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" Persuasion, social influence, and compliance gaining / "
Robert H. Gass, California State University, Fullerton, John S. Seiter, Utah State University.
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BL
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| Record Number
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876006
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| Main Entry
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Gass, Robert H.
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| Title & Author
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Persuasion, social influence, and compliance gaining /\ Robert H. Gass, California State University, Fullerton, John S. Seiter, Utah State University.
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| Edition Statement
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Fifth edition.
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| Publication Statement
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Boston :: Pearson,, [2014]
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| Page. NO
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x, 390 pages ;; 24 cm
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| ISBN
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0205912966
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: 0205956254
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: 9780205912964
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: 9780205956258
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| Notes
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Includes index.
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| Bibliographies/Indexes
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Includes bibliographical references and indexes.
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| Contents
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Why study persuasion? -- What constitutes persuasion? -- Attitudes and consistency -- Credibility -- Communicator characteristics and persuadability -- Conformity and influence in groups -- Language and persuasion -- Nonverbal influence -- Structuring and ordering persuasive messages -- Sequential persuasion -- Compliance gaining -- Deception -- Motivational appeals -- Visual persuasion -- Esoteric forms of persuasion -- The ethics of persuasion.
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Influence (Psychology)
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Manipulative behavior.
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Persuasion (Psychology)
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Beeinflussung.
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Compliance.
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Influence (Psychology)
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Manipulative behavior.
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Persuasion (Psychology)
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Überzeugung.
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| Dewey Classification
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303.3/42
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| LC Classification
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BF637.P4G34 2013
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| Added Entry
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Seiter, John S.
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