The Persuasion Handbook: Developments in Theory and Practice

By James Price Dillard, Michael Pfau. 2002

879 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/300c55f11825f07c0868a937ef688f5268c7667d

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In Social Psychology

Citations in the corpus

Social norms and expectancy violation theories: assessing the effectiveness of health communication campaigns (2004, background): “Burgoon, Dunbar, and Segrin (2002) noted that marketing and sales research and practice has consistently urged the practice of setting expectations low so that goods and services would result in positive expectancy violations and therefore lead to more positive evaluations of the products and…”
This Just In: Fake News Packs a Lot in Title, Uses Simpler, Repetitive Content in Text Body, More Similar to Satire than Real News (2017, background): “A low TTR means a document has more word redundancy and a high TTR means a document has more word diversity (Dillard and Pfau 2002).”
Further Evidence That Psychological Reactance Can Be Modeled as a Combination of Anger and Negative Cognitions (2007, background): “More recently, persuasion scholars began speculating an association between reactance and anger (Dillard & Meijnders, 2002; Nabi, 2002; Rhoads & Cialdini, 2002).”
The Effects of Message Framing and Visual Image on Persuasion (2013, background): “As it has in many previous studies, fear showed a robust effect on persuasion (Mongeau, 2013).”
Nudging and Boosting: Steering or Empowering Good Decisions (2017, background): “…(Tang & Posner, 2009), the strategic use of automatic processes (Gollwitzer, 1999), and knowledge of how people process arguments (in particular, factors that prompt them to invest cognitive effort in evaluating arguments; for reviews, see Booth-Butterfield & Welbourne, 2002; Todorov et al., 2002).”
Adapting Consumer Advertising Appeals to Cultural Values A Meta-Analytic Review of Effects on Persuasiveness and Ad Liking (2009, background): “Indeed, this belief seems very nearly to be taken for granted, to the point that standard treatments of persuasion research do not give the matter much elaboration (e.g., Dillard & Pfau, 2002; O’Keefe, 2002; Perloff, 2003; Stiff & Mongeau, 2003).”
The interpersonal effects of emotion intensity in customer service: Perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfaction (2018, neutral): “For instance, displaying happiness has been found to lead to greater likability and perceived trustworthiness (Clark et al., 1996), because happiness signals a favorable and benign environment and promotes sharing behavior (Dillard & Pfau, 2002).”
Winning Arguments: Interaction Dynamics and Persuasion Strategies in Good-faith Online Discussions (2016, background): “The importance of this topic has long been acknowledged, leading to a tremendous amount of research effort [9, 15, 17, 42, 46, 47].”
Identifying Opinion Leaders to Promote Behavior Change (2007, background): “The persuasiveness of opinion leaders and the susceptibility of opinion followers are dependent on many characteristics (Dillard & Pfau, 2002).”