The Persuasion Handbook: Developments in Theory and Practice

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SAGE, 2002 - Persuasion (Psychology) - 874 pages
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Vienna, 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
Author Index
797
Subject Index
847
About the Editors
863
Copyright

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