The Dynamics of Persuasion

By R. Perloff. 2020

281 citations recorded by the source corpus.

Part 1 Foundations of Persuasion: Introduction - a Case Study in Persuasion Defining and Measuring Attitudes Attitude Formation - Myths, Theories and Evidence Attitudes and Behaviour. Part 2 Changing Attitudes and Behaviours: Cognitive Processing Models of Persuasion "Who Says It" - Source Factors in Persuasion Message Effects Channel and Receiver Factors Social Judgement Theory Cognitive Dissonance Theory. Part 3 Communication Approaches: Interpersonal Persuasion Information Campaigns.

Subfields: Communication, Literature and Literary Theory, Social Psychology

View Paper: https://www.semanticscholar.org/paper/97e2b0e232f9813fc0ee14bc8ce5941369daa2a7

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Citations in the corpus

The Process of Knowledge Transfer: A Diachronic Analysis of Stickiness (2000, background): “A capable and trustworthy source is more likely to influence the behavior of the recipient (e.g. see Perloff 1993, ch. 6, for a review, Zander & Kogut 1995). i.e., refer upwards, more complex ones.”
Trust and tacit knowledge sharing and use (2010, background): “Studies of persuasion and influence suggest that an expert and trustworthy source is more likely to influence a recipient (Perloff, 1993; Szulanski, 1995).”
Competing for Attention in Knowledge Markets: Electronic Document Dissemination in a Management Consulting Company (2001, background): “The consequence of this sequential search behavior is that individuals searching on a particular topic will not necessarily consult all the suppliers that offer documents on that topic but are likely to consult a subset of credible suppliers (O'Reilly, Chatman, and Andersen, 1987; Perloff, 1993).”
New ideas and fertility limitation: The role of mass media (2004, background): “Because balance theory and other cognitive dissonance theories predict that attitude change is most likely when the source of new information is considered expert or trustworthy, or is admired, respected, or liked (Heider, 1958; Perloff, 1993), mass media personalities may have profound effects on c”
A process model of brand cocreation: brand management and research implications (2007, background): “The potential success of the peripheral route of persuasion is enhanced by the credibility of both the message and its source, and the perceived similarity of experience, attitude and morality between the message sender and receiver ( Perloff, 1993”
PRISM framework: a paradigm shift for designing, strengthening and evaluating routine health information systems (2009, background): “It is possible to use this gap for learning to change and meet expected behaviours (Perloff 1993).”