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Index
AARP, American Association of Retired People, 283-285, 294n15
Abbot, Bernice, 185
abductive reasoning. See
visual
rhetoric
Abelson, Donald, 359, 368n13
accept or reject persuasive message, 12
accomplishment. See
behavior: drivers
and persuasion
achievers, consumer category. See
Stanford Research Institute, consumer categories
act. See Burke’s dramaturgic
theory
activity. See models for:
advertising
Acton, Lord, 163, 294n18
actualizers, consumer category. See
Stanford Research Institute consumer categories
Aday, Sean, 336, 344n21
Adbusters, 334
ad hominem. See fallacies
of: faulty
reasoning, grounding, misdirection, language
ad populum. See fallacies
of: faulty
reasoning, grounding, misdirection, language
Adler, Mortimer, 371-372, 385n1
Adler, Ronald, 149-150, 166n8
advertisements:
Bose campaign for noise reduction headphones, 306;
ethics of, 127,128-129;
features of, 327;
and influence, 325-334;
political, 326;
responding to, 374-376;
study of one-sidedness versus two-sidedness of,
234;
utilitarian versus symbolic values of, 374.
as visual rhetoric, 262;
See also
public-service print ads: creating your own; subliminal persuasion;
vices,
appeals to for persuasion; pathos in: advertising
adaptors. See deception (and
ethics):
cues to
advocacy ad. See
advertisements,
political
Advocacy Institute Training, 284
affection need. See human
needs: Schutz
Agence France-Presse, 117n21
agency. See Burke’s
dramaturgic theory
agent. See Burke’s
dramaturgic theory
aggression (super-assertion). See
behavioral avoidance tactics for compliance resisting
aggressive gamesmanship. See
paths to
influence model
Agonism, 84
Ajzen, Icek, 20n12, 202, 220n11
Albarracin, Dolores, 239, 245n33
Albert, Ethel, 120, 140n2
Alberts, Jess, 65n15
Alexander the Great, 67, 159, 167n20
Algar, Selim, 270n30
aliteration. See figures of
speech
allegory. See visual rhetoric
Allen, Bem, 244n16
American Association of Advertising Agencies, 127-128, 140n10
American Association of Retired People. See AARP
American Revolution, propaganda used, 67
American Temperance Society, 313
amphibole. See fallacies of:
faulty
reasoning, grounding, misdirection, language
analytical studies, 226, 255
analogy warrant. See
argumentation:
Toulmin model of
Anatol, Karl, 244n4
anchor. See social judgment
theory
Anderson, Rolph, 362-363, 368n14
analytic studies, 225, 226-227
anecdotes or stories. See
openers for
speeches
anger. See Aristotle: paired
emotions;
behavioral avoidance tactics for compliance resisting
animated wall pictures, 188
anonymous feature of advertising. See
advertisements: features of
answers shortness. See
deception (and
ethics): cues to
anticipated audience effect. See
audience effects: anticipated, surprise, ideosyncratic
Anti-Saloon League, 312-313
antithesis. See visual
rhetoric. See also figures
of speech
AP (Associated Press), 336
aphorism, succinct statement. See
openers for speeches
appeal to authority. See
tactics of
propaganda
appearance, 259. See also
Goffman’s
dramaturgic theory
Applebaum, Ronald, 244n4
architecture and pathos. See
pathos in:
architecture
architectural declaration of independence, 186
argument, compliance-gaining tactic, 55
argumentation:
argument applied to works of art, 126;
defined, 94;
general model of, 102-103;
logical versus dialectical vsersus rhetorical, 95;
Toulmin model of, 103-107.
See also
paths to
influence model
Aristotle and:
artistic versus inartistic proofs, 255-256;
causes and effects categories, xvii;
enthymeme, 44, 109-110, 173, 255;
logos, pathos, ethos, 44-48, 94, 119, 169. (See also paths to influnce model);
making cases, 4;
metaphor, 258. (See
also figures of speech);
paired emotions, 174;
rhetorical criticism,17;
theory of, 254-258;
topoi, 255-256
Armitage, Christopher, 209, 221n19
Aronson, Elliot, 92n22, 281, 293n9, 320n28, 385n7
Arsel, Zeynep, 167n21
art and ethics. See ethics:
codes for
artifactics. See nonverbal
communication
artistic enthymeme, 125. See
also
Aristotle: enthymeme
artistic proofs. See
Aristotle: theory
of
ascendancy need. See human
needs:
Rogers
Asen, Robert, 308
asking someone out, tactics for. See
interpersonal persuasion
assertive no. See discursive
tactics
for compliance resisting
assimilation. See social
judgment
theory
Associated Press. See AP
association and learning theory, 194
association tactic, and See
Rank model
asyndeton, figure of speech. See visual
rhetoric
attack ad. See
advertisements,
political
attitudes:
and nihilism, 124-126, 133, 178-179;
as foundations for beliefs, 9-10;
as objects of persuasion, 8-9;
functions of, 8-9;
place in persuasion process, 4;
preexisting to persuasive occasion, 148;
role in behavioral intention theories, 202-209;
role in model of persuasion, 11-15;
role in social judgment theory, 149-152.
