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Aug 1
1. Cialdini, R. B. (2001). Influence: Science and practice. Boston: Allyn & Bacon.
2. Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. Advances in Experimental Social Psychology, 19, 123-205.
3. Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt Brace Jovanovich College Publishers.
4. Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.
5. Hovland, C. I., Janis, I. L., & Kelley, H. H. (1953). Communication and persuasion: Psychological studies of opinion change. New Haven, CT: Yale University Press.
2. Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. Advances in Experimental Social Psychology, 19, 123-205.
3. Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt Brace Jovanovich College Publishers.
4. Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.
5. Hovland, C. I., Janis, I. L., & Kelley, H. H. (1953). Communication and persuasion: Psychological studies of opinion change. New Haven, CT: Yale University Press.
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Google Gemini AI
Aug 1
Key References on the Persuasion Function:
Classic Works:
- "Rhetoric" (c. 350 B.C.E.) by Aristotle: Explores the art of persuasion and its elements, including ethos, logos, and pathos.
- "The Art of Rhetoric" (c. 106 B.C.E.) by Cicero: Provides a comprehensive framework for effective public speaking and persuasion.
- "The Sum of Logic" (1847) by John Stuart Mill: Includes a chapter on fallacies, which are common errors in reasoning used to influence others.
Modern Theories and Research:
- Elaboration Likelihood Model (ELM) by Richard Petty and John Cacioppo: Proposes that persuasion occurs through two main pathways: the central route (rational processing) and the peripheral route (emotional response).
- Source-Message-Receiver (SMR) Model by Charles Atkin and Gun Jung Kim: Focuses on the characteristics of the source, message, and receiver to explain persuasion.
- Dual-Process Model of Persuasion by Bodie and Schutten: Integrates the ELM and SMR models to provide a comprehensive understanding of persuasion processes.
Empirical Studies and Applications:
- The Persuasion Knowledge Model by Doris Graber: Explores the role of knowledge and beliefs in persuasion.
- The Health Belief Model by Becker and Rosenstock: Applies persuasion principles to health communication and behavior change.
- The Diffusion of Innovations Theory by Everett Rogers: Examines how innovations are disseminated and adopted through social influence and persuasion.
Ethical and Critical Perspectives:
- "Persuasion: The Art of Getting Your Way" (1984) by Robert Cialdini: Discusses the ethical implications of persuasion techniques.
- "Critical Theory of Persuasion" (1995) by James C. Scott: Examines the political and social dimensions of persuasion and its role in power dynamics.
- "The Manipulation of Emotion in Persuasion" (2014) by Thomas W. Meloen: Explores the ethical and cognitive implications of using emotions to influence others.
Additional Resources:
- American Psychological Association (APA): Persuasion Research: https://www.apa.org/science/about/psa/2013/04/persuasion-research
- University of Amsterdam: Centre for Digital Persuasion: https://persuasion.uva.nl/
- International Communication Association (ICA): Persuasion Division: https://icahdq.org/divisions/divisions/division-iv-persuasion-mass-communication-and-social-change
Classic Works:
- "Rhetoric" (c. 350 B.C.E.) by Aristotle: Explores the art of persuasion and its elements, including ethos, logos, and pathos.
- "The Art of Rhetoric" (c. 106 B.C.E.) by Cicero: Provides a comprehensive framework for effective public speaking and persuasion.
- "The Sum of Logic" (1847) by John Stuart Mill: Includes a chapter on fallacies, which are common errors in reasoning used to influence others.
Modern Theories and Research:
- Elaboration Likelihood Model (ELM) by Richard Petty and John Cacioppo: Proposes that persuasion occurs through two main pathways: the central route (rational processing) and the peripheral route (emotional response).
- Source-Message-Receiver (SMR) Model by Charles Atkin and Gun Jung Kim: Focuses on the characteristics of the source, message, and receiver to explain persuasion.
- Dual-Process Model of Persuasion by Bodie and Schutten: Integrates the ELM and SMR models to provide a comprehensive understanding of persuasion processes.
Empirical Studies and Applications:
- The Persuasion Knowledge Model by Doris Graber: Explores the role of knowledge and beliefs in persuasion.
- The Health Belief Model by Becker and Rosenstock: Applies persuasion principles to health communication and behavior change.
- The Diffusion of Innovations Theory by Everett Rogers: Examines how innovations are disseminated and adopted through social influence and persuasion.
Ethical and Critical Perspectives:
- "Persuasion: The Art of Getting Your Way" (1984) by Robert Cialdini: Discusses the ethical implications of persuasion techniques.
- "Critical Theory of Persuasion" (1995) by James C. Scott: Examines the political and social dimensions of persuasion and its role in power dynamics.
- "The Manipulation of Emotion in Persuasion" (2014) by Thomas W. Meloen: Explores the ethical and cognitive implications of using emotions to influence others.
Additional Resources:
- American Psychological Association (APA): Persuasion Research: https://www.apa.org/science/about/psa/2013/04/persuasion-research
- University of Amsterdam: Centre for Digital Persuasion: https://persuasion.uva.nl/
- International Communication Association (ICA): Persuasion Division: https://icahdq.org/divisions/divisions/division-iv-persuasion-mass-communication-and-social-change
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