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Seeking and Resisting Compliance
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Seeking and Resisting Compliance
Why People Say What They Do When Trying to Influence Others



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
What Is Persuasive Message Production  
 
Describing Influence Interactions
The Traditional Approach to Message Analysis  
Alternative Approaches to Message Analysis  
 
Metaphors for Studying Persuasive Message Production
The Second Generation: Persuasive Message  
 
Theories of Goal Pursuit
Discourse Perspectives on Persuasive Message Production  
Cognitive Perspectives on Persuasive Message Production  
 
Studying Persuasive Message Production in Context
Producing Persuasive Messages in Context: Two Case Studies  
 
Conclusion
The Future of Theory and Research on Persuasive Message Production  

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