See also
persuasion
theories
attrocity stories. See
tactics of
propaganda
audience:
analysis, 147-156, 347-348;
researching, 13;
bonding, 146;
credibility assigned to sender assessed by receivers
in, 17
audience effects: anticipated, surprise, ideosyncratic, 147-148
audience impressions, 259. See
also
Goffman’s dramaturgic theory
audience management, 158-163
auditor, defined, 146
authoritarian leadership. See
leadership styles and persuasion
authority compliance-gaining tactic, 53-54. See also. behavioral avoidance tactics for
compliance
resisting
authority figures and persuasion, 176
authority warrant. See
argumentation:
Toulmin model of
averted gaze. See deception
(and
ethics): cues to
avoidance. See behavioral
avoidance
tactics for compliance resisting
backing. See argumentation:
Toulmin
model of
backstage, 259. See also
Goffman’s
dramaturgic theory
Baesler, James, 235, 244n23
Bagozzi, Richard, 220n11
Bahlmann, Bruce, 188, 192n26
Bamiyan Buddha statues. See
Statue of
Liberty as nonverbal communication
bait and switch tactic in ads, 232, 237
Baker, Frederick, 141n13
balance theory of persuasion, 196-197, 215-217
Ball-Rokeach, Sandra, 20n13, 152, 166n10
Bandura, Albert, 194-196, 220n3
bandwagon tactic of persuasion or propaganda, 73, 77-82, 210, 377
banner headline. See
public-service
print ads: creating your own
barker or salespitch. See
common formats
used for television ads
Barney Beaver. See
public-service print
ads: creating your own
Barraclough, Robert, 64n12
Barrel People, the, idea for children’s cartoon show, 340-341
Barriers to persuasive listening. See
reciever skills: rational
Barthes, Roland, 33-34, 41n15, 263, 270n22
Bator, Renee, 245n28
BBC, 336, 387
beauty. See models for
advertising
begging for a pass. See
discursive
tactics for compliance resisting
begging the question. See
fallacies of:
faulty reasoning, grounding, misdirection, language
behavior:
actual versus intended 11;
drivers and persuasion, 180
belief:
as object of persuasion, 7-8;
behavioral. See
behavioral-intention theories;
“in” versus “about,” 7;
direction, strength, importance, 8
believers, consumer category. See
Stanford Research Institute consumer categories
behavioral avoidance tactics for compliance resisting, 59-60.
behavioral intention theories, 202-209, 239. See also composite theory of persuasion
behaviorism, 194-196
being tired as a barrier to persuasive listening. See reciever skills: rational
Bennet, W. Lance, 337, 344n22
Berger, Charles, 20n8, 235, 244n21
Bergman, Teresa, 129-130, 141n12
Berlo, David, 244n4
Better Buisness Bureau code of ethics for advertising, 128-129
bias factors in receivers. See
paths to
influence model
bias versus objectivity, 301. See also
public relations campaign model
Bible, the, citations used for persuasion, 33, 79, 92n20, 163, 216-217,
260,
322, 381
Bidwell, John, Temperence movement figure, 313
big lie, 78. See also
tactics of
propaganda
Billboard Liberation Front, 334
Binder, Leonard, 296, 303, 319n2
Birdwhistell, Ray, 42n16
Black, Edwin, 281, 293n8
Blair, Tony, 350-351
black propaganda, 69, 74, 77-83, 311
blame. See discursive
tactics for
compliance resisting
Blankenship, Jane, 254, 257, 269n6, 270n13
blood-lust. See vices,
appeals to for
persuasion
Blum, Jack. See case studies
of
campaign communication: Brooklyn Heights
Boklund-Lagapoulou, Karin, 41n14
bold, sweeping assertions, 311. See
also tactics of propaganda,
Bond, L.E., 41n22
boomerang effect. See social
judgment
theory
Borchers, Timothy, 23, 41n4, 237, 245n29
boredom, 371. See also
behavior:
drivers and persuasion.
Bose headphones, campaign for, 306-307, 319n12
Bowers, John, 308, 319n15
brainwashing. See coercive
mind
changing
Branch Davidian cult. See
cults,
influence on members
Brayley, Russell, 385n5
breathiness. See deception
(and
ethics): cues to
Brooklyn Bridge, the. See
public-service print ads: creating your own
Brooklyn Heights Press. See
case
studies of campaign communication: Brooklyn Heights
Brooklyn Heights restoration campaign. See case studies of campaign communication:
Brooklyn Heights
Brouwer, Daniel, 309, 319n16
Brown, J.A.C. 68, 82-84, 91n3, 92n19, 92n21, 92n25, 320n27
Buber, Martin, 140n3
Buller, David, 42n19, 137, 141n17, 141n18
Burch, Elizabeth, 323, 343n3
Burgoon, Judee 137, 141n17, 235, 244n23
Burgoon, Michael, 232, 244n13
Burke’s dramaturgic theory, xvii, 47-48, 250-254, 266, 269n2, 335,
343n11, 362,
374
Burroughs, Nancy, 56, 65n16
Bush, George, W., 64n10, 232, 294
buyer’s remorse, 201
Cacioppo, John, 209, 212, 221n20, 221n21
Cairns, Charles, 40n2
Cairns, Helen, 40n2
calling up attitudes in response to persuasion, 12
Cambra, Ronald, 65n18
Campbell, Margaret, 56, 65n17
campaigns, 296-307;
five-step model, 296-297, 303, 306;
Rogers model, 297-300;
seven-step model, 297, 303, 306;
uses for Rogers model, 299
campaign cases. See case
studies of
campaign communication
canons of rhetoric. See
Cicero
cardstacking. See tactics of
propaganda
Carson, Rachel, 319n4
case studies of campaign communication, 301-307;
Bose noise-cancelation product campaign, 306-307;
Brooklyn Heights restoration project, 302-304;
Clinton, Hillary, for senator of New York, 307;
controversey in court, 304-306;
Swartzenegger, Arnold, for governor of California,
307
Cash, William, 343n17
catachresis, figure of speech. See
visual rhetoric
cause and effect warrant. See
argumentation: Toulmin model of
censorship, 67-68
central processing of persuasive messages. See elaboration likelihood theory
challenge. See behavioral
avoidance
tactics for compliance resisting
Chandler, Daniel, 23, 41n6
changing the subject. See
deception
(and ethics): cues to
channels used and persuasive effects, 237-238
character assassination. See
tactics of
propaganda
character, 156. See also
sender
credibility
chic occultism, 317
child part of adult mind:
and gluttony, 179;
and indoctrination, 380-383
Chorianopoulos, Konstantinos, 343n4
Christian, Julie, 209, 221n19
chronemics. See nonverbal
communication
Churchill, Winston, 176
Cialdini, Robert, 53, 59, 64n13, 176, 192n13, 245n27
Cicero, 4;
canons of rhetoric, 45-46, 52, 62, 350
circumlocutions. See
deception (and
ethics): cues to
citizens’ campaign, 297-299;
application in community or on campus, 355-357.
