Although portrayed as theories of persuasion, each of these. Marianne dainton page start 103 page end 1 is part of book title applying communication theory for professional life. Understanding rhetoric through scientific principles and mechanisms. Featuring new case studies, updated examples, and the latest research, the fourth edition of this bestseller introduces communication theory in a way that helps you. Marianne dainton marianne dainton ma, phd, the ohio state university. Therefore, self persuasion is almost always a more powerful form of persuasion deeper, longer lasting than the more traditional persuasion techniques. She teaches communication theory, interpersonal communication, group communication, and organizational communication. Applying communication theory for professional life. Summary applying communication theory for professional life.
This research examines how nonprofit organizations can build and strengthen relationships with donors using the social media tool twitter. Persuasion attempts to change minds or get people to act. Or perhaps you know that your boss is incapable of having a discussion that involves spending any money. Type chapter authors marianne dainton page start 103 page end 1 is part of book title applying communication theory for professional life. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Unlike many theory books, this one does not intimidate undergrad students. The new edition contains more coverage of the theory of reasoned action, a new chapter on. Influence, the classic book on persuasion, explains the psychology of why people say yes and how to apply these understandings. 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. 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, group communication, organizational behavior, social media, and mass communication. Festinger took osgoods theory and concluded that the receiver s view of the source is just one more kind of cognition. Robert cialdini is the seminal expert in the rapidly expanding. Selfpersuasion is used to explain one aspect of social influence. Mar 16, 2017 5 books that will help you persuade anybody of anything an unusual book list that will teach you how to get hordes of followers.
Everyday low prices and free delivery on eligible orders. Applying communication theory for professional life, by marianne dainton and elaine d. Most books of applied psychology fall prey to one of two weaknesses. Unlike the direct technique of persuasion, selfpersuasion is indirect and entails placing people in situations where they are motivated to persuade themselves to change. Explaining theories of persuasion 105 cannot talk about a particular topic. Explaining theories of persuasion sage publications. Narrative fidelity is the extent to which a story fits into the prior understanding of the observer. This theory postulates that the receiver takes an active role in persuading himself or herself to change his or her attitude or behavior. Pdf explaining theories of persuasion mayra martinez. Persuasion occurs when a person causes someone else to change. Perhaps your father is a diehard democrat who will not listen to any conservative viewpoints. Marianne dainton is associate professor in the department. In every chapter, authors marianne dainton and elaine d.
Chapter 5 explaining theories of persuasion griffith. This fully updated third edition of applying communication theory for. This comprehensive text provides a thorough and critical treatment of persuasion theory and research from a social science perspective. The change may creation of something new, or extinguishing or modifying something that already exists. Persuasion is a large factor in attitude change and follows several criteria of information processing mcguire, 1969.
Zelley is the first communication theory textbook to provide practical material for careeroriented readers. For darkness shows the stars by diana peterfreund, persuading annie by melissa nathan, the last best kiss by claire lazebnik. Applying communication theory for professional life sage. Ronald fetzer, miami university of ohio 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. A practical introduction by dainton, marianne, zelley, elaine d. Persuasion theory is a mass communication theory that deals with messages aimed at subtly. With these theories working together inside the elm. Mass communication theory uf college of journalism. Inner systems include values, attitude, beliefs, schema, goals. There is the usage of force in persuasion, which does not have any scientific theories, except for its use to make demands. Thus, in this theory, consistency or inconsistency is a matter between cognitions ideas in our heads that include ideas about sources, issues, values, motives.
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. Social judgment theory suggests that knowing a persons attitudes on. Nov 22, 2004 particular emphasis is placed on theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion, leadership, group communication, organizational behavior, and mass communication. A practical introduction by marianne dainton, elaine d.
Persuasion basically means trying to influence the way someone thinks or behaves. The inclusion and analysis of realworld case studies illustrate the application of theory in a variety of professional settings. An authoritative source of limitations of persuasion theory is a book power and. I was bored by the heroine anne elliot, and wasnt surprised to discover that even jane austen had said she is too good for me. The first communication theory text to provide practical information for careeroriented students my students. Persuasion is a process of guiding people towards an idea, attitude of action. Concurrently, with the rise of mass media and the pervasiveness. A practitioners guide to interpersonal communication. Bentley, west virginia wesleyan college i like how i can adapt this book to my teaching style and the needs of my students. 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. Persuasive strategies of a doortodoor salesman calaway hanks southern utah university. To provide a brief overview of selected interpersonal theories and models, and to present examples of their use in healthcare communication research. According to richard in his book the dynamics of persuasion the definition of. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and.
