Resistance and Persuasion

Eric S. Knowles, Jay A. Linn9780805844863, 0-8058-4486-4, 0805844872

This book will focus on the important role of resistance in the persuasion process. It will be of interest to persuasion professors, researchers, graduate students, and practitioners in the fields of social psychology, marketing, and communications.

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Table of contents :
Team DDU……Page 1
Contents……Page 6
Foreword……Page 8
INTRODUCTION……Page 14
1 The Importance of Resistance to Persuasion……Page 16
NATURE OF RESISTANCE IN PERSUASION……Page 24
2 Multiple Routes to Resisting Attitude Change……Page 26
3 The Intensity of Affect and Resistance to Social In.uence……Page 52
4 Resisting Persuasion and Attitude Certainty: A Meta-Cognitive Analysis……Page 78
5 Individual Differences in Resistance to Persuasion: The Role of Beliefs and Meta-Beliefs……Page 96
6 Differentiating Individual Differences in Resistance to Persuasion……Page 118
STRATEGIES FOR OVERCOMING RESISTANCE……Page 128
7 Approach-Avoidance Model of Persuasion: Alpha and Omega Strategies for Change……Page 130
8 Looking Ahead as a Technique to Reduce Resistance to Persuasive Attempts……Page 162
9 Narrative Persuasion and Overcoming Resistance……Page 188
10 Forewarnings of In.uence Appeals: Inducing Resistance and Acceptance……Page 206
11 Truth or Consequences: Overcoming Resistance to Persuasion with Positive Thinking……Page 228
12 Decreasing Resistance by Af.rming the Self……Page 248
13 Creating Critical Consumers: Motivating Receptivity by Teaching Resistance……Page 272
14 Consumer Psychology and Attitude Change……Page 296
CONCLUSION……Page 312
15 The Promise and Future of Resistance and Persuasion……Page 314
About the Contributors……Page 324
Author Index……Page 330
Subject Index……Page 344