Casing Persuasive Communication
Edition: 1
Copyright: 2013
Pages: 450
Edition: 1
Copyright: 2013
Pages: 450
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Human beings are both agents and targets of persuasion. They both employ, and are inundated with, verbal, visual, and auditory persuasion attempts all of the time.
Corey J. Liberman’s comprehensive collection Casing Persuasive Communication exposes the reader to persuasive communication through different lenses and highlights the link between theory and practice. By immersing the reader into this collection of case studies applicable to everyday life, he/she will better understand the role of dialogic exchanges in the process of persuasion and will be able to differentiate effective from ineffective strategies.
Featuring case studies from notable scholars in their respective fields and disciplines, Casing Persuasive Communication illustrates the five major claims of persuasion: persuasion is strategic, effects-driven, evidence based, both attitudinally framed and behaviorally-framed, and social.
Casing Persuasive Communication demonstrates how important and powerful a tool persuasion becomes in the interpersonal, small group, organizational, health, nonverbal, mediated, and political communication arenas.
PART 1 PERSUASION & INTERPERSONAL COMMUNICATION
1 Subtle Patterns of Social Influence in Interpersonal Relationships Tamara D. Afifi and Anne Merrill
2 Advice Response Theory: Understanding Responses to Relationship Advice Erina MacGeorge
3 Seeking a Last First Date: Strategic Self-Disclosure and Self-Presentation as Persuasion in Initial Online Dating Interactions Kathryn Greene and Danielle Catona
4 Make Me Laugh, Make Me Listen: Using Humor to Accomplish Interpersonal Influence Rachel L. DiCioccio
PART 2 PERSUASION & SMALL GROUPS
5 Demanding Leadership of a Collegiate Basketball Team: Courting Goals-Plans-Action (GPA) Theory Paul Kang and David R. Seibold
6 The Opinion of One Can Persuade a Group: A Case of Minority Influence Gwen M. Wittenbaum
7 Social Influence in Decision-Making Groups Charles Pavitt
8 Footing as Influence Strategies During Small Group Discussion Joseph Bonito
PART 3 PERSUASION & ORGANIZATIONS
9 Using Inoculation Theory in Public Relations Messages: Preparing the Audience for Arguments to be Made Later Maureen Taylor, Michael L. Kent, and Adam J. Saffer
10 Self-Perception Theory: The Case of the Surgeon that Could Theodore A. Avtgis, E. Phillips Polack, and Megan Wise
11 The Effectiveness of Upward Dissent: Protection Motivation Theory as an Explanation of One’s Persuasive Strategies During Superior-Subordinate Communication Corey Jay Liberman
12 Board Troubles: When a New CEO and Board Clash Jason S. Wrench and Janice W. Anderson
PART 4 PERSUASION & HEALTH COMMUNICATION
13 Talking Themselves Into Sobriety: The Persuasive Power of Self-Narratives Linda C. Lederman
14 Religion, Fatalism, and Attribution Theory: Persuading African American Women to Obtain Mammograms Nichole Egbert
15 Judicious Use of Persuasive Threat Messages Related to Personal Health: Application of the Extended Parallel Process Model to Contrasting Cases Timothy Edgar and Anna Marie Finley
16 Helping Patients Get What They Need: Persuading Health Care Providers of Perceived Threat and Positive Outcome Expectations Maria Brann
17 Psychological Reactance Theory and College Student Binge Drinking Prevention: A Case Study of The Other Hangover Campaign Kevin B. Wright
PART 5 PERSUASION & NONVERBAL COMMUNICATION
18 Beyond Expectations: The Influence of Food Servers’ Nonverbal Behavior in Service Interactions John S. Seiter
19 Verbal and Nonverbal Aggression: It’s Your Words and More that Might Hurt You Andrew S. Rancer and Elizabeth E. Grahame
20 Casing Distractions: Erving Goffman’s Dramaturgical Analysis Mark Hickson, III and Don W. Stacks
21 Nonverbal Strategies for Acing the Job Interview Heidi Kevoe-Feldman
PART 6 PERSUASION & MEDIATED COMMUNICATION
22 Social Influence Online: The Six Principles in Action Rosanna Guadagno
23 Risk Assessment and Negative Affect: Examining Compliance Gaining in the Context of Major Crises and Disasters Kenneth A. Lachlan
24 Interpersonal Adaptation Theory: Deceptive Communication in Text Messages Dariela Rodriguez, Norah E. Dunbar, and Nell Ann Cronin
PART 7 PERSUASION & POLITICAL COMMUNICATION
25 Persuasion and Unpopular Brands: Advocating for a Polarizing Group Sharon Jarvis and Maegan Stephens
26 The Long Reach of Electoral Outcomes: How the 2010 Mid-Term Elections Affected Contract Negotiations on a Midwestern College Campus J. Cherie Strachan and Shelly Schaefer Hinck
27 Framing and Priming in Presidential Campaign Ads John H. Parmelee
Corey Jay Liberman (PhD, Rutgers University, 2008) is an associate professor of public relations and strategic communication in the Department of Communication and Media Arts at Marymount Manhattan College. His research spans the interpersonal communication, group communication, and organizational communication worlds, and he is currently interested in studying the social practices of dissent within organizations, specifically the antecedents, processes, and effects associated with effective employee dissent communication, as well as risk and crisis communication. He is currently working on a coauthored book entitled Risk and Crisis Communication: Communicating in a Disruptive World (in press) and is coauthor of Organizational Communication: Strategies for Success (2nd Edition), editor of Casing Persuasive Communication, and coeditor of Casing Crisis and Risk Communication, Casing Mediated Communication, and Casing Communication Theory, all published by Kendall Hunt.
