Self-agency, 391–392
Self-categorization, 356
Self-determination theory, 392
Self-efficacy:
fear appeals and, 186
in inoculation theory, 226, 227, 228
in reasoned action theory, 129–130
Self-monitoring, 109–111
Self-predictions regarding behavior, 125
Self-presence, 396
Self-referencing, 210–211
Self-reports:
of behavior, 54, 56, 123–124
of fear, 196–197
measuring attitude functions by, 111–112
Self-representation, 395–396
Selling, flattery in, 321–322
SEM. See Structural equation modeling
Senate (U.S.), 10
Sensation seeking, 41, 49(n1)
Sensation value, 177–178
Sexual attitudes and behaviors, 375
Sherif, Muzafer, 354
Sidedness, message, 22–24, 287
Single-push with friction model, 96
Situation, in functional attitude theory, 111
Situation comprehension, 242–243
Slavery, 11, 12–13
Small group persuasion. See Group persuasion
Smoking, 41–42, 58, 63, 178, 374–375
Social-adjustive attitudes, 106, 114, 115
See also Functional attitude theory
Social cognitive neuroscience, 325–326
Social Cognitive Theory, 212–213
Social comparison theory (SCT), 356, 359, 364
Social identity theory, 63
Socialization, 74
Social judgment theory, 90–91, 91 (figure)
Social learning, 45–46
Social marketing, 280
Social movement rhetoric, 8
Social norms, 61–62, 280, 300–301
Social protest, 42–43
Societal policy makers, 283–284
Socio-personal expectancies (SPEs), 306–307
Sophists, 3–4
Source:
in inoculation theory, 229–230
media influence and, 38–39
in political persuasion, 261–262, 271
user as, 391–393
Source credibility. See Credibility
Source interactivity, 394
Soviet Union, 72
Spatial presence, 396–397
SPEs. See Socio-personal expectancies
Spontaneous decisions, 55–56
Stage model of fear appeals, 192–193, 194
Statistical evidence, 21–22
Stimulated elaboration, 27
Structural equation modeling (SEM), 230, 375, 381–382
Structure, message, 20, 24–25
Structure-mapping theory, 27
Style, message, 20, 26–31, 155–156
Subjective coherence markers, 30–31
Subjective experience, 152
Subjective norms, 127–128
Subliminal presentation, 323–324
Sufficiency, 130–131
Superdiffusers, 362–363
Superior organization, 28
Supportive communication, 237–251
about, 237
advice message features, 238–239
defined, 237–238
dual-process framework, 245, 249
dual-process theories, contextually-based, 245–246
elaboration and, 245
goal generation, 243–244
interactions within relationships, 250
meeting relational needs through, 247–248
message content, 238–239, 240 (table)
message effects, 239, 241
message processing, 244–246
message production, 242–244
messages in interaction, 241–246
messages within interaction, 249–250
nature of messages and their effects, 238–241, 248–249
person-centered messages, 239, 240 (table)
research, future, 248–251
role of support and influence in relationships, 246–248
situation comprehension, 242–243
supportive and persuasive interactions, 242
Supraliminal primes, 323, 324–325
Symbolic transactions, 72
Tailoring, 116–117, 290, 392, 393
Technology, 388–400
about, 388–389
bandwagon heuristic, 391
cognitive heuristics, 389–391
information, access to, 397–398
interactivity and, 393–395
machine heuristic, 391
old media heuristic, 390–391
persuasive potential of, 398–399
political persuasion and, 393–394
realistic alternative realities, 395–397
self-presence, 396
self-representation, 395–396
spatial presence, 396–397
transportation, 397
user as source, 391–393
user engagement, 393–395
vividness, 395
Television:
age of, 14–15
campaign ads, 41
children and, 42
cultivation theory and, 44–45
dramas, 40
political persuasion and, 41, 264–265
See also Media
Testimonial evidence, 21, 339
Textual messages and style, 30–31
Thematically framed news coverage, 155
Theory of message effects, 297
Theory of planned behavior (TPB). See Reasoned action theory
Theory of reasoned action (TRA). See Reasoned action theory
Thermodynamics, First Law of, 85
Third-person effect (TPE), 372–373, 383
Threats:
defined, 168
explicit, 222
in fear appeals, 185
fear versus, 185
to freedom, 168, 173, 173 (table)
implicit, 222
inoculation theory, 222, 227, 230–231
measuring, 173, 173 (table)
in reactance theory, 168, 173, 173 (table)
Timing, in inoculation theory, 225
TPB. See Reasoned action theory
TPE. See Third-person effect TRA. See Reasoned action theory
Transactive model, 64
Transportation, 397
Transportation-Imagery-Model, 209, 211, 214
Trial persuasion. See Legal persuasion
Trustworthiness, 261
“Truth” antismoking campaign, 178
Two-sided messages, 22–24
Umbrella of protection, 232
Unimodel, 113, 144–146
User as source, 391–393
User engagement, 393–395
Utilitarian attitudes, 105–106, 113–114
See also Functional attitude theory
Valence models, persistence of, 162–163, 162 (table)
Valence plus arousal, 151
Value-expressive attitudes, 106, 113–114, 115
See also Functional attitude theory
Values, and political persuasion, 260–270
van Gogh, Vincent, 164
Variations, message, 230–231
Vegetarianism, 58
VFI. See Volunteer functions inventory
Vicarious experience, 212–213
Virtual reality (VR), 396
