The Persuasion Handbook: Developments in Theory and PracticeVienna, 1909. When the celebrated actor Eugen Bischoff is found dead in his garden pavilion, suspicion falls immediately on Baron von Yosch, a well-to-do army officer who was once the lover of the dead man s wife. By all appearances the door was locked from the inside when the two shots rang out the actor took his own life, but someone, or something, drove him to it. The baron sets out to learn all he can about the actor s death in order to clear his name. Meanwhile, within a few days, similar apparent suicides are reported. What started out as a straightforward quest to establish Bischoff s last deeds and discover the truth of his death becomes a search through the ages for an invisible enemy identified only by the actor s dying breath, when he whispered: . . . the Day of Judgment. Leo Perutz combines his hallmark blend of suspense and the fantastic in this spine-tingling mystery. |
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Contents
Some Basic Distinctions | 3 |
Oscillation in Beliefs and Decisions 7 | 17 |
The Quick and the Strong | 39 |
News Media | 63 |
A Cognitive Dissonance Theory Perspective on Persuasion | 99 |
Language Expectancy Theory | 117 |
The Role of Attitude Functions in Persuasion and Social Judgment | 137 |
The HeuristicSystematic Model of Social Information Processing | 195 |
Nonverbal Influence | 445 |
Persuading in the Small Group Context | 477 |
A VariableBased Typology and a Review | 495 |
Principles That | 513 |
Persuasion in the Legal Setting | 543 |
Enlarging the Role of Environment as | 633 |
Overcoming the Challenges of Environmental | 661 |
The Impact of News and Entertainment | 691 |
Theory and Applications | 233 |
The Theory of Reasoned Action | 259 |
Discrete Emotions and Persuasion | 289 |
Persuasion and the Structure of Affect | 309 |
Guilt as a Mechanism of Persuasion | 329 |
Persuasive Effects of Product Warning Labels | 345 |
Language and Persuasion | 371 |
Message Framing in the Prevention and Early Detection of Illness | 391 |
Figurative Language and Persuasion | 407 |
The Role of Meaning Construction in | 729 |
The Embodied Meaning of Media Forms | 749 |
Interactive Technology and Persuasion | 765 |
Final Thoughts About Persuasion | 789 |
797 | |
847 | |
About the Editors | 863 |
Other editions - View all
The Persuasion Handbook: Developments in Theory and Practice James Price Dillard,Michael Pfau Limited preview - 2002 |
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accessibility action advertising American analysis appeals Applied approach argued arguments associated attention attitude attitude change attractive behavior beliefs Burgoon campaigns candidate chapter cognitive communication consider consistent Consumer context credibility cues decision defendant direct discussion effects emotions evaluation evidence examined example expectations experiment factors fear findings framing function greater guilt heuristic Human impact important increased individuals influence inoculation intentions involvement issues Journal Journal of Personality judgments jurors jury language less means measures ment metaphor motivation negative norms occur opinion participants perceived perceptions Personality and Social persuasion Petty political positive predicted presented Press processing question reason receiver relationship resistance response role Sage similar Social Psychology specific strategies suggests television theory thought threat tion tive types University variables York