Scientific explanation and the philosophy of persuasion. Carefully selected, webbased video resources feature relevant interviews, lectures, personal stories, inquiries, and other content for use in independent or classroom. Nov 22, 2002 persuasion at first reading was the worst of all. Applying communication theory for professional life, marianne. Although portrayed as theories of persuasion, each of these viewpoints can be applied to a wide variety of communi cation contexts. Practical and readerfriendly, the book offers succinct coverage of the major theories that have. A possible example of this would be of a solar panel salesman explaining that if the homeowner buys the product, it shows that caring about the environment and the cause. The change may either be to their inner mental systems or to their external behavior. Applying communication theory for professional life online. Treat internet sources like any other book, journal article or other print.
Particular emphasis is placed on theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion, leadership, group communication, organizational behavior, and mass communication. Theories presented herein were selected following careful deliberation among the authors as well as experts in the field of healthcare communication. Learning theories persuasion is really just a version of learning the desired response to persuasive efforts often using conditioning and comprehension and incentives a. The list is designed to be particularly helpful for marketers, entrepreneurs and leaders. A practical introduction, second edition is the first communication theory textbook to provide practical material for careeroriented students. Chapter 5 explaining theories of persuasion griffith university. Incorrect book the list contains an incorrect book please specify the title of the book. Chapter authors marianne dainton page start 103 page end 1 is part of book. Inappropriate the list including its title or description facilitates illegal activity, or contains hate speech or ad hominem attacks on a fellow goodreads member or author. A goal and the intent to achieve that goal on the part of the message sender, communication is the means to achieve that goal, the message recipient must have free will.
Jun 07, 2010 applying communication theory for professional life. Marianne dainton ma, phd, the ohio state university. This is one of the most researched persuasion theories. Thus, with self persuasion, people are convinced that the motivation for change has come from within, so the persuasion factors of another persons influence is irrelevant. Spam or selfpromotional the list is spam or selfpromotional. The dynamics of persuasion has been a staple resource for teaching persuasion for nearly two decades. 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. Central and peripheral routes to advertising effectiveness.
Best persuasion books books that help anyone selling anything do it more effectively. Perloff speaks to students in a style that is engaging and informational, explaining key theories and research as well as providing timely and relevant examples. The use of force is then a precedent to the failure of less direct means of persuasion. Choose from used and new textbooks or get instant access with etextbooks and digital materials. Explaining theories of persuasion online resources. The psychological theories of influence and persuasion. Cialdini r b 2001 harnessing the science of persuasion. After youre setup, your website can earn you money while you work, play or even sleep. The psychology of persuasion as one of the most important books hes read. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and business practitioners, including theories of. 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. 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. Explaining theories of persuasion explaining theories of.
Applying communication theory for professional 3ed text book. Theories explored the role of learning, dissonance, balance, social judgment, and reactance berger, 2005. Okeefe includes a discussion of research on the production of persuasive messages as well as more traditional research on the study of message effects. You can earn a 5% commission by selling applying communication theory for professional life. Unlike the hypodermic needle theory, persuasion theory considers the stimulusresponse model. How to use 10 psychological theories to persuade people. Practical and readerfriendly, the book offers succinct coverage of.
These study tools reinforce your understanding of key terms and concepts that have been outlined in the chapters. Buy applying communication theory for professional life. Explaining theories of intrapersonal communication. I like how i can adapt this book to my teaching style and the needs of my students. A practical introduction by marianne dainton and elaine zelley 2004, paperback at the best online prices at ebay. The featured theories are those that have strong pragmatic value and clear applicability to communication and business practitioners. Communication theoryprint version wikibooks, open books. Either they lack scientific content or oversimplify or they present solid. While persuasion typically uses information, the emphasis in a persuasive message is on influencing the receiver rather than merely providing information and letting the receiver make up hisher own mind. The problem arises as milan kundera defines it, when we ask that terrible anthropological question what are people capable of. Strong relationships are what lead to donor engagement in a nonprofit cause, and the participatory culture that grows online as a result of using twitter can help to initiate and build relationships with online donors. Applying communication theory for professional life sage india.
Explaining theories of persuasion s ince the mid1930s when dale carnegie first published his bestselling book how to win friends and influence people, the notion of how to persuade others has been both a popular and profitable subject. Here are academic theories about how we persuade other people. Its easy to get started we will give you example code. The list is designed to be particularly helpful for marketers, entrepreneurs and. Ronald fetzer, miami university of ohiofeaturing 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. Persuasive strategies of a doortodoor salesman calaway. Persuasion methods are also sometimes referred to as persuasion tactics or persuasion strategies.
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