This introduction presents an overview of the key concepts discussed in the subsequent chapters of…

This chapter explores ways that persuasion has been conceptualized and defined. A broad-based, far-reaching conceptualization…

The study of attitudes has been a central feature of persuasion research for decades. This…

This chapter examines the concept of source credibility and its relationship to persuasion. The chapter…

This chapter explores several communicator characteristics that past research has identified as being important in…

This chapter examines the role of groups in the process of social influence. It begins…

This chapter examines symbols and their effects on social influence. It begins by discussing the…

This chapter focuses on the nature of nonverbal communication in the process of persuasion. It…

This chapter examines the topic of message selection and organization. First, depending on characteristics of…

Research examining compliance gaining generally focuses on persuasion aimed at getting others to do something…

In this chapter, the authors discuss the topic of “sequential persuasion,” which examines social influence…

This chapter examines research on the enactment and perception of deception. Interpersonal deception theory argues…

Motivational appeals are external inducements, often of an emotional nature, which are used to increase…

This chapter examines important ways in which images shape beliefs, attitudes, and behaviors. Once overlooked…

This chapter examines unusual forms of persuasion, some of which have been popularized but have…

This chapter begins with a discussion of three significant challenges to persuasion. The first is…