testimonial, 21, 339
witness, 338–341
Expectations, behavioral, 125
Experience, 152, 212–213
Experiential and schematic attitudes, 108
Experiential and specific attitudes, 108
Expertise, in political persuasion, 261
Expert witnesses, 339–340
Explicit attitudes, 322
Explicit messages, 204
Explicit threat, 222
Exposure:
message, 279
selective, 76, 267, 269
Expression of emotions, 152
Expressive function of attitudes, 108
Extended parallel processing model (EPPM), 191–192, 194, 196
Eyewitness testimony, 339
Facial morphing, 39
Fahrenheit 9-11 (film), 41
Family of curves, 188
Favorability, audience, 23
Fear, defined, 185
Fear appeals, 184–197
about, 184
coping component of, 185–186
current state of theory/research, 193–197
danger control, 189
drive model, 187–188, 196
effectiveness of, 186
emotions and persuasion, 184–185
explanations, 187–193
explanations, evaluation of, 193–197
extended parallel processing model, 191–192, 194, 196
fear control, 189
framing and, 28–29
parallel response model, 188–190, 194
protection motivation explanation, 190–191
research methods, 196–197
response efficacy in, 186
self-efficacy in, 186
stage model of, 192–193, 194
threat component of, 185
Fear control, 189 Federalist papers, 10
Federalist Party, 12, 263
Feminist rhetorical scholars, 8–9
First Law of Thermodynamics, 85
Flattery in personal selling, 321–322
Focus theory of norms, 62–63
Formative evaluation, 281–282
Framing:
affect and, 29, 155–156, 160
in drug prevention, 301
effects of, 264
mediating mechanisms of, 263
as message style, 28–30
persuasion versus, 263–264
in political persuasion, 262–264
Freedom:
defined, 167
restoration of, 168
threats to, 168, 173, 173 (table)
Functional attitude theory, 104–117
about, 104–105
attitude objects, 110–111
ego-defensive function, 106–107, 114–115
functional matching hypothesis, 109–113
functions as variables, 107–113
knowledge function, 107
measuring functions, 111–112
neofunctional approach, 108–109
personality, 109–110
practical challenges, 116–117
situation, 111
social-adjustive function, 106, 114, 115
structure of attitude functions, 113–115
theoretical challenges, 116
utilitarian attitudes, 105–106, 113–114
value-expressive function, 106, 113–114, 115
See also Attitudes
Functional matching hypothesis, 109–113
Gain-framed messages:
about, 28, 29–30
affect and, 155–156, 160
in health campaigns, 285, 286
Games, health, 290
Goal generation, 243–244
Goal motivation, 244
Golden age of oratory, 11–13
Good will, 261 Gorgias (Plato), 4
Greece, ancient, 3–4
Group persuasion, 354–366
about, 354–355
choice shift, 355–359, 365
individual differences, 362–363
in-group versus out-group sources, 366
intra-audience effects, 364, 366
minority influence, 359–362, 365–366
by non-group members, 363
of non-group members, 364
persuasion within groups, 355–359
research, future, 364–366
studying, complexities in, 355
Groups, defined, 355
Group valence model (GVM), 357, 358
Health behavior perspectives, 280–281
Health campaigns, 278–293
about, 278
audience analysis and campaign design, 281–285
communication-persuasion matrix, 280
effectiveness of, 291–292
evidence, 287
features of, 278–280
formative evaluation, 281–282
gain-framed messages in, 285, 286
health behavior perspectives, 280–281
incentive appeals, 285–287
influence, indirect pathways of, 282–284
influence of presumed influence and, 374–375
inoculation theory application to, 223–224
interpersonal influencers, 283
loss-framed messages in, 285, 286
media advocacy techniques in, 284
mediated communication channels, 289–290
message exposure as stage of, 279
message qualities, 287–288
messages, one-sided versus two-sided, 287
message sources, 288–290
multiple appeals, 286–287
negative appeals, 286
persuasive strategies, 285–290
positive appeals, 286
prevention versus promotion, 284–285
quantitative dissemination factors, 291
research, future, 292
social marketing and diffusion approaches, 280
societal policy makers, 283–284
theoretical foundations of, 278–281
theoretical perspectives, 280–281
Health communication research, 55
Health games, 290
Heuristics:
affect, 161–162
bandwagon, 391
cognitive, 389–391
control, 390
defined, 161
in elaboration likelihood model, 139–140
interaction, 390
machine, 391
old media, 390–391
Historical narratives, 260
Hobbes, Thomas, 6
Hong Psychological Reactance Scale (HPRS), 171, 172, 172 (table), 173
House of Representatives (U.S.), 10
Hovland, Carl, 301–302, 303, 304
HPRS. See Hong Psychological Reactance Scale
ICC. See Interpersonal cognitive complexity Identification, 7–8
Identity, 392
Identity masking, 341–342
Imagery, 156, 211–212
Implementation intentions, 125
Implicit attitudes, 57, 59–61, 322
Implicit messages, 204
Implicit norms, 62–63
Implicit theories, 243
Implicit threat, 222
Inadmissible evidence, 340–341, 345(n4)
Incentive appeals, 285–287
Individual differences, 362–363
Inference, 208–211
Influence:
explicating, 376–378, 377 (table)
indirect pathways of, 282–284
Influence of presumed influence (IPI), 371–384
about, 371–372
advertising, 375–376
body image, 375
causal evidence, lack of, 381
component view of, 376–380
conceptual underpinnings, 376–380