See also
case
studies of campaign communication: Brooklyn Heights
claims, persuasive, 95-98;
giving support for, 99-102;
in Toulmin model, 103-107;
of fact, value, policy 96-98;
within syllogisms and ethymemes, 107-110
classical conditioning, 194
Clevenger, Theodore, 147-149, 166n3
climax. See figures of speech
climax versus anticlimax order used in persuasive messages, 233, 241
Clinton, Bill, 373
Clinton, Hillary. See case
studies of
campaign communication: Clinton
clothing, adornment and pathos. See
pathos in: clothing and adornment
clusters of coginitions. See
cognitive
dissonance theory
coercive mind changing, 85, 369-370, 378;
in cults, 379;
in prison camps, 380-383
codes of ethics. See ethics:
codes
Cody, Michael, 64n12, 65n18
cognition, 198. See
cognitive
dissonance theory
cognitive cluster. See
cognitive
dissonance theory
cognitive dissonance theory, 197-202;
dissonance reducing tactics, 201;
examples, 217, 231, 237, 241, 305, 315, 339;
research on, 202.
See also
selectivity
by receivers
Colossus of Rhodes. See
Statue of
Liberty as nonverbal communication
Cole, Tim, 54, 64n14
Coleman, James, 319n2
common formats used for television ads, 332-334
communication models. See
models for …
communication study, description of:
historical-critical approach, 16-17, 46, 194, 253. (See also Aristotle);
scientific approach, 17, 223-228
communication of innovations, 309-310
communicative leadership. See
persuasive leadership
communicative setting, topographic analysis of, 147, 151-152
compactLaw.co.uk, 353
comparison. See discursive
tactics for
compliance resisting
comparison warrant. See
argumentation:
Toulmin model of
competence, 156, See also
sender
credibility
competitive gamesmanship. See
paths to
influence model
compliance gaining, 53-56, 202, 233, 236-237, 369-370, 374
compliance resisting, 35, 56-60
composite model of needs. See
human
needs
composite theory of persuasion, 213, 214-216
composition tactic. See Rank
model
compromise. See discursive
tactics for
compliance resisting
computer graphics used for persuasion, 238
conditional yes. See
discursive tactics
for compliance resisting
confessions
in cults, 315;
in prison camps, 378-383
confidence. See Aristotle:
paired
emotions
conflict. See models for
advertising
confusion tactic. See Rank
model
connotative meaning, 25-26, 263
Conquest, Robert, 91n11, 385n15
consequentialism. See
ethics:
perspectives
consistency compliance-gaining tactic, 53-54. See also behavioral avoidance tactics for
compliance resisting
consistency theories, 196-202
consonance. See cognitive
dissonance
theory
Constitition Party, The, 287
contrast compliance-gaining tactic, 53-54. See also. behavioral avoidance tactics for
compliance
resisting
contrast effect. See social
judgment
theory
context variables and persuasive effects, 240-242
contrast ad. See
advertisements,
political
contrast effect. See social
judgment
theory
control beliefs. See
behavioral
intention theories
control groups for experimental studies, 227-228, 236-237
control need. See human
needs: Schutz
controversial or startling statement. See
openers for speeches
Cook, Thomas, 241, 246n38
Copeland, Gary, 343n8
copy, written text in an ad. See
public-service print ads: creating your own
Cornell Institute for Social and Economic Research, 155
Cosmopolitan, 182-183
counterpersuasion, 15, 239
counterpublics, 296, 307-310
courage. See virtues,
appeals to for
persuasion
court trials, persuasion in, 14, 50-51,73-76, 103, 124, 135, 146, 251,
256,
260, 304-306, 352-355
Crawford, Hugh, 220n1
creation. See behavior:
drivers and
persuasion
credibility of sender. See
sender
credibility
critical listening. See
reciever
skills: rational
critical mass in a citizens’ campaign, 297. See also citizens’ campaigns
Cronkhite, Gary, 137, 141n18, 269n1
Cuban Missile Crisis Speech, 273-277, 274-275
cues for persuasion. See
paths to
influence model
Culbert, David, 91n16
Cull, Nicholas, 91n16
cultivation theory, 336
cults, influence on members, 67, 85, 314-317, 379-380
cult awareness procedures for “deprogramming” ex-cult members, 379
cultural premises, 160-163
culture jamming, 334
Cupach, William, 65n15
current events. See openers
for
speeches
cynical attitude. See
skeptical versus
cynical attutides for receivers of persuasive message
data. See Argumentation:
Toulman model
dating of the nouns used in persuasive messages. See language traps
Davis, Leslie, 269n6
Davis, James, 220n11
daydreaming, as a barrier to persuasive listening. See reciever skills: rational
