Paul A. Mongeau (PhD, Michigan State University, 1988) is a Professor in the Hugh Downs School of Human Communication at Arizona State University in Tempe. His research interests focus on cognitive processing of influence messages as well as communication in the earliest stages of relationships. His most recent work has focused on modern sociosexual norms on college campuses, specifically focusing on diversity within friends with benefits relationships. He is co-author (with James B. Stiff) of the second edition of Persuasive Communication and past editor of Communication Studies and the Journal of Social and Personal Relationships.
Mark Nespoli is a doctoral student in Marketing at the University of Texas at San Antonio. His current research interests include the impact of time perception on consumer behavior, cross-cultural consumer behavior, and consumer ethics. He earned his MBA and BA (Summa cum Laude) from The University of Arizona.
Jeeyun Oh (MA, Seoul National University) is a PhD candidate in the College of Communications at The Pennsylvania State University. As part of the Media Effects Research Lab at Penn State, her research focuses on psychological effects of technological affordances unique to Web-based mass communication. Her studies experimentally investigate the effects of interactivity and multimodality in Web interfaces on online users’ cognition, perceptions, and attitudes. Her research interests also include the effect of video game interfaces and human-robot interaction.
Daniel J. O’Keefe (PhD, University of Illinois at Urbana-Champaign, 1976) is the Owen L. Coon Professor in the Department of Communication Studies at Northwestern University. His work focuses on research synthesis concerning persuasive message effects. He has received the National Communication Association’s Golden Anniversary Monograph Award, the International Communication Association’s Best Article Award, and the International Society for the Study of Argumentation’s Distinguished Research Award. He is the author of Persuasion: Theory and Research (Sage).
Richard M. Perloff (PhD, University of Wisconsin–Madison, 1978; Postdoctoral Fellow, The Ohio State University, Social Psychology, Journalism, and Communication, 1979) is a Professor of Communication at Cleveland State University. He is nationally known for his work on the third-person effect and his book on persuasion. He co-edited a book on political information-processing with Sidney Kraus and is the author of Political Communication: Politics, Press, and Public in America and The Dynamics of Persuasion: Communication and Attitudes in the 21st century (4th edition). His work on the third-person effect and political persuasion have appeared in edited volumes, including Media Effects: Advances in Theory and Research (3rd edition), Handbook of Political Marketing, and Handbook of Political Communication (with Bruce Newman, 2nd edition). Perloff received a Distinguished Faculty Research Award from Cleveland State University in 1999 and is a Fellow of the Midwest Association for Public Opinion Research. Combining his political communication work with university-related governing, he served as chair of the Department of Communication and director of the School of Communication at Cleveland State from 2003–2011.
Brian L. Quick (PhD, Texas A&M University, 2005) is an Associate Professor in the Department of Communication at the University of Illinois at Urbana-Champaign. His work examines the role of cognition and emotion in processing persuasive health ads as well as analyzing media portrayals of health issues to understand how these messages create, change, and reinforce belief structures. His research has published in the American Journal of Transplantation, Communication Research, Health Communication, Human Communication Research; the Journal of Applied Communication Research; the Journal of Broadcasting and Electronic Media; the Journal of Health Communication, and other outlets.
John C. Reinard (PhD, University of Southern California, 1975) is a Professor and Chair of Communication Studies at California State University, Fullerton. His research has focused on persuasion, communication and the law, communication and stress, and argumentation. The Communication Institute for Online Scholarship has listed him as one of the top 50 scholars in persuasion and in the study of communication and the law. He is the author of Introduction to Communication Research (now in its fourth edition, in addition to an international and Chinese language version), Communication Research Statistics, and Foundations of Argument: Effective Communication for Critical Thinking.
Nancy Rhodes (PhD, Texas A&M University, 1991) is an Associate Professor of Communication Studies at Indiana University–Purdue University Indianapolis (IUPUI). Her research interests are at the intersection of Communication and Psychology; she is particularly interested the study of persuasion and social influence in the context of health-risk behaviors such as cigarette smoking, underage drinking, and teen risky driving. She also has research interests in gender roles as they relate to healthy and unhealthy behavior.
Charles T. Salmon (PhD, University of Minnesota, 1985) is a Professor and Director of Graduate Research Programmes in the Wee Kim Wee School of Communication and Information at Nanyang Technological University in Singapore. His current research focuses on communication and public will, unintended effects of communication campaigns, and health and environmental communication. He has been a Rockefeller Foundation Scholar in Bellagio, Italy, a Fulbright Scholar at Tel Aviv University, Israel, and a Visiting Scientist at the U.S. Centers for Disease Control and Prevention.
