Franklin J. Boster

The Science of Gaining Compliance provides readers with an examination of key compliance-gaining techniques with the goal of making sense of their form, effects, mediators, and moderators. Readers learn how compliance-gaining differs from other forms of social influence, such as persuasion, because it takes place in the active communication context of interpersonal encounters. The text emphasizes how compliance-gaining techniques don't rely on applying pressure and also focus on changing behavior, rendering them a unique form of interpersonal communication. Opening chapters introduce the concept of compliance-gaining and investigate multimessage techniques, including foot-in-the-door, door-in-the-face, and temptation techniques such as lowballing, bait-and-switch, and the lure. Later chapters present a set of single-message techniques, including pregiving, instilling guilt, direct requests, and confusion strategies. The final chapter summarizes each of the techniques as well as their similarities and differences. The Science of Gaining Compliance is an exceptional text for courses and programs in communication and social influence.

Critical Questions in Persuasion Research presents students with a refreshing way to study persuasion, communication theory, and human behavior. Rather than examining different types of persuasion research and reviewing each one at a time, communication scholars Franklin J. Boster and Christopher J. Carpenter explore eight key controversies, as well as research and theory related to each topic:What constitutes a strong persuasive message, and does it matter? How do we adapt persuasive messages to diverse audiences? Do persuasive messages have side effects? How can we manage the buzz? How can we maintain attitude change? Can a persuasive message be counterproductive? How can we encourage resistance to persuasion? To what extent does action follow from attitudes? By focusing on how various disciplines deal with the big controversies in the persuasion process, students gain an understanding not only of key ideas and theories, but how the ideas and theories fit together in a meaningful whole. By framing persuasion as a series of critical questions, students learn that social science is a dynamic and exciting way in which to study persuasion. Critical Questions in Persuasion Research is an ideal textbook for courses with focus on persuasion, communication, and human behavior.

Critical Questions in Persuasion Research presents students with a refreshing way to study persuasion, communication theory, and human behavior. Rather than examining different types of persuasion research and reviewing each one at a time, communication scholars Franklin J. Boster and Christopher J. Carpenter explore eight key controversies, as well as research and theory related to each topic: - What constitutes a strong persuasive message, and does it matter?- How do we adapt persuasive messages to diverse audiences?- Do persuasive messages have side effects?- How can we manage the buzz?- How can we maintain attitude change?- Can a persuasive message be counterproductive?- How can we encourage resistance to persuasion?- To what extent does action follow from attitudes? By focusing on how various disciplines deal with the big controversies in the persuasion process, students gain an understanding not only of key ideas and theories, but how the ideas and theories fit together in a meaningful whole. By framing persuasion as a series of critical questions, students learn that social science is a dynamic and exciting way in which to study persuasion. Critical Questions in Persuasion Research is an ideal textbook for courses with focus on persuasion, communication, and human behavior.

This volume focuses on persuasion and the structure and analysis of persuasive communication. It brings together contributions from scholars from a variety of backgrounds in communication sciences and psychology, with insights into the processing of persuasive messages, attitude theory as viewed from a neural network model, and models of resistance to influence. This series compiles research from a range of disciplines such as information science, library science, and international relations, that share the unifying purpose of understanding communication and information processing. It offers reviews of those diverse areas that fall within the broad rubrics of information and communication science, as well as an overview of how people use information. The volumes report on research in three important areas: information transfer and information systems; the uses and effects of communications; and the control of communications and information.

This volume focuses on persuasion and the structure and analysis of persuasive communication. It brings together contributions from scholars from a variety of backgrounds in communication sciences and psychology, with insights into the processing of persuasive messages, attitude theory as viewed from a neural network model, and models of resistance to influence. This series compiles research from a range of disciplines such as information science, library science, and international relations, that share the unifying purpose of understanding communication and information processing. It offers reviews of those diverse areas that fall within the broad rubrics of information and communication science, as well as an overview of how people use information. The volumes report on research in three important areas: information transfer and information systems; the uses and effects of communications; and the control of communications and information.