death diets, coercive mind-changing, 383
debating, 29, 49-50, 72-73, 94-99, 254, 308-309, 374
decay. See message: decay;
persistence
of persuasion
deception (and ethics):
cues to, as identified in research, 136-137;
defining, 134-135;
types, 135-136
defining terms for arugmentation, 98-99;
etymology, 98;
negation, 98;
operational terms, 89;
stipulation, 90;
synonyms, 90
de Guise, Jacques, 338
De Vreese, Claes, 300, 319n5
DeGeorge, Richard, 140n7
Delia, Jesse, 244n10
deliberative purpose of persuasive message. See Aristotle: theory of
DeLuca, Kevin, 47, 64n4, 270n23, 309, 320n17
Dembroski, Theodore, 244n16
democratic leadership. See
leadership
styles and persuasion
Democratic National Platform statement for 2004, 288-290, 294n20
demographic audience analysis. See
audience analysis
demographic categories (self chosen, born to), 151
demonizing, 78. See also
tactics of
propaganda
demonstration. See common
formats used
for television ads
denotative meaning, 25-26, 39, 263
Denton, Robert Jr., 310-311, 320n20
dependent variables, 226, 230
descriptive studies, 225, 226-227
determinants of:
attitude component, 204. (See also reasoned action theory);
subject norms component, 204. (See also reasoned action theory);
perceived behavioral control, 207. (See also planned behavior theory)
deterministic media-effects theory, 325
DeVito, Joseph, 166n5, 367n1
diagrams illustrating persuasion concepts. See models and diagrams
dialogical ethics perspective. See ethics:
perspectives
diary of Anne Frank. See
Frank, Anne
discursive tactics for compliance resisting, 57-59
disqualification. See
discursive
tactics for compliance resisting
Dillard, James, 221n23
Dionysus, cult of, 316
disconfirmation. See
behavioral avoidance
tactics for compliance resisting
disinformation, 67, 72. See
also
tactics of propaganda
dispensing of existence, cult feature, 315
dissonance, range of, 198. See
also
cognitive dissonance theory
diversion tactic. See Rank
model;
behavioral avoidance tactics for compliance resisting
DNC. See Democratic National
Platform
statement for 2004
doctoring of information as propaganda, 67-68
doctrine over person, cult feature, 315
documentaries, 14, 35, 46;
types of, 129-131;
and ethics. See
ethics: codes for
dodging. See behavioral
avoidance
tactics for compliance resisting
door-in-the-face approach to persuasion, 236. See also foot-in-the-door approach
Doob, Leonard, 68, 82, 91n4
downplaying. See Rank model
dramaturgic theories. See
Burke’s
dramaturgic theory. See also
Goffman’s
dramaturgic theory
dramaturgic discipline, 259. See also
Goffman’s dramaturgic theory
drugs, debate on legalization, 49
during-message credibilty. See
sender
credibility
dynamism, 156. See sender
credibility
early adopters. See
communication of
innovations
early majority. See
communication of
innovations
Edwards, Heidi Hatfield, 319n13
effects:
sleeper, 216, 241-242;
direction of as outcome of experimental study, 227
ego-involvement or defensiveness, 158. See also social judgment theory
Ehninger, Douglas, 64n3, 343n14, 367n1
Eisenberg, Nancy 245n28
Eighteenth Amendment to U.S. Constitution, Temperance, 312
elaboration likelihood theory, 210, 209-218;
elitism need. See human
needs: Packard
Elmhorst, Jeanne, 149-150, 166n8
Emancipation Proclamation, 281
embedded message. See
subliminal
persuasion
embedded propositions, 78. See
also
tactics of propaganda
emotional appeals and persuasion, 5-6, 13, 44, 52-53, 62, 122, 173-176,
223. See also Aristotle:
logos, pathos, ethos
emotional security need. See
human
needs: Packard
Encylopedia of Organizations, 156
entertainment and influence, 337-339
enthusiastic mobilization stage. See
movements, social/politcial
enthymeme. See Aristotle:
enthymeme
envy. See Aristotle: paired
emotions
environmentalics. See
nonverbal
communication
epanaphora, figure of speech. See
visual rhetoric
epideictic purpose of persuasive message. See Aristotle: theory of
equivocation. See tactics of
propaganda; See also
fallacies of:
faulty reasoning, grounding, misdirection, language
esteem need. See human
needs: Maslow
ethicizing power. See media
power,
sources of
ethics, 52, 70, 255, 352;
codes for, 123-134;
in a communication model, 12, 13;
perspectives, 119-122
ethos. See Aristotle: logos,
pathos,
ethos
etymology, definition by, 98
Evans, Richard, 233, 244n16
evidence used for persuasion and argumentation:
effectiveness, 232-233;
evaluating, 100-101;
types, 99-100