Human beings are both agents and targets of persuasion. They both employ, and are inundated with, verbal, visual, and auditory persuasion attempts all of the time.
Corey J. Liberman’s comprehensive collection Casing Persuasive Communication exposes the reader to persuasive communication through different lenses and highlights the link between theory and practice. By immersing the reader into this collection of case studies applicable to everyday life, he/she will better understand the role of dialogic exchanges in the process of persuasion and will be able to differentiate effective from ineffective strategies.
Featuring case studies from notable scholars in their respective fields and disciplines, Casing Persuasive Communication illustrates the five major claims of persuasion: persuasion is strategic, effects-driven, evidence based, both attitudinally framed and behaviorally-framed, and social.
Casing Persuasive Communication demonstrates how important and powerful a tool persuasion becomes in the interpersonal, small group, organizational, health, nonverbal, mediated, and political communication arenas.
PART 1 PERSUASION & INTERPERSONAL COMMUNICATION
1 Subtle Patterns of Social Influence in Interpersonal Relationships Tamara D. Afifi and Anne Merrill
2 Advice Response Theory: Understanding Responses to Relationship Advice Erina MacGeorge
3 Seeking a Last First Date: Strategic Self-Disclosure and Self-Presentation as Persuasion in Initial Online Dating Interactions Kathryn Greene and Danielle Catona
4 Make Me Laugh, Make Me Listen: Using Humor to Accomplish Interpersonal Influence Rachel L. DiCioccio
PART 2 PERSUASION & SMALL GROUPS
5 Demanding Leadership of a Collegiate Basketball Team: Courting Goals-Plans-Action (GPA) Theory Paul Kang and David R. Seibold
6 The Opinion of One Can Persuade a Group: A Case of Minority Influence Gwen M. Wittenbaum
7 Social Influence in Decision-Making Groups Charles Pavitt
8 Footing as Influence Strategies During Small Group Discussion Joseph Bonito
PART 3 PERSUASION & ORGANIZATIONS
9 Using Inoculation Theory in Public Relations Messages: Preparing the Audience for Arguments to be Made Later Maureen Taylor, Michael L. Kent, and Adam J. Saffer
10 Self-Perception Theory: The Case of the Surgeon that Could Theodore A. Avtgis, E. Phillips Polack, and Megan Wise
11 The Effectiveness of Upward Dissent: Protection Motivation Theory as an Explanation of One’s Persuasive Strategies During Superior-Subordinate Communication Corey Jay Liberman
12 Board Troubles: When a New CEO and Board Clash Jason S. Wrench and Janice W. Anderson
PART 4 PERSUASION & HEALTH COMMUNICATION
13 Talking Themselves Into Sobriety: The Persuasive Power of Self-Narratives Linda C. Lederman
14 Religion, Fatalism, and Attribution Theory: Persuading African American Women to Obtain Mammograms Nichole Egbert
15 Judicious Use of Persuasive Threat Messages Related to Personal Health: Application of the Extended Parallel Process Model to Contrasting Cases Timothy Edgar and Anna Marie Finley
16 Helping Patients Get What They Need: Persuading Health Care Providers of Perceived Threat and Positive Outcome Expectations Maria Brann
17 Psychological Reactance Theory and College Student Binge Drinking Prevention: A Case Study of The Other Hangover Campaign Kevin B. Wright
PART 5 PERSUASION & NONVERBAL COMMUNICATION
18 Beyond Expectations: The Influence of Food Servers’ Nonverbal Behavior in Service Interactions John S. Seiter
19 Verbal and Nonverbal Aggression: It’s Your Words and More that Might Hurt You Andrew S. Rancer and Elizabeth E. Grahame
20 Casing Distractions: Erving Goffman’s Dramaturgical Analysis Mark Hickson, III and Don W. Stacks
21 Nonverbal Strategies for Acing the Job Interview Heidi Kevoe-Feldman
PART 6 PERSUASION & MEDIATED COMMUNICATION
22 Social Influence Online: The Six Principles in Action Rosanna Guadagno
23 Risk Assessment and Negative Affect: Examining Compliance Gaining in the Context of Major Crises and Disasters Kenneth A. Lachlan
24 Interpersonal Adaptation Theory: Deceptive Communication in Text Messages Dariela Rodriguez, Norah E. Dunbar, and Nell Ann Cronin
PART 7 PERSUASION & POLITICAL COMMUNICATION
25 Persuasion and Unpopular Brands: Advocating for a Polarizing Group Sharon Jarvis and Maegan Stephens
26 The Long Reach of Electoral Outcomes: How the 2010 Mid-Term Elections Affected Contract Negotiations on a Midwestern College Campus J. Cherie Strachan and Shelly Schaefer Hinck
27 Framing and Priming in Presidential Campaign Ads John H. Parmelee
Corey Jay Liberman (PhD, Rutgers University, 2008) is an associate professor of public relations and strategic communication in the Department of Communication and Media Arts at Marymount Manhattan College. His research spans the interpersonal communication, group communication, and organizational communication worlds, and he is currently interested in studying the social practices of dissent within organizations, specifically the antecedents, processes, and effects associated with effective employee dissent communication, as well as risk and crisis communication. He is currently working on a coauthored book entitled Risk and Crisis Communication: Communicating in a Disruptive World (in press) and is coauthor of Organizational Communication: Strategies for Success (2nd Edition), editor of Casing Persuasive Communication, and coeditor of Casing Crisis and Risk Communication, Casing Mediated Communication, and Casing Communication Theory, all published by Kendall Hunt.