This theory further claims that stories are more persuasive than arguments. Chapter 2 explaining theories of intrapersonal communication. Mf 1011, w 56 and by appointment course description. Zelley 2010, trade paperback at the best online prices at ebay. Nov 01, 2012 the socialjudgment theory was evident through the prominent rhetorical strategy of persuasion. Concurrently, with the rise of mass media and the pervasiveness of propaganda used in both world wars, the study and understanding of massmediated persuasive messages became critical to understanding. A practical introduction second by dainton, marianne, zelley, elaine d. Download pdf read applying communication theory for. Explaining theories of interpersonal communication 6. Jun 08, 2010 buy applying communication theory for professional life. Explaining theories of intrapersonal communication. Carefully selected, webbased video resources feature relevant interviews, lectures, personal stories, inquiries, and other content for use in independent or classroom.
Apr 29, 2014 robert cialdinis 6 principles of persuasion. Concurrently, with the rise of mass media and the pervasiveness of propaganda used in both world wars, the study and understanding of massmediated persuasive messages became critical to understanding political and social change. How to use cialdinis 6 principles of persuasion to boost. Applying aristotles rules of persuasion to modern day. The paradigm claims that all meaningful communication occurs via storytelling or reporting of events. For example, in a chapter entitled, explaining theories of persuasion, dainton and zelley 4 examine social judgment theory, the elaboration likelihood model elm, the theory of planned behaviour, and inoculation theory. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and business. His work is an influential precursor to nudge theory, and its dark sibling, sludge. Apr 05, 2010 concise, practical, and readerfriendly, this book offers succinct coverage of most major theories, including theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion, leadership, group communication, organizational behavior, and mass communication. I like how i can adapt this book to my teaching style and the needs of my. Theories of persuasion deal with elements of both cognitive and affect.
Pdf explaining theories of persuasion mayra martinez. Persuasion opens with a brief history of the elliot family as recorded in sir walter elliots favorite book, the baronetcy. Explaining theories of persuasion online resources. The first communication theory text to provide practical information for careeroriented students my students. Apr 07, 2010 realworld case studies for inclass use illustrate the application of theory in a variety of professional settings and can easily be expanded into writing assignments. Explaining theories of persuasion persuasion defined social judgment theory elaboration likelihood model cognitive dissonance theory narrative paradigm chapter summary case study 5. Explaining theories of individual differences and social approaches to communication 5. Applying communication theory for professional life, by marianne dainton and elaine d.
Thankfully, a number of researchers have created theories that help explain why people are persuaded. A practical introduction by marianne dainton and elaine d. Reliable information about the coronavirus covid19 is available from the world health organization current situation, international travel. For example, one attitudebehaviour discrepancies is hypocrisy e. This model depicts persuasion as a process in which the success of influence. A practical introduction by marianne dainton elaine d zelleybuy. According to this theory, constructing tweets appealing to ones. Use criteria for evaluating theory to determine the relative usefulness of a communication theory t here are almost 600,000 web pages devoted to explaining that communication is easy go ahead and search it. This book is a general theory text and may be misleading that the theories are specific to management or professional life. Lady elliot, sir walters wife died fourtee n years ago and left him with three daughters. This book is an introduction to communication theory the theory of how humans share.
This fully updated third edition of applying communication theory for professional life helps students understand communication theory and its importance to their careers in communication and business. The theory predicts that if listeners are motivated and able to consider an elaborate. In this lesson, youll look at theories of persuasion and how they work. The growing block view is an alternative to both eternalism according to which past, present, and future all exist and presentism according to which only the present exists. Zelley is the first communication theory textbook to provide practical material. Concise, practical, and readerfriendly, this book offers succinct coverage of most major theories, including theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion, leadership, group communication, organizational behavior, and mass communication. Humans participate as storytellers and observers of narratives. Social judgment theory suggests that knowing a persons attitudes on subjects can provide you with clues about how to approach a persuasive effort. Bentley, west virginia wesleyan college i like how i can adapt this book to my teaching style and the needs of my students. The inclusion and analysis of realworld case studies illustrate the application of theory in a variety of professional settings. I like how i can adapt this book to my teaching style and the needs of my s. Thus, in this theory, consistency or inconsistency is a matter between cognitions ideas in our heads that include ideas about sources, issues, values, motives. In it, he explores factors that affect the decisions that people make, particularly in relation to sales and purchasing. Dec 01, 2017 when referring to aristotles rules of persuasion, the character of the speaker is known as ethos.
Festinger took osgoods theory and concluded that the receiver s view of the source is just one more kind of cognition. Explain the three theories of persuasion discussed in the text. Explaining theories of persuasion sage publications. Applying communication theory for professional life online. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and business practitioners, including theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion.
A practical introduction 9781412976916 by dainton, marianne. Explaining theories of individual differences and social approaches to communication. A practical introduction, second edition is the first communication theory textbook to provide practical material for careeroriented students. Learning theories persuasion is really just a version of learning the desired response to persuasive efforts often using conditioning and comprehension and incentives a. It is held to be closer to commonsense intuitions than the. Nov 22, 2004 applying communication theory for professional life by marianne dainton, 9780761929147, available at book depository with free delivery worldwide. Shane parrish of farnam street reads a lot of books up to 14 each monthso it means something when he picks robert cialdinis influence. The rational model the rational model of persuasion is based on the idea that people behave in predictable ways based on. Elaine d zelley introduction to communication theory.
Cognitive dissonance theory is an aversive motivational state that occurs when an individual entertains two or more contradictory attitudes, values, beliefs, or behaviors simultaneously. Unlike many theory books, this one does not intimidate undergrad students. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and business practitioners, including theories of intrapersonal communication, interpersonal interaction, intercultural encounters, persuasion, group communication, organizational behavior, social media, and mass communication. A central feature of this book is the inclusion of black voices. Practical and readerfriendly, the book offers succinct coverage of the major theories that have clear applicability to communication and business practitioners, including theories of intrapersonal. We learn that the elliots are a respected, titled, landowning family. Applying communication theory for professional life 3rd edition. In the book, cialdini outlines six principles of persuasion, most of which. The narrative paradigm incorporates both the pathos and logos form of rhetoric theory. This fully updated third edition of applying communication theory for professional life helps readers understand communication theory and its importance to careers in communication and business. Narrative paradigm is a communication theory conceptualized by 20thcentury communication scholar walter fisher. Media management uf college of journalism and communications.
A practical introduction by dainton, marianne, zelley, elaine d. Narrative fidelity is the extent to which a story fits into the prior understanding of the observer. Applying communication theory for professional life, marianne. While there are numerous theories that help to explain persuasion, we are only going to examine three here. Explaining theories of persuasion s ince the mid1930s when dale carnegie first published his bestselling book how to win friends and influence people, the notion of how to persuade others has been both a popular and profitable subject. In every chapter, authors marianne dainton and elaine. These study tools reinforce your understanding of key terms and concepts that have been outlined in the chapters. We are unable to provide digital copies of this book because it violates. Oclcs webjunction has pulled together information and resources to assist library staff as they consider how to handle coronavirus. Explaining theories of persuasion persuasion defined social judgment theory elaboration likelihood model cognitive dissonance theory narrative paradigm chapter. The theory focuses more on the dynamics surrounding costs, rewards, and available alternatives. Communication and attitudes in the 21st century, richard perloff noted that the study of persuasion today is. Summary applying communication theory for professional life.
Buy applying communication theory for professional life. The psychology of persuasion as one of the most important books hes read. Numerous and frequentlyupdated resource results are available from this search. Concurrently, with the rise of mass media and the pervasiveness. Create your citations, reference lists and bibliographies automatically using the apa, mla, chicago, or harvard referencing styles. This book is recommended as the core text for upperlevel undergraduate or graduate communication theory. Introducing communication theory 5th edition nacfe. I would use this book as a general communication short guide to theory as the chapters are not long and do not provide in depth information but rather a general guide to the theorys parameters and assumptions. Applying communication theory for professional life. In the heated battle of a trial, lawyers sometimes will adopt an aggressive or sarcastic tone. Zelley is the first communication theory textbook to provide practical. In every chapter, authors marianne dainton and elaine d. Concurrently, with the rise of mass media and the pervasiveness of propaganda used in both world wars, the study and.
Gass seiter persuasion social influence slibforme nacfe. Zelley is the first communication theory textbook to provide practical material for careeroriented readers. Growing block theory should not be confused with block universe theory, also known as eternalism. Applying communication theory professional life swbplus.
This is one of the most researched persuasion theories. His work is an influential precursor to nudge theory. Discriminate between commonsense, working, and scholarly theories 5. Explaining theories of interpersonal communication 51 03 dainton. A practical introduction 9781452276540 by dainton, marianne. This course introduces students to interpersonal communication, mass communication, and persuasion theories. Firstly that effective public speakers must consider their audience. It assumes that people want to maximize benefits from relationships with others blau, 1964. Dec 22, 2017 applying communication theory for professional life is the first communication theory textbook to provide practical material for careeroriented students. Everyday low prices and free delivery on eligible orders. Explaining theories of persuasions ince the mid1930s when dale carnegie first published his bestselling book how to win friends and influence people, the notion of how to persuade others has been both a popular and profitable subject. Applying communication theory for professional life a.
Featuring new case studies, updated examples, and the latest research, the fourth edition of this bestseller introduces communication theory in a way that helps students understand its. In 1957, leon festinger proposed another theory for understanding how persuasion functions. Applying communication theory for professional life sage. New and proven featuresprovides eleven new case studies and updated examples throughout that involve students in applying theory to reallife situationsincludes the latest. Understanding how people are persuaded is very important to the discussion of public speaking. Explaining theories of cognition and intrapersonal communication 4. The inclusion and analysis of realworld case studies illustrate the application of theory in. Applying aristotles rules of persuasion to modern day courtrooms. Fishpond australia, applying communication theory for professional life. The aim of cognitive dissonance theory is to draw attention to attitudebehaviour discrepancies and inconsistencies that run opposed to ones mindset i.
Chapter 5 explaining theories of persuasion in applying communication theory for professional life. I like how i can adapt this book to my teaching style and the needs of my students. A practical introduction is the first communication theory. The tone is central to achieving good ethos in an argument.
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