examples versus statistics used for persuasion, 235-236
excessive frowning. See
deception (and
ethics): cues to
excuse. See discursive
tactics for
compliance resisting
executive of campaign. See
citizens’
campaign
exhibiting new or changed behavior, 12
experiencers, consumer category. See
Stanford Research Institute consumer categories experimental study and
design,
simple example of, 223-226;
evaluating studies, 227-228;
in research steps model, 225
review of published studies, 228-242
expertise in evaluating source for evidence, 100
explained no. See discursive
tactics
for compliance resisting
exploiting common misconceptions. See
tactics for propaganda
expository type documentary. See
documentaries: types
extemporaneous speech, preparation, 347
extrinsic value added to advertisements, 326-327, 330, 375-376
eyeblink rate. See deception
(and
ethics): cues to
eyebrow flashes. See
deception (and
ethics): cues to
face-to-face selling. See
interpersonal
persuasion
facial expressions, fleeting. See
deception (and ethics): cues to
fact claim. See claims,
persuasive: of
fact, value, polity
fact-inference confusion. See
language
traps: fact-inference confusion
factor analysis, 229
fallacies of: faulty reasoning, grounding, misdirection, language,
110-112. See also tactics of
propaganda
false cause. See fallacies
of: faulty
reasoning, grounding, misdirection, language
fame. See behavior: drivers
and
persuasion
familiarity. See models for
advertising
fatigue. See behavior:
drivers and
persuasion
favors compliance-gaining tactic, 53-54. See also behavioral avoidance tactics for
compliance resisting
fear appeals, 175, 234-235. See also
Aristotle: paired emotions; behavior: drivers and
persuasion; emotional appeals and persuasion
feedback from receiver to sender, 11, 12, 14, 16, 136, 157, 358, 370;
monitoring feedback from receivers, 12
Festinger, Leon, 197, 220n6
Fico, Frederick, 334, 344n19
field dependent standards for ethics. See
ethics: codes for
field invariant or independent standards for ethics. See ethics: codes for
Fifty-Ninth Street Bridge. See
Queensborough Bridge, sample speech outline
figures of speech, 27-30, 34, 39, 46, 95, 264
Finlay, Krystina, 208, 221n18
Finocchiaro, Maurice, 115n3
First Unitarian Church. See
case
studies of campaign communication: Brooklyn Heights
Fishbein, Martin, 20n12, 202, 220n11, 245n33
Flay, Brian, 65n15, 241, 24638
Fortheringham, Wallace, 5, 20n5
focus groups, 153-155;
dynamics of, 153
folklore as origin for empirical study, 225
follow-up questions. See
question
types: for running focus groups
foot-in-the-door approach to persuasion, 236. See also, door-in-the-face approach
foot shuffling. See
deception (and
ethics): cues to
Ford, Mary, 212
forms versus functions of propaganda, 83
forensic assertion. See
paths to
influence model
forensic purpose of persuasive message. See Aristotle: theory of
forming, changing, or keeping beliefs or attitdudes, 12
fortune. See behavior:
drivers and
persuasion
Foss, Karen, 121, 140n4
Foss, Sonja, 121, 140n4, 162-163, 270n20
frames for persuasion, 373-374
Frank, Anne, 382-383, 385n14
Fraser, Scott, 236, 245n24
Friedenberg, Robert, 282, 294n12
Freedman, Eric, 334, 344n19
Freedman, Jonathan, 236, 245n24, 338
freedom:
versus order, 272;
as a social need. See
human needs: Rogers
frequency of speaking. See
deception
(and ethics): cues to
friendship. See Aristotle:
paired
emotions
frontstage, 259. See
also
Goffman’s dramaturgic theory
Fryeand, Soliel Moon. See
chic
occultism
fulfilled, consumer category. See
Stanford Research Institute consumer categories
functional props. See
Goffman’s dramatugical
theory
functions versus forms of propaganda, 83
Gabor, Zsa Zsa, 324
Gallup News, public opinion research database, 155
gambling. See vices, appeals
to for
persuasion
gamesmanship. See paths to
influence
model
Gannet Newspaper Division, 131-132, 141n16
Garthoff, Raymond, 273, 293n3
Garvey, Marianne, 320n32
gatekeepers, media, 335
gatekeeping power. See media
power,
sources of
Geis, Michael, 331, 343n16
gender and persuasive effects, 239
generalization warrant. See
argumentation: Toulmin model of
generalizing of experimental research findings, 223, 227
genesis stage. See
movements,
social/politcial
gentleness. See Aristotle:
paired
emotions
gererosity. See virtues,
appeals to for
persuasion.
German, Kathleen, 64n3, 367n1
getting-attention stage during influence:
for focus group management, 154;
in propaganda strategy, 83;
motivated sequencce, 47;
Yale approach, 46.
