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The SAGE Handbook of Persuasion

The SAGE Handbook of Persuasion
Developments in Theory and Practice

Second Edition
Edited by:


September 2012 | 456 pages | SAGE Publications, Inc
The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion, to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and provides research strategies for addressing those challenges.

J. Michael Hogan
1. Persuasion in the Rhetorical Tradition
Lijiang Shen and Elizabeth Bigsby
2. The Effects of Message Features: Content, Structure and Style
Lance Holbert and John M. Tchernev
3. Media Influence as Persuasion
Nancy Rhodes and David R. Ewoldsen
4. Outcomes of Persuasion: Behavioral, Cognitive, and Social
Gerald R. Miller
5. On Being Persuaded: Some Basic Distinctions
Edward L. Fink and Deborah A. Cai
6. Discrepancy Models of Belief Change
Christopher Carpenter, Franklin J. Boster, and Kyle R. Andrews
7. Functional Attitude Theory
Marco Yzer
8. Reasoned Action Theory: Persuasion as Belief-Based Behavior Change
Daniel J. O'Keefe
9. The Elaboration Likelihood Model
James Price Dillard and Kiwan Seo
10. Affect and Persuasion
Brian L. Quick, Lijiang Shen, and James Price Dillard
11. Reactance Theory and Persuasion
Paul A. Mongeau
12. Fear Appeals
Rick Busselle and Helena Bilandzic
13. Narrative Persuasion
Joshua Compton
14. Inoculation Theory
Graham D. Bodie
15. Supportive and Persuasive Communication: Theoretical Intersections
Richard M. Perloff
16. Political Persuasion
Charles K. Atkin and Charles T. Salmon
17. Persuasive Strategies in Health Campaigns
William D. Crano, Jason T. Siegel, and Eusebio M. Alvaro
18. The Siren's Call: Mass Media and Drug Prevention
L.J. Shrum, Min Liu, Mark Nespoli, and Tina M. Lowrey
19. Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising
John C. Reinard
20. Persuasion in the Legal Setting
Franklin J. Boster
21. Persuading in the Small Group Context
Ye Sun
22. When Presumed Influence Turns Real: An Indirect Route of Media Influence
S. Shyam Sundar, Jeeyun Oh, Hyunjin Kang, and Akshaya Sreenivsan
23. How Does Technology Persuade?: Theoretical Mechanisms for Persuasive Technologies
Key features

New to the Second Edition

  • 18 new chapters as well as additional thoroughly updated content.
  • Reformatted structure focuses primarily on Fundamental Issues, Theoretical Perspectives, and Contexts and Applications of persuasion
  • New chapters on theoretical perspectives, including Fear and Threat Appeals, Narrative, and Health Campaigns.

Key Features

  • Balanced coverage with strong interdisciplinary appeal addresses enduring issues, as well as those topics that are currently flourishing in the field, whether the reader has interests in interpersonal or mass communication research or in psychology and public health 
  • Chapter-by-chapter syntheses of prior research looks to the future of persuasion research
  • Comprehensive review and evaluation of issues relating to persuasion considers a range of approaches to persuasion that vary in focus from micro to macro

Sample Materials & Chapters


CH 1

CH 3

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ISBN: 9781483305738

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