current findings on, 373–376
direct-to-consumer advertising, 376
empirical findings, inconsistencies in, 381
health-related attitudes/behavior
s, 374–375
“influence,” explicating, 376–378, 377 (table)
message, 380, 383–384
as multistep process, 373–374, 374 (figure)
political communication, 376
“presumed influence,” unpacking, 378–379
process view of, 373–376
reasoned action theory versus, 383
research, future, 380–384
self and referent others, 379–380
sexual attitudes/behaviors, 375
smoking, 374–375
structural equation modeling, 375, 381–382
theoretical background, 372–373
third-person effect, 372–373, 383
Influencers, interpersonal, 283
Information, access to, 397–398
Injunctive norms, 127–128
Innovations, diffusion of, 47
Inoculation theory, 220–233
about, 220
affect, 228, 231
applications, 223–225
associative networks, 230
attitude accessibility, 230
attitudes, 229
basic model, 221–223
behavioral intentions, 229
commercial applications, 224–225
counterarguing, 222–223, 227
decay, 225
health applications, 223–224
iatrogenic effects, 232
involvement, 226, 227–228
issues, 225–230
mediators in basic model, 227
moderators, 226–227
moderators beyond basic model, 227–229
outcomes, 229, 232
political applications of, 224
post-inoculation talk, 228–229, 231–232
pre-attitude, 226, 227
pretreatments, 230–231
process, 231–232
reputational preemption, 231
research, future, 230–232
resistance, alternative and supplementary explanations for, 229–230
self-efficacy, 226, 227, 228
source derogation, 229–230
structural equation modeling, 230
threats, 222, 227, 230–231
timing, 225
umbrella of protection, 232
Insanity defenses, 336 Institutio Oratoria (Quintilian), 5
Instrumental communication skills, 247
Integrative model of behavioral prediction. See Reasoned action theory
Intelligence, 25
Intentions:
behavioral, 55–56, 124–126, 130, 229
implementation, 125
persuasive, 174–175, 204–205, 299
Interaction heuristic, 390
Interactions:
messages in, 241–246, 249–250
supportive communication and, 242, 250
Interactivity:
in health campaigns, 289–290
message, 394–395
source, 394
technology and, 393–395
Interpersonal cognitive complexity (ICC), 242–243
Interpersonal influencers, 283
Intra-audience effects, 364, 366
Invitational approach, 9
Involvement:
conclusion explicitness and, 25
in discrepancy models of belief change, 100
ego, 91, 96
in inoculation theory, 226, 227–228
message processing and, 144
nature of, 144
technology and, 393
IPI. See Influence of presumed influence
Iraq war, 158
Isocrates, 4
Jackson, Andrew, 12
Jefferson, Thomas, 12
Judges’ instructions, 343
Jury selection, 332, 333–334
Kant, Immanuel, 6
Kennedy, John F., 264–265
Khrushchev, Nikita, 72
Kinematics, particle, 85
Klapper, J. T., 259, 268
Knowledge function of attitudes, 107
Knowledge Gap Hypothesis, 42–43
Language, 26, 174
Latitude of acceptance, 90
Latitude of rejection, 90, 91
LDM. See Linear discrepancy model
Learning, social, 45–46
Lectures on Rhetoric and Belles Lettres (Blair), 6
Legal persuasion, 331–344
about, 331
alibi evidence, 338
battered woman defense, 337
burden of proof, 333
case evidence, 337–342
charges, 332–333
closing statements, 343
defense case strategies, 335–337
direct examination and cross-examination, 342–343
entrapment defense, 337
evidence presentation, manner of, 341–342
insanity defenses, 336
judges’ instructions, 343
jury selection, 332, 333–334
messages in the courtroom, 332–343
opening statements, 334–335, 344(n2)
pretrial phase, 331–332
race in, 335, 345(n3)
recovered memory cases, 336–337
research status, 343–344
witness evidence, 338–341
Limbaugh, Rush, 39–40
Limited effects, 259
Limited war, 75
Lincoln, Abraham, 12, 13
Linear discrepancy model (LDM), 86–90
assumptions, 86–87
belief change, factors inhibiting or bolstering, 88–89
group persuasion and, 358
message order, 89–90
message repetition, 87–88, 87 (figure), 88 (figure)
Littering behavior, 62
Loss-framed messages:
about, 28–30
affect and, 155–156, 160
in health campaigns, 285, 286
Machine heuristic, 391
MAIN model, 390, 391
Mainstreaming, 44
Marketing, social, 280
Marketplace persuasion, 314–326
about, 314–315
affect, 325
elaboration likelihood model, 317–319
inoculation theory, 224–225
nonconscious processing, 322–324, 324–325
persuasion knowledge model, 319–322, 320 (figure)
persuasion theories in, 315–322
reasoned action theory, 315–316
research, future, 324–326
social cognitive neuroscience, 325–326
Mass communication theories, 43–47
Mass media. See Drug prevention
Matching effects, 160–161
Materialism, 375
McLuhan, M., 46–47
Means control, 71
Media advocacy techniques in health campaigns, 284
Media-as-environment approach, 46–47
Media influence as persuasion, 36–49
about, 36
agenda setting, 43–44
channel, 40–41
context, 42–43
cultivation, 44–45
diffusion of innovations, 47
mass communication theories, 43–47
McLuhan on, 46–47
message, 39–40
recipient, 41–42
research, future, 47–49
social learning, 45–46
source, 38–39
typology of persuasion and media influence, 37–43, 38 (table)
Media malaise, 41
Mediated communication channels, 289–290
Message content:
about, 20, 21–24
The SAGE Handbook of Persuasion Page 88