See also
models for
advertising
Gettysburg Address, 277-279, 281, 293n6. See also Lincoln, Abraham
Gilkinson, Howard, 244n14
glamour need. See human
needs: Packard
glittering generalities. See
language
of advertising
gluttony. See vices, appeals
to for
persuasion
God/Devil terms, 25-26
Godfrey, Arthur, 339
Goffman’s dramaturgic theory, 258-261, 259
Goffman, Erving, 270n16
Goldman, Rachel, 212, 221n21
Gonchar, Ruth, 320n19
goodwill, 167n16. See also
sender
credibility
Gordon, Ann, 232, 244n12
Gore, Al, 64n10, 232
Gottdiener, Mark, 41n14
graciousness. See Aristotle:
paired
emotions
grammar and persuasion. See
syntax
gray propaganda, 68-69, 74, 78-81, 75, 77, 79
Great Experiment in democracy, 278, 280
Green, Beth, 245n28
Green Party, The, 287
Grice, George, 167n16, 367n1
Gromyko, Andre, 273
Gronbeck, Bruce, 64n3, 245n29, 319n3, 343n14, 367n1, 368n12, 385n3
Grube, Joel, 20n13
Grunig, James, 300, 319n6
guilt. See behavior: drivers
and
persuasion
Gunthert, Albert, 335, 344n20
Gutenberg, Johannes, 322
Hahn, Dan, 269n7, 272, 293n1, 320n19
hair grooming. See deception
(and
ethics): cues to
Hammond, Joshua, 161, 167n23
haptics. See nonverbal
communication
Hari Krishnas. See cults,
influence on
members
Harrigan, Jinni, 42n17
Harry, Joseph, 323, 343n3
Hassan, Steven, 379-380, 385n9
hasty generalization. See
fallacies of:
faulty reasoning, grounding, misdirection, language
hatred. See Aristotle:
paired emotions
head nodding. See deception
(and
ethics): cues to
Heaven’s Gate cult, 316-317
Hearst, Patty, 316, 320n30
Hecht, Michael, 65n15
Heider, Fritz, 220n4
Helmers, Marguerite, 270n19
Hendriks, Alexandra, 167n17
Henning, Bernd, 336, 344n21
heuristic cues for evaluating messages, 157, 287. See also elaboration likelihood theory
Hidden Persuaders, the, 172
Hill, Charles, 262, 270n19
Hill, Forbes, 64n1, 147, 166n2, 191n6, 255-258, 270n8
Hilton, Paris, 324
historical trends in news and entertainment media, 339-340
Hitler, Adolph, 159, 314
Hoang, Vicki, 236, 245n25
Holli, Semetko, 300, 319n5
Honeycutt, Lee, 270n15
horse-race versus issues analysis, 113, 300, 334-335
Hovland, Carl, 64n2
how to read and criticize written persuasion, 372
Huckfeldt, Robert, 220n10
Huesmann, L. Rowell, 338
Hullett, Craig, 65n18
Humorsphere.com, one-liners, 367n6
human needs, 169-173;
Maslow, 170;
Schutz, 170;
Rogers, 170-171;
Packard, 172-173, 330
humanistic ethics perspective. See
ethics: perspectives
humanistic perspective used for studying persuasion, iviii, xx, 250
humor used for persuasion, 230, 329, 361. See models for advertising
hunches as origin for research study, 225
Hunt, Todd, 300, 319n6
Hunter, John, 221n16
hyperbole:
conversational, 328.
visual, 264;
See also
figures of
speech
hypotheses for experimintal studies, xix, 136, 153, 225, 224-227, 236,
262
icebreakers. See
interpersonal
persuasion
iconoclasts, historical context for visual rhetoric, 267
ideosyncratic audience effect. See
audience effects: anticipated, surprise, ideosyncratic
ignoring. See behavioral
avoidance
tactics for compliance resisting
illogic. See tactics of
propaganda
illustrations of a theme. See
openers
for speeches
illustrators, fewer. See
deception (and
ethics): cues to
image events, 47, 263-264, 309
Imahori, T., 65n15
impressions management, 50, 68, 75, 82, 114, 124, 157, 259, 328, 350,
362.
See
also
Goffman’s dramaturgic theory of impressions management
inappropriateness. See
behavioral
avoidance tactics for compliance resisting
inartistic proofs. See
Aristotle:
theory of
Inch, Edward, 94, 99, 110-112, 115n2
inclusion need. See human
needs: Schutz
incommunicado incarceration, 85, 320n30, 378, 380
independent variables, 225-228, 238
indexing of the nouns used in persuasive messages. See language traps
indignation. See Aristotle:
paired
emotions
indoctrination, 84-85, 88, 369, 378-382;
methods used in cults, 379.
See also
psychological warfare
induced receiver factors, 239-240
inducement avoidance. See
behavioral
avoidance tactics for compliance resisting
industrial revolution and the “isms” of the last century
informational power. See
media power,
sources of
infrastructural help or hinderance of mission. See citizens campaign model of
innovators. See
communication of
innovations
inoculation, 51-52, 64n10, 216, 239-40, 242, 246n36, 392
Institute for Propaganda Analysis, 77
instrumental values. See
values,
terminal versus instrumental
intensifying. See Rank model
interest groups, xx, 4, 272, 283-286
intermittent schedule. See
reinforcement schedules
interactive media, 338, 340-341
internal versus external political communication, 272
International Social Survey Program, 163
interpersonal persuasion, 359-363
interrogation centers and methods, 378, 380-381
interviews. See surveys,
interviews and
observations for audience research. See
also common formats used for television ads
intrinsic value designed into product advertised, 327
involuntary exposure to indoctrination, 380-381
iron cross, 86
irony. See figures of speech
irrelevant cognitions. See
cognitive
dissonance theory
issues analysis. See
horse-race versus