Kiwon Seo is a PhD candidate in the Department of Communication Arts and Sciences at The Pennsylvania State University. His research interests include effects of visual image, emotion, and message framing on persuasion.
Lijiang Shen (PhD, University of Wisconsin–Madison, 2005) is an Associate Professor in the Department of Communication Studies at the University of Georgia. His primary area of research considers the impact of message features and audience characteristics in persuasive health communication, cognition, and affect in message processing and the process of persuasion/resistance to persuasion; and quantitative research methods in communication.
L. J. Shrum (PhD, University of Illinois) is a Professor and Chair of Marketing at the University of Texas at San Antonio. His research applies social cognition concepts to understand the determinants of consumer judgments. He has written extensively on the psychological processes underlying the effects of media on judgments. His most recent research is on the multiple roles of the self in consumer judgment, particularly with respect to self-threat and its influence on conspicuous consumption and materialism. His most recent edited book is the second edition of The Psychology of Entertainment Media: Blurring the Lines between Entertainment and Persuasion.
Jason T. Siegel (PhD, University of Arizona, 2004) is a Research Associate Professor of Psychology at Claremont Graduate University’s School of Behavioral and Organizational Sciences. His research typically involves the application of social psychological theories to the health domain. Organ donation and substance abuse have been a central focus of Dr. Siegel’s research. Most recently, Jason has been exploring means of persuading people with depression.
Akshaya Sreenivasan is a PhD candidate in the College of Communications at The Pennsylvania State University. Her research interests include the psychological aspects of communications technology and the use of information and communication technologies for development (ICT4D). She is currently working on a project that investigates the impact of augmented reality in health communications campaigns. Additionally, she is also part of the technology for development forum at Penn State University.
Ye Sun (PhD, University of Madison–Wisconsin, 2008) is an Assistant Professor in the Department of Communication at the University of Utah. Her research focuses on individuals’ perceptions of media messages and the indirect effects of persuasion. Her research on the third-person effect has appeared in the Journal of Communication and Communication Research. She is a recipient of the John E. Hunter Award for Meta-Analysis.
S. Shyam Sundar (PhD, Stanford) is a Distinguished Professor and founding Director of the Media Effects Research Laboratory at Penn State University. He also holds a visiting
appointment as World Class University (WCU) Professor of Interaction Science at Sungkyunkwan University in Seoul, Korea. His research investigates social and psychological effects of technological elements unique to online communication, ranging from web sites to social media. Sundar has been identified as the most published author of Internet-related research in the field during the medium’s first decade. He was elected chair of the Communication and Technology division and Vice-President of the International Communication Association, 2008–2010.
John M. Tchernev (BS, Northwestern University, 2001) is a doctoral student in the School of Communication at The Ohio State University who formerly worked as a professional television writer. His research involves persuasion in media entertainment contexts, with particular focus given to narrative influence and political satire. Some of his recent peer-reviewed works have appeared in Journal of Communication and Mass Communication and Society.
Marco Yzer (PhD, University of Groningen, 1999) is an Associate Professor in the School of Journalism and Mass Communication at the University of Minnesota, and adjunct Associate Professor in the University of Minnesota’s School of Public Health. His research focuses on motivational processes that explain how mass-mediated and interpersonal communication facilitate or inhibit health behavior. His work has appeared in communication, psychology, and public health journals, and has been supported by the National Institutes of Health.
Table of Contents
Dedication
Title
Copyright
Contents
PART I. FUNDAMENTAL ISSUES
1. Persuasion in the Rhetorical Tradition
2. The Effects of Message Features: Content, Structure, and Style
3. Media Influence as Persuasion
4. Outcomes of Persuasion: Behavioral, Cognitive, and Social
5. On Being Persuaded: Some Basic Distinctions
PART II. THEORIES, PERSPECTIVES, AND TRADITIONS
6. Discrepancy Models of Belief Change
7. Functional Attitude Theory
8. Reasoned Action Theory: Persuasion as Belief-Based Behavior Change
9. The Elaboration Likelihood Model
10. Affect and Persuasion
11. Reactance Theory and Persuasion
12. Fear Appeals
13. Narrative Persuasion
14. Inoculation Theory
15. Supportive and Persuasive Communication: Theoretical Intersections
PART III. CONTEXTS, SETTINGS, AND APPLICATIONS
16. Political Persuasion
17. Persuasive Strategies in Health Campaigns
18. The Siren’s Call: Mass Media and Drug Prevention
19. Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising
20. Persuasion in the Legal Setting
21. Persuading in the Small Group Context
22. When Presumed Influence Turns Real: An Indirect Route of Media Influence
23. How Does Technology Persuade? Theoretical Mechanisms for Persuasive Technologies
Author Index
Subject Index
About the Authors
The SAGE Handbook of Persuasion Page 91
