LEADER 03524nam 22006014a 450 001 9910455933603321 005 20200520144314.0 010 $a1-4106-0981-2 035 $a(CKB)111087027890064 035 $a(EBL)335501 035 $a(OCoLC)476147808 035 $a(SSID)ssj0000236726 035 $a(PQKBManifestationID)11924813 035 $a(PQKBTitleCode)TC0000236726 035 $a(PQKBWorkID)10173414 035 $a(PQKB)10078203 035 $a(MiAaPQ)EBC335501 035 $a(Au-PeEL)EBL335501 035 $a(CaPaEBR)ebr10227389 035 $a(CaONFJC)MIL613767 035 $a(EXLCZ)99111087027890064 100 $a20030724d2004 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 00$aResistance and persuasion$b[electronic resource] /$fedited by Eric S. Knowles, Jay A. Linn 210 $aMahwah, N.J. $cLawrence Erlbaum Associates$d2004 215 $a1 online resource (350 p.) 300 $aDescription based upon print version of record. 311 $a0-8058-4487-2 311 $a0-8058-4486-4 320 $aIncludes bibliographical references and indexes. 327 $aBook 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 Resistance 327 $a7 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; Conclusion 327 $a15 The Promise and Future of Resistance and PersuasionAbout the Contributors; Author Index; Subject Index 330 $aResistance 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 resistanc 606 $aPersuasion (Psychology)$xSocial aspects 606 $aOpposition, Theory of 608 $aElectronic books. 615 0$aPersuasion (Psychology)$xSocial aspects. 615 0$aOpposition, Theory of. 676 $a303.3/42 701 $aKnowles$b Eric S.$f1941-$0142923 701 $aLinn$b Jay A$0930472 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910455933603321 996 $aResistance and persuasion$92092909 997 $aUNINA