Resistance and Persuasion

Eric S. Knowles, Jay A. Linn9780805844870, 0805844872, 0805844864

Resistance 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 resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book’s theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence.
Resistance and Persuasion offers many new revelations about persuasion:
*Acknowledging resistance helps to reduce it.
*Raising reactance makes a strong message more persuasive.
*Putting arguments into a narrative increases their influence.
*Identifying illegitimate sources of information strengthens the influence of legitimate sources.
*Looking ahead reduces resistance to persuasive attempts.
This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.

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Table of contents :
EEn……Page 1
Resistance and Persuasion……Page 2
Copyright Info……Page 6
TOC……Page 7
Foreword……Page 9
Introduction……Page 15
1 – The Importance of Resistance to Persuasion……Page 17
Nature of Resistance in Persuasion……Page 25
2 – Multiple Routes to Resisting Attitude Change……Page 27
3 – The Intensity of Affect and Resistance to Social Influence……Page 53
4 – Resisting Persuasion and Attitude Certainty: A Meta-Cognitive Analysis……Page 79
5 – Individual Differences in Resistance to Persuasion: The Role of Beliefs and Meta-Beliefs……Page 97
6 – Differentiating Individual Differences in Resistance to Persuasion……Page 119
Strategies for Overcoming Resistance……Page 129
7 – Approach-Avoidance Model of Persuasion: Alpha and Omega Strategies for Change……Page 131
8 – Looking Ahead as a Technique to Reduce Resistance to Persuasive Attempts……Page 163
9 – Narrative Persuasion and Overcoming Resistance……Page 189
10 – Forewarnings of Influence Appeals: Inducing Resistance and Acceptance……Page 207
11 – Truth or Consequences: Overcoming Resistance to Persuasion with Positive Thinking……Page 229
12 – Decreasing Resistance by Affirming the Self……Page 249
13 – Creating Critical Consumers: Motivating Receptivity by Teaching Resistance……Page 273
14 – Consumer Psychology and Attitude Change……Page 297
Conclusion……Page 313
15 – The Promise and Future of Resistance and Persuasion……Page 315
About the Contributors……Page 325
Author Index……Page 331
Subject Index……Page 345