issues analysis
Jackall, Robert, 91n13
Jamieson, Kathleen Hall, 326, 336, 343n10, 344n21
Janson, H.W., 140n9
Janis, Irving, 64n2
Jensen, Richard, 308, 319n15
Johannesen, Richard, 119-123, 140n1
Johnson, Blair, 245n33
Johnson, Danette, 237, 245n26
Johnson, Paul, 220n10
Johnson, Thomas, 20n4
Johnson-Cartee, Karen, 343n8
jokes or one-liners. See
openers for
speeches
Jones, Karyn Ogata, 319n13
Jones, Jim, cult leader. See
cults,
influence on members
Jordan, William, 64n12
Jowett, Garth, 69, 83, 86, 91n6, 91n7
Justice. See virtues,
appeals to for
persuasion. See also human
needs:
Rogers
justification. See
discursive tactics
for compliance resisting
juxtaposition of images. See
visual
rhetoric
Kabbalah, 317, 320n32, 320n33
Kaelin, Kato, 324
Kalbfleish, 64n8
Katula, Richard, 64n1, 270n8
Katz, Daniel, 20n10
Kaye, Barbara, 20n4
Kearney, Patricia, 56, 65n16
Kellermann, Kathy, 54, 64n14
Kelly, Aune, 42n19
Kelly, Harold, 64n2
Kelly, Kathleen, 319n5
Kendall, Patricia, 166n11
Kennedy, John, 273-277
Key, Wilson, 181, 192n22
kinesics. See nonverbal
communication
King, Reverend Martin Luther Jr., 16, 177, 311
King, Wesley, 238, 245n32
Kirmani, Amna, 56, 65n17
Kluback, 115n3
Knapp, Mark, 141n18
Koresh, David, cult leader. See cults,
influence on members
Khrushchev, Nikita, 273-277, 293n5
Kultgen, John, 140n7
Kutcher, Aston. See chic
occultism
Kwak, Nojin, 245n34
labeling tactic, 237
Labossiere, Michael, 117n19
laggards. See communication
of
innovations
Lagopoulos, Alexandros, 41n14
laissez-faire leadership. See
leadership styles and persuasion
Lalance and Grosjean 1800s ad, 326
Lancaster, Clay, 302, 319n7. See also
case studies of campaign communication: Brooklyn Heights
Langer, Suzanne, 23, 41n5
language of advertising, 331-332
language traps:
dating and indexing, 31-32;
fact-inference confusion, 30;
hypostatization, 32;
map is not the territory, 31
LaPolombara, Joseph, 319n2
Lariscy, Ruthann Weaver, 319n13
Larson, Charles, 5, 20n6, 68, 91n5, 161, 167n18, 228, 238, 243n3
Lasater, Thomas, 244n16
Lasn, Kalle, 334
late majority. See
communication of
innovations
Lazerfeld, Paul, 343n5
leadership ideal for influencing others, xvii-xviii, 70, 73, 88, 146,
176, 281,
345-346, 355
leadership styles and persuasion, 345-346
learning theory, 194-196
Leathers, Dale, 141n18
Lee, Christy, 65n18
Lee, Eun-Ju, 230, 244n6
Lee, Hoon, 245n34
legalistic ethics perspective
leg crossing. See deception
(and
ethics): cues to
legitimacy power. See media
power,
sources of
Lennon, Bill, 64n7
Levine, Timothy, 65n18
Levinson, Martin, 41n8
Libertarian Party, The, 287
Liebhart, Janice, 335, 344n20
Lifton, Robert, 315, 320n29
Likert scale, 206, 220n5
Lincoln, Abraham, 41n12, 277-281
lines, used for impressions management, 259. See also Goffman’s dramaturgic theory
lip biting. See deception
(and ethics):
cues to
Liska, Jo Ruth, 137, 141n18, 269n1
listening barriers. See
receiver
skills: for rational messages
listening skills, persuasive. See
receiver skills: for rational messages
Liu, Luci. See chic occultism
Livaditi, Julia, 343n4
Livingston, Steven, 337, 344n22
loading the language tactic, cult feature, 315
Lobbying Handbook, The, 284
logic circle, 108. See also
argumentation: Toulmin model of
logos. See Aristotle: logos,
pathos,
ethos
loneliness. See behavior:
drivers and
persuasion
Los Angeles Times, 304
Lougos, Christos, 343n4
low-ball tactic, 232, 237, 245n27
lowest common denominator, 336
Lupia, Arthur, 231, 244n8
Macbeth, 291
Machiavellianism, 136
Mackey-Kallis, Susan, 269n7
Madonna. See chic occultism
magic feature of advertising. See
advertisements: features of
magnanimity. See virtues,
appeals to
for persuasion
magnificence. See virtues,
appeals to
for persuasion
makers, consumer category. See
Stanford
Research Institute consumer categories
making product name memorable. See
models for advertising
manner, Burkean dramaturgical term, 259, 266. See also Goffman’s dramaturgic theory
Manson, Charles, cult leader. See
cults, influence on members
map is not the territory. See
language
traps
marginalizing the opposition. See
tactics of propaganda
Martinez, Andrea, 338
masked smiles. See deception
(and
ethics): cues to
masking, 134
Maslow, Abraham, 170, 171,191n2
Matei, Sorin, 152, 166n10
Matz, David, 220n10
Mazur, Michelle, 64n8
McCluskey, Michael, 245n34
McCroskey, James, 166n14
McCubbins, Mathew 231, 244n8
McElroy, John, 160-161, 167n22
McKerrow, Raymie, 343n14
McLaughlin, Margaret, 65n18
McLean, Daniel, 385n5
McQuail, Denis, 146, 166n1, 319n6, 343n4
McQuarrie, Edward, 270n24
media ethics. See ethics:
codes for
media power, sources of, 322-325
Mecury Theatre on the Air and mass panic, 324
Media Awareness Network, 337, 344n23
Mendelson, Andrew, 335, 344n20
Merton, Robert, 166n11, 343n5
Mertz, Robert, 244n4
message:
approach to studying persuasion, 44;
channels, 237-239
content, 233-236;
decay, 241, 327-328;
mixed, 135;
structure, 233
message-oriented approach to studying persuasion, xviii, 44
message variables and persuasive effects, 232-237
metaphor, 257. See also
Aristotle:
metaphor; figures of speech