Vividness, 395 Voir dire, 332, 333–334
Volunteer functions inventory (VFI), 111–112
Voting, strategic, 376
VR. See Virtual reality Vulnerable nonusers of drugs, 304
War, 12–13, 74, 75, 158
Webster, Daniel, 11, 12
Webster-Hayne debate, 12
Willingness, behavioral, 56, 125
Witness evidence, 338–341
Women’s liberation rhetoric, 8
About the Authors
Eusebio M. Alvaro (PhD, University of Arizona,
2000) is a Research Associate Professor in the School of Behavioral and Organizational Sciences at Claremont Graduate University where he also co-directs the Health Psychology and Prevention Science Institute. His basic research addresses social influence processes with an emphasis on biased message processing, resistance to persuasion, indirect effects of persuasive messages, and mechanisms by which minorities achieve change. His applied research and evaluation activities involve persuasion in the context of health promotion, disease prevention, and medicine with a focus on messages targeting health behavior change (i.e., drug use and organ donation).
Kyle Andrews (PhD, Michigan State University, 2009) is an Assistant Professor in the Department of Communication at Northern Illinois University, where he teaches courses in persuasion, compliance gaining, and campaigns. His current research focuses on decision making in social dilemma situations, social influence in health and environmental contexts, and information diffusion within social networks.
Charles Atkin (PhD, University of Wisconsin, 1971) is the Chair of the Department of Communication and University Distinguished Professor at Michigan State University. He has published seven books and many articles and chapters relating to mass media effects and health. He is co-editor of Mass Communication and Public Health and Public Communication Campaigns. Atkin has frequently presented testimony to federal hearings of the U.S. Congress and regulatory agencies. He’s served as campaign design consultant or evaluation researcher on numerous public information programs in the health arena, and received the “Outstanding Health Communication Scholar” award from the Health Communication divisions of ICA and NCA.
Elisabeth Bigsby (PhD, University of Georgia, 2010) is an Assistant Professor in the Department of Communication Studies at Northeastern University in Boston, MA. Her current research focuses on the impact and role of message features and message perceptions in persuasive health communication. Prior to her Northeastern University appointment, she worked as a Research Director for the Center of Excellence in Cancer Communication at the Annenberg School for Communication at the University of Pennsylvania.
Helena Bilandzic (Dr. Phil., Ludwig-Maximilians-Universität in Munich, 2003; Habilitation degree, University of Erfurt, 2009) is a Professor at the University of Augsburg in Germany, where she teaches media effects, media psychology, and empirical methods. She has also taught at universities in Munich, Erfurt, Ilmenau, Berlin, Hamburg, and Friedrichshafen. Her current research interests include narrative experience and persuasion, cultivation, media use, and methodology.
Graham Bodie (PhD, Purdue University) invests his scholarly energy as Assistant Professor at The Louisiana State University (LSU) investigating listening and other forms of supportive communication. He has authored over 40 articles and book chapters and continually seeks ways to use research toward the betterment of others. His endeavors have been recognized by formal awards including the International Listening Association Research Award and funded by the Louisiana Board of Regents and LSU’s Council on Research.
Franklin J. Boster (PhD, 1978) is a Professor of Communication at Michigan State University, adjunct professor of Law at Michigan State University, and adjunct professor of Community and Behavioral Health at the University of Iowa. He has published on social influence and group dynamics in communication, psychology, law, health, and business journals. Presently he is studying methods of accelerating the diffusion of health information. He is a recipient of the Golden Anniversary Award (NCA), the Charles H. Woolbert Award (NCA), and the John E. Hunter Meta-Analysis Award (ICA), as well as the Distinguished Faculty Award and the Faculty Impact Award, both from Michigan State University.
Rick Busselle (PhD Michigan State, 1997) is an Associate Professor in The Murrow College of Communication at Washington State University. His research focuses on the perceived realism of stories and the role of perceived realism in narrative processing, persuasion, and social constructions related to crime, poverty, mental illness, and audience members’ perceptions of victims. He teaches communication theory, quantitative research methods, and courses related to narrative processing, media processes and effects, and stereotypes.
Deborah A. Cai is a Professor and Chair of Strategic Communication at Temple University (Philadelphia).
