03488nam 22006014a 450 991082426750332120240416224624.01-4106-0981-2(CKB)111087027890064(EBL)335501(OCoLC)476147808(SSID)ssj0000236726(PQKBManifestationID)11924813(PQKBTitleCode)TC0000236726(PQKBWorkID)10173414(PQKB)10078203(MiAaPQ)EBC335501(Au-PeEL)EBL335501(CaPaEBR)ebr10227389(CaONFJC)MIL613767(EXLCZ)9911108702789006420030724d2004 uy 0engur|n|---|||||txtccrResistance and persuasion /edited by Eric S. Knowles, Jay A. Linn1st ed.Mahwah, N.J. Lawrence Erlbaum Associates20041 online resource (350 p.)Description based upon print version of record.0-8058-4487-2 0-8058-4486-4 Includes bibliographical references and indexes.Book Cover; Title; Copyright; Contents; Foreword; Introduction; 1 The Importance of Resistance to Persuasion; Nature of Resistance in Persuasion; 2 Multiple Routes to Resisting Attitude Change; 3 The Intensity of Affect and Resistance to Social Influence; 4 Resisting Persuasion and Attitude Certainty: A Meta-Cognitive Analysis; 5 Individual Differences in Resistance to Persuasion: The Role of Beliefs and Meta-Beliefs; 6 Differentiating Individual Differences in Resistance to Persuasion; Strategies for Overcoming Resistance7 Approach-Avoidance Model of Persuasion: Alpha and Omega Strategies for Change8 Looking Ahead as a Technique to Reduce Resistance to Persuasive Attempts; 9 Narrative Persuasion and Overcoming Resistance; 10 Forewarnings of Influence Appeals: Inducing Resistance and Acceptance; 11 Truth or Consequences: Overcoming Resistance to Persuasion with Positive Thinking; 12 Decreasing Resistance by Affirming the Self; 13 Creating Critical Consumers: Motivating Receptivity by Teaching Resistance; 14 Consumer Psychology and Attitude Change; Conclusion15 The Promise and Future of Resistance and PersuasionAbout the Contributors; Author Index; Subject IndexResistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistancPersuasion (Psychology)Social aspectsOpposition, Theory ofPersuasion (Psychology)Social aspects.Opposition, Theory of.303.3/42Knowles Eric S.1941-142923Linn Jay A1664161MiAaPQMiAaPQMiAaPQBOOK9910824267503321Resistance and persuasion4022032UNINA