metonymy. See figures of
speech
Metts, Sandra, 65n15
Meyerowitz, Joshua, 35,42n18
Mick, David, 264, 270n24
milieu control, cult feature 315
Millar, Murray, 236, 245n25
Miller, Jerry, 232, 244n12
Miller-Rassulo, Michelle, 65n15
Min-Sun, Kim, 221n16
minor theories about features of persuasion, 215, 216
Mirzoeff, Nicholas, 270n18
misdirection, 135-136. See
also tactics
of propaganda
mission criteria. See
citizens’ campaign
mission for a personal campaign, 355-356
mithras, cult of, 316
models of communication, benefits of, 11;
models and diagrams, for:
advertising, 328-331;
balance theory, 197;
calculating behavioral intentions, 204, 207;
citizens’ campaign, 297;
cognitive dissonance, four outcomes, 198;
composite theory, 213;
elaboration likelihood theory, 210;
five paths for influence, 74;
impressions management, 259;
persuasion, 12;
public relations, 301;
sender credibility, pereceptions of, 156;
steps for empircial research, 225;
Rank model of influence, 71;
topoi for persuasion: personal, interpersonal,
social,
17;
Toulmin analysis of arguments, six terms, 104;
valid versus invalid arguments about Rub-A-Dub, 108
Mongeau, Paul, 175, 191n11
monomorphic campaigns, 299
Monroe, Alan, 64n5, 343, 367n1
Moon, Reverend, cult leader. See cults,
influence on members
Moore, Demi. See chic
occultism
morality need. See human
needs: Rogers
morphed images art, and persuasion, 127, 188
Morreale, Joanne, 245n29, 319n3, 368n12, 385n3
Morrison, James, 161, 167n23
Mother Russia. See Statue of
Liberty as
nonverbal communication
Motivated Sequence model of persuasion, 47;
applied to advertising, 328
movements, social/political, 310-314
Moy, Patricia, 239, 245n34
Muellerleile, Paige, 245n33
Munch, Edward, 187
Murphy, James, 64n1, 270n8
music and pathos. See pathos
in: music
mutational questions. See
question
types: for running focus groups
MyLawer.com, persuasion in small-claims court, 352-355
mystical manipulation, cult feature 315
mystery religions, Seen as
cults, 316
Muzak, 184
Nabi, Robin, 167n17
Nader, Ralph, 319n4
name substitutions. See
language of
advertising
Napoleon, 126, 159
narcotizing power. See media
power,
sources of
Nation, Cary, 312
National Association of Milk Bottle Collectors, 285
National Education Association, 285
National Opinion Research Center, 155
National Park Service, 293n6
National Rifle Association, 285
needs and persuasion. See
human needs
negative identity management. See
discursive tactics for compliance resisting
negotiation. See discursive
tactics for
compliance resisting
neutrality, compliance-gaining tactic, 55
New York Times, 117n21, 336, 373
news, ethics. See ethics:
codes for
Nichols, Bill, 129-130, 140n11, 141n14
nihilism. See vices, appeals
to for
persuasion; attitudes and nihilism
nonfluencies of senders and credibility, 229
non-negotiation. See
discursive tactics
for compliance resisting
non sequitur. See fallacies
of: faulty
reasoning, grounding, misdirection, language
nonverbal communication, persuausive uses of, 33-36
nonverbal no. See discursive
tactics
for compliance resisting
normative beliefs. See
behavioral
intenion theories
novelty tactic. See models
for
advertising
objection. See discursive
tactics for
compliance resisting
objectivity in evaluating source for evidence, 101
O’Donnell, Victoria, 69, 83, 86, 91n6, 91n7
O’Hair, Dan, 65n15, 65n18, 163, 166n14, 244n5, 367n1
O’Hair, Mary, 65n18
O’Keefe, Daniel, 20n11, 166n14, 191n9, 212, 220n10, 228, 234, 243n3,
244n17
observational type documentary. See
documentaries: types
observations type research. See
surveys, interviews and observations for audience research
Ochs, Donovan, 64n1, 270n8, 308, 319n15
Olbrechts-Tyteca, Lucie, 95, 112, 115n4
omission tactic. See Rank
model
one-sided versus two-sided messages used for persuasion, 52, 234
one-liners or jokes. See
openers for
speeches
one-way versus two-way flow of communictation, 301. See also public relations campaign model
openers for speeches, 351-352
opening a business, 357-259
operant conditioning, 194-195
Osgood, Charles,41n7
outline organization, chronological, topical, spatial, and so on, 349;
as part of steps model of persuason, 12
outlines for speeches. See
speechmaking
other or outside influences and persuasive effects, 12
Packard, Vance, 172, 191n5, 343n13
pain. See behavior: drivers
and
persuasion
palsy. See deception (and
ethics): cues
to
Paquette, Guy, 338
participatory type documentary. See
documentaries: types
Patch, Michael, 236, 245n25
Paulson, Stanley, 244n14
pathos in:
advertising, 182-183;
archritecture, 184-187;
clothing and adornment, 183-184;
conversational dispute, 173, 174;
music, 184;
postmodern art, 187-189;
traditional art, 187.
See also
Aristotle:
logos, pathos, ethos
paths to persuasion, four strategic, 244n35
paths to influence model, 72-77.
party platform statements, 287-290
Paul, Les, 212
pausing when answering questions. See
deception (and ethics): cues to
PBS. See Public Broadcasting
System
Pavlov, Ivan, 194, 380-381
peace need. See human needs:
Rogers
Pearsall, Otis and Nancy, 319n8. See