Social Psychology

Professor Scott Plous

Wesleyan University

FURTHER READINGS AND VIEWINGS

Lecture 2.6: How to be Persuasive

Works Cited or Referred To
(1) Chaiken, S. (1979). Communicator physical attractiveness and persuasion. Journal of
Personality and Social Psychology, 37, 1387-1397.
(2) de Hoog, N. Stroebe, W., & de Wit, J. B. F. (2007). The impact of vulnerability to and
severity of a health risk on processing and acceptance of fear-arousing communications:
A meta-analysis. Review of general Psychology, 11, 258-285.
(3) Keating, J. P., & Brock, T. C. (1974). Acceptance of persuasion and the inhibition of
counterargumentation under various distraction tasks. Journal of Experimental Social
Psychology, 10, 301-309.
(4) Levine, R. (2003). The power of persuasion: How we're bought and sold. New York:
Wiley.
(5) Maddux, J. E., & Rogers, R. W. (1983). Protection motivation and self-efficacy: A
revised theory of fear appeals and attitude change. Journal of Experimental Social
Psychology, 19, 469-479.
(6) McGuire, W. J. (1985). Attitudes and attitude change. In G. Lindzey and E. Aronson
(Eds.), Handbook of social psychology (3rd ed.), Volume II: Special fields and
applications. New York: Random House.
(7) Miller, N., Maruyama, G., Beaber, R. J., & Valone, K. (1976). Speed of speech and
persuasion. Journal of Personality and Social Psychology, 34, 615-624.
(8) Petty, R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and
peripheral routes to attitude change. New York: Springer- Verlag.
(9) Other books on Attitudes, Persuasion, and Social Influence

Related Wikipedia Entries

(1) Attitude Change: www.en.wikipedia.org/wiki/Attitude_change
(2) Central Route to Persuasion:
www.en.wikipedia.org/wiki/Elaboration_likelihood_model - Central_route

(3) Counterargument: www.en.wikipedia.org/wiki/Counter_arguments

(4) Fear Appeal: www.en.wikipedia.org/wiki/Fear_appeal
(5) Inoculation Theory: www.en.wikipedia.org/wiki/Inoculation_theory
(6) Peripheral Route to Persuasion:
www.en.wikipedia.org/wiki/Elaboration_likelihood_model - Peripheral_route
(7) Persuasion: www.en.wikipedia.org/wiki/Persuasion
(8) Source Credibility: www.en.wikipedia.org/wiki/Source_credibility
(9) Yale Attitude Change Approach:
www.en.wikipedia.org/wiki/Yale_Attitude_Change_Approach