 142–146
See also Dual-process theories
Elaboration motivation, 137–138
Elaboration-persistence hypothesis, 318
Elaboration-resistance hypothesis, 318
ELM. See Elaboration likelihood model
Elocutionary Movement, 7
Emotional evidence, 337–338
Emotions:
cognition and, 152
communications arousing, 305
expression of, 152
fear appeals and, 184–185
function of, 152–153
message features evoking, 154–157, 154 (table)
motivation and, 152
neurological activity and, 152
physiological domain and, 152
subjective experience and, 152
See also Affect
Empathy, 177
Endorser attractiveness, 318
Engagement, user, 393–395
Entertainment-education approaches, 213, 290
Entrapment defense, 337
Environmental primes, 323–324
Episodically framed news coverage, 155
EPPM. See Extended parallel processing model
Evaluation, formative, 281–282
Evaluations, message, 239, 241
Evaluative beliefs, 84
Evaluative function of attitudes, 108
Evidence:
alibi, 338
analogical, 21
&n
bsp; anecdotal, 21–22
case, 337–342
confession, 338
emotional, 337–338
in health campaigns, 287
inadmissible, 340–341, 345(n4)
in political persuasion, 262
presentation of, 341–342
scientific, 340
statistical, 21–22