Persuasion and Social Influence
Bibliographic Data
| ID | 23746302 |
|---|---|
| Authors | Daniel J O’keefe (0000-0003-1594-8892, Northwestern University, corresponding author), Daniel J O'Keefe |
| Year | 2016 |
| Pages | 1-19 |
| Publication date | 2016-10-23 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | CHAPTER |
| Venue | The International Encyclopedia of Communication Theory and Philosophy (SOURCE_BOOK) |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1002/9781118766804.wbiect067 |
| OpenAlex | W2781210071 |
| ISBN | 9781118766804 |
| Language | EN |
| Citations received | 8 |
| References cited | 16 |
Because persuasion is a common function of communication, it has been a subject of longstanding research attention. A number of different theoretical approaches have helped illuminate persuasion, including social judgment theory, the elaboration likelihood model, reasoned action theory, and cognitive dissonance theory. And research has yielded insights about how various factors influence persuasive outcomes, including communicator characteristics (such as credibility, liking, and similarity), message properties (e.g., different kinds of arguments, narratives, fear appeals, and so on), and recipient characteristics (such as moods, defensive reactions, and personality traits). One recurring theme is the importance of adapting (tailoring) persuasive messages to their recipients.
Action (physics) · Cognitive dissonance · Credibility · Epistemology · Function (biology) · Narrative · Personality · Persuasion · Persuasive communication · Similarity (geometry) · Source credibility · Behavioral Health and Interventions · Computer Science · Media Influence and Health · Psychology · Social and Intergroup Psychology · Social Psychology
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| Unique citing works | 8 |
|---|---|
| Citations per year | 0,89 |
| Citation span | 2017 - 2026 (10) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 6 |