{"id":64,"date":"2026-02-23T10:24:03","date_gmt":"2026-02-23T10:24:03","guid":{"rendered":"http:\/\/localhost\/persuasion\/?post_type=content&p=64"},"modified":"2026-02-27T17:30:18","modified_gmt":"2026-02-27T17:30:18","slug":"chapter-2-what-constitutes-persuasion","status":"publish","type":"content","link":"https:\/\/routledgelearning.com\/persuasion\/chapter-resources\/chapter-2-what-constitutes-persuasion\/","title":{"rendered":"Chapter 2: What Constitutes Persuasion?"},"content":{"rendered":"\n
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Chapter 2: What Constitutes Persuasion?<\/h2><\/div>\n<\/div>\n\n\n\n
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Chapter Summary<\/h2>\n\n\n\n

This chapter explores ways that persuasion has been conceptualized and defined. A broad-based, far-reaching conceptualization of persuasion is offered. The chapter begins by presenting a preliminary model of persuasion that distinguishes clear or \u201cpure\u201d cases of persuasion from less obvious, \u201cborderline\u201d forms of persuasion. Five limiting criteria are presented that help distinguish pure from borderline cases of persuasion. The criteria are the degree of intentionality, the effect or outcome, the presence of free will and conscious awareness, whether symbolic action (e.g., language) is required, and whether self-persuasion or intrapersonal persuasion is included. The final model adds culture, context, and other factors. The chapter examines two theories of persuasion: Petty and Cacioppo\u2019s elaboration likelihood model (ELM), and Chaiken and Eagly\u2019s heuristic-systematic model of  (HSM).<\/p>\n\n\n\n

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