Christopher J. Carpenter (PhD, Michigan State University, 2010) is an Assistant Professor in the Department of Communication at Western Illinois University. He researches cognitive processing theories of persuasion, compliance-gaining techniques, employing opinion leaders in behavior change campaigns, close relationships, and online social networking. He has published in a variety of journals, including Health Communication, Communication Monographs, Communication Research Methods and Measures, Argumentation and Advocacy, Psychology of Women Quarterly, and Personality and Individual Differences. His work appeared on four top paper panels and he was invited to participate in a debate at The University of Oxford concerning online social networking.
Josh Compton (PhD, University of Oklahoma, 2004) is a Senior Lecturer in Speech in the Institute for Writing and Rhetoric at Dartmouth College. His research explores resistance to persuasion, image repair, and speech pedagogy. He has received the Outstanding Professor Award from the National Speakers Association, the Bob R. Derryberry New Forensics Educator Award, and the L. E. Norton Award for Outstanding Scholarship. His recent work appears in The Colbert/Stewart Effect: Essays on the Real Impacts of Fake News; The Daily Show and Rhetoric: Arguments, Issues and Strategies; and Teaching, Learning, and the Net Generation: Concepts and Tools for Reaching Digital Learners.
William D. Crano (PhD, Northwestern University) is the Oskamp Professor of Psychology at Claremont Graduate University’s School of Behavioral and Organizational Sciences. His research focuses on persuasion and social influence, with emphasis on the use of media to prevent drug misuse in youth. He is a Fellow of the American Psychological Association and the Association for Psychological Science, and was former Chair of the Society for Experimental Social Psychology. His previous books include Principles and Methods of Social Research and Social Psychology (both with Marilynn Brewer), Mass Media and Drug Prevention (with Michael Burgoon, co-editor), and The Rules of Influence.
James Price Dillard (PhD, Michigan State University, 1983) is a Liberal Arts Research Professor in the Department of Communication Arts at The Pennsylvania State University. His research emphasizes theory and empirical research on the role of emotion in persuasion. He has received the John E. Hunter Award for Meta-Analysis and is a Fellow of the International Communication Association. His previous edited books include Seeking Compliance: The Production of Interpersonal Influence Messages and (with Michael Pfau) the first edition of The Persuasion Handbook.
David R. Ewoldsen (PhD, Indiana University, 1990) is a Professor at The Ohio State University with a joint appointment in the School of Communication and the Department of Psychology. His primary research interests involve theories of persuasion and attitude change and media psychology. He was the founding co-editor of the journal Media Psychology and founding editor of Communication Methods & Measures. He has co-edited three volumes, including the Handbook of Communication Science, Communication and Social Cognition, and Communication and Emotion.
Edward L. Fink is a Professor of Communication, Affiliate Professor of Sociology, Affiliate Professor of Psychology, Affiliate Professor of the PhD Program in Second Language Acquisition, and Distinguished Scholar-Teacher at the University of Maryland, College Park.
J. Michael Hogan (PhD, University of Wisconsin, 1983) is a Liberal Arts Research Professor and Director of the Center for Democratic Deliberation at Penn State. He is the author, co-author, or editor of seven books and more than 50 essays and book chapters on political campaigns and social movements, foreign policy debates, presidential rhetoric, and public opinion. He is a recipient of the NCA Distinguished Scholar Award and a scholarly advisor to the National Constitution Center. He also co-directs Voices of Democracy, an NEH-funded online curriculum resource. Bef
ore moving to Penn State, Hogan taught at Indiana University and at the University of Virginia.
R. Lance Holbert (PhD, University of Wisconsin, 2000) is an Associate Professor in the School of Communication at The Ohio State University. His research interests focus on a mix of political communication, entertainment media, and persuasion. He recently co-edited (with Erik Bucy) The Sourcebook of Political Communication Research and co-authored (with Max McCombs) The News and Public Opinion: Media Effects on Civic Life.
Hyunjin Kang (MA, Michigan State University) is a PhD candidate in the College of Communications at The Pennsylvania State University. Her research explores psychological effects of new media technologies. She is especially interested in exploring the positive and negative effects of customization in interactive media. Her studies also investigate potential role of new media technologies in persuasion.
Min Liu is a PhD candidate in Marketing at the University of Texas at San Antonio. Her research interests include judgment and decision making, and cross-cultural research. She focuses on how consumers make decisions in marketing contexts, how their preferences are formed, and how different cultural backgrounds may influence consumers’ perceptions and choices. Prior to her doctoral study, Ms. Liu worked in a marketing research company as well as a university, which inspired her to pursue an academic career in marketing.
Tina M. Lowrey (PhD, University of Illinois) is a Professor at the University of Texas at San Antonio. Her research interests include the application of psycholinguistic concepts to understanding marketing communications phenomena, children’s acquisition of consumption knowledge, and gift-giving and ritual. Her two most recent edited books include Brick and Mortar Shopping in the 21st Century, and Psycholinguistic Phenomena in Marketing Communications.
The SAGE Handbook of Persuasion Page 90