Title

Theorizing about Persuasion: Cornerstones of Persuasion Research

Document Type

Contribution to Book

Journal/Book Title/Conference

Perspectives on Persuasion, Social Influence, and Compliance Gaining

Publisher

Pearson/Allyn & Bacon

Publication Date

2004

First Page

45

Last Page

64

Abstract

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.

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