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Psychology of Persuasion
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Editors: Janos Csapó and Andor Magyar
Book Description:
Persuasion is the activity of demonstrating and trying to modify the behavior of at least one person through symbolic interaction. This book surveys formal models of persuasion dialog that are now widely used in argumentation and artificial intelligence as tools for the identification, analysis and evaluation of arguments.
Within the sports arena, coaches and athletes routinely look for ways to improve performance. While most of these attempts tend to focus on physical practice, the role of the mind, and psychological factors such as self-efficacy, has become increasingly important. The research and theory within this area are explored and the authors make recommendations with regards to the content and delivery of pep talks. Furthermore, it is well-known that most advertising persuades by argument and most of those arguments are logical. The authors apply Gilbert's Multimodal Argumentation Model to a series of advertisements. In addition, a peculiar kind of persuasive communication is discussed: the fictitious argument between a human being and personified death. As the choice of German-speaking texts examined here exemplifies, the dialogic and rhetorically structured way of dealing with the mortal threat has been living on well into Modern times. Other chapters explore current research on regulatory fit and persuasion into the larger contexts of elaboration likelihood and transportation likelihood. Current research on how regulatory fit affects persuasion through advocacy messages and through narratives is looked at as well.

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Table of Contents:
Preface

Chapter 1. Argumentation Models for Persuasion Dialog, pp. 1-34
(Douglas Walton, University of Windsor, Windsor, Ontario, Canada)

Chapter 2. Persuasion On-Line and Communicability: The Destruction of Credibility in the Virtual Community and Cognitive Models, pp. 35-70
(Francisco V. Cipolla-Ficarra, HCI Lab – F&F Multimedia Communic@tions Corp., ALAIPO – Asociación Latina de Interacción Persona Ordenador, Bergamo, Italy, and others)

Chapter 3. Regulatory Fit and Persuasion through Advocacy Messages and Narratives: Roles of Elaboration Likelihood and Transportation Likelihood, pp. 71-99
