Theorizing about Persuasion: Cornerstones of Persuasion Research
Contribution to Book
Perspectives on Persuasion, Social Influence, and Compliance Gaining
Pearson/Allyn & Bacon
Persuasion theories are a lot like noses; everybody has one, some big, some small, and no two exactly alike. This chapter reviews and evaluates some of the better-known theories and models of persuasion, social influence, and compliance gaining. The goal is to provide you with a general framework for understanding these theories and models as they relate to the chapters that follow.
Gass, R. H., & Seiter, J. S. (2004). Theorizing about Persuasion: Cornerstones of Persuasion Research. In J. S. Seiter & R. H. Gass (Eds.) Perspectives on Persuasion, Social Influence, and Compliance Gaining (pp. 45-64). Boston, MA: Pearson/Allyn & Bacon.