Thankfully, a number of researchers have created theories that help explain why people are persuaded. Persuasion basically means trying to influence the way someone thinks or behaves. Second, communication is the means to achieve that goal. Whereas other communication theory texts have a more academic focus on theory or research methods, applying communication theory for professional life is specifically designed to introduce communication theory in a tangible way. Although portrayed as theories of persuasion, each of these. This comprehensive text provides a thorough and critical treatment of persuasion theory and research from a social science perspective. Integrating theory, research, and practice provides persuasion skills students seek integrated with persuasion theories instructors want to teach the two approaches that have often been at odds with one another persuasion. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and. Incorrect book the list contains an incorrect book please specify the title of the book.
And the theory of persuasion never began until the 1940s and. A practical introduction, second edition is the first communication theory textbook to provide practical material for careeroriented students. Applying communication theory for professional life online. Everyday low prices and free delivery on eligible orders. Theories of persuasion deal with elements of both cognitive and affect. Although portrayed as theories of persuasion, each of these viewpoints can be applied to a wide variety of communi cation contexts. The psychological theories of influence and persuasion. Applying communication theory for professional life sage. The featured theories are those that have strong pragmatic value and clear applicability to communication and business practitioners. This fully updated third edition of applying communication theory for professional life helps readers understand communication theory and its importance to careers in communication and business.
Individuals prefer to maintain consistency between beliefs and behaviors. Chapter 5 explaining theories of persuasion griffith. The inclusion and analysis of realworld case studies illustrate the application of theory in a variety of professional settings. Understanding how people are persuaded is very important to the discussion of public speaking. Concurrently, with the rise of mass media and the pervasiveness. This fully updated third edition of applying communication theory for.
Before moving on to how persuasion as a technique applies to a varied array of fields dainton, 2005, what becomes mandatory is to glance upon the historicity of persuasion as a technique. There is the usage of force in persuasion, which does not have any scientific theories, except for its use to make demands. These study tools reinforce your understanding of key terms and concepts that have been outlined in the chapters. Marianne dainton is associate professor in the department. Best persuasion books books that help anyone selling anything do it more effectively.
Best persuasion books 51 books share book recommendations. Marianne dainton ma, phd, the ohio state university. A practical introduction is the first communication theory textbook to provide practical material for careeroriented students. A practical introduction by marianne dainton, elaine d. Offering a thorough discussion of classic and contemporary theories of persuasion, this text explores the structure and functions of attitudes, consistency between attitude and behavior, and issues in attitude measurement. Unlike many theory books, this one does not intimidate undergrad students. Here are academic theories about how we persuade other people. Zelley is the first communication theory textbook to provide practical material for careeroriented readers. I would use this book as a general communication short guide to theory as the chapters are not long and do not provide in depth information but rather a general guide to the theorys parameters and assumptions. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to. In every chapter, authors marianne dainton and elaine d. The dynamics of persuasion provides a comprehensive and uptodate introduction to persuasive communication and attitude change.
Zelley date 2005 publisher sage publications pub place thousand oaks, calif isbn10 0761929142. Persuasion methods are also sometimes referred to as persuasion tactics or persuasion strategies. Throughout its history, humankind has been motivated to war, terrorism, ethnic cleansing, genocide, racist hysteria, religious intolerance and extremism, mass suicide and many other forms of irrational and pathological behaviour. Applying communication theory for professional life is recommended as the core text for upperlevel undergraduate or graduate communication. Persuasion is a large factor in attitude change and follows several criteria of information processing mcguire, 1969. Summary applying communication theory for professional life. According to miller 1978, ipc occurs between 2 individuals when they are close in proximity, able to provide immediate feedback an utilize multiple senses. Marianne dainton marianne dainton ma, phd, the ohio state university. How to use 10 psychological theories to persuade people. Furthermore, cognitive dissonance theory dainton, 2004 sees that. Chapter 3 explaining theories of interpersonal communication. The list is designed to be particularly helpful for marketers, entrepreneurs and leaders.
From wellcrafted public relations campaigns designed to foster positive attitudes about a company to telling a story to con vince a customer that a salesperson is honest. Persuasive communication pattern of public service. She teaches communication theory, interpersonal communication, group communication, and organizational communication. Applying communication theory for professional life, by marianne dainton and elaine d. Explaining theories of persuasion sage publications. Thus, in this theory, consistency or inconsistency is a matter between cognitions ideas in our heads that include ideas about sources, issues, values, motives. Persuasion is a process of guiding people towards an idea, attitude of action. Okeefe 1990 argued that there are requirements for the sender, the means, and the recipient to consider something persuasive. I like how i can adapt this book to my teaching style and the needs of my students.
Cognitive rational theories involves channeling thoughts a. This fully updated third edition of applying communication theory for professional life helps students understand communication theory and its importance to their careers in communication and business. Nov 22, 2004 a synthesis chapter identifies common themes that emerge when looking at the similarities and differences among the theories and clarifies these themes within the framework of communication competence. Practical and readerfriendly, the book offers succinct coverage of the major theories that have. Dale carnegei first published his book in the 1930s how to win friends and. Carefully selected, webbased video resources feature relevant interviews, lectures, personal stories, inquiries, and other content for use in independent or classroom. In the book, cialdini outlines six principles of persuasion, most of which.
Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and business practitioners, including theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion. Chapter 5 explaining theories of persuasion griffith university. This is one of the most researched persuasion theories. Narrative fidelity is the extent to which a story fits into the prior understanding of the observer. Applying communication theory for professional 3ed text book. The bullet theory or bullet theory it is the first conception to emerge, with. Cognitive dissonance theory explains persuasion as a postreactive response to inconsistencies in beliefs and actions. View homework help cchu9045 tutorial 5 reading 201415 from cchu 9045 at the university of hong kong.
Interpersonal communication knows different interpretations about what the exact meaning of the word combination is. First, persuasion involves a goal and the intent to achieve that goal on the part of the message sender. Doc towards an understanding of the persuasive profile of. A practical introduction by marianne dainton and elaine zelley 2004, paperback at the best online prices at ebay. Towards an understanding of the persuasive profile of teenaged greek efl learners. Explaining theories of intrapersonal communication. Nov 22, 2002 persuasion at first reading was the worst of all. Applying communication theory for professional life sage india. This book is a general theory text and may be misleading that the theories are specific to management or professional life. Pdf explaining theories of persuasion mayra martinez.
The two routes to persuasion persuasion depends on receiver motivation to thinkcare, that is, personal relevance of the issue and ability to think about the persuasive topic. However, formatting rules can vary widely between applications and fields of interest or study. View assessment explaining theories of persuasion supplement. Carefully selected, webbased video resources feature relevant interviews, lectures, personal stories, inquiries, and other content for use in independent or classroombased explorations of key topics. A read is counted each time someone views a publication summary such as the title, abstract, and list of authors, clicks on a figure, or views or downloads the fulltext. Concise, practical, and readerfriendly, this book offers. Featuring eleven new case studies, updated examples, and the latest research, this second edition of applying communication theory for professional life introduces communication theory in a way that helps students understand its importance to careers in communication and business. Marianne dainton page start 103 page end 1 is part of book title applying communication theory for professional life. The use of force is then a precedent to the failure of less direct means of persuasion.
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