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Persuasion, Social Influence, and Compliance Gaining (4th Edition)

Persuasion, Social Influence, and Compliance Gaining (4th Edition)
Author: Robert H. Gass - John S. Seiter
ISBN 13: 9780205698189
ISBN 10: 205698182
Edition: 4
Publisher: Pearson
Publication Date: 2010-03-05
Format: Paperback
Pages: 384
List Price: $125.80

Grounded in contemporary scholarship, Persuasion: Social Influence, and Compliance Gaining not only provides a comprehensive of overview of persuasion theory and application, but also engages students in the thoughtful evaluation of the role that persuasive messages play in their own everyday lives.

This Fourth Edition guides students from understanding established theories and models of persuasion, to being able to develop and apply general conclusions about persuasion in real-world settings. The authors present a social-scientific perspective of persuasion that includes in a wide variety of contexts and connects with students by drawing on numerous real-life examples and applications of persuasion.


Emphasizes the divergence between the traditional and non-traditional spheres of the study of persuasion. The authors argue that both approaches are part of the same whole, and that whether one uses the term persuasion, social influence, or compliance gaining, all involve essentially the same human activity--trying to convince others to think, feel, or do what we want, or to resist others' influence attempts. They offer a number of examples and illustrations as to how strategies, principles, and processes can be observed in everyday contexts. Annotation c. by Book News, Inc., Portland, Or.