ERIC Number: ED061210
Record Type: RIE
Publication Date: 1972
Reference Count: N/A
The Process of Social Influence: Readings in Persuasion.
Beisecker, Thomas D., Ed.; Parson, Donn W., Ed.
An attempt to synthesize primarily experimental studies of the process of social influence is presented. The point is made that each of us is involved in the process of social influence, both because we often attempt to influence someone else, and because we are constantly targets for attempts at social influence. This book is divided into four sections, each containing several essays. Section I, The Psychological Context, discusses how this context is crucial to the process of persuasion, since any persuasive effect is inevitably linked to the psychological make-up of the receiver. Section II, The Source: Properties of Speaker Credibility, lists the three factors contributing to the amount of credibility of a speaker: the intelligence of the speaker, his character, and his good will toward the audience. Section III: Characteristics of the Message, surveys materials related to two major dimensions of message variation. The first dimension involves variations in message content characteristics. The second dimension concerns variations in the organization of the single message and the sequence effects produced by two or more messages. Section IV, The Effects of Persuasion, describes the process of attitude change. (CK)
Descriptors: Attitude Change, Audiences, Beliefs, Change Agents, Communication (Thought Transfer), Essays, Individual Characteristics, Intelligence, Interaction Process Analysis, Interpersonal Relationship, Organization, Persuasive Discourse, Psychology, Research, Social Influences, Surveys, Verbal Communication
Prentice-Hall, Inc., Englewood Cliffs, New Jersey 07632 ($10.95 clothbound, $6.50 paperbound)
Publication Type: N/A
Education Level: N/A
Authoring Institution: N/A