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Seeking and Resisting Compliance
Why People Say What They Do When Trying to Influence Others
- Steven R Wilson - University of South Florida, USA, University of South Florida, Tampa, USA, Purdue University, USA
August 2002 | 408 pages | SAGE Publications, Inc
Seeking and Resisting Compliance explores how people `produce' influence messages; that is, how they decide what to say during everyday influence interactions. Wilson does not present a single theory of persuasive message production; rather, he reviews theory and research from communication, psychology, linguistics, and other fields that shed light on questions of interest.
Seeking and Resisting Compliance:
- is the first text to focus solely on how people produce, rather than respond to, persuasive messages
- includes student-friendly pedagogy, such as definitions, examples, and sections describing "common assumptions" about various theories
- provides a solid foundation for the theory and research surveys
Introduction
Describing Influence Interactions
Metaphors for Studying Persuasive Message Production
Theories of Goal Pursuit
Studying Persuasive Message Production in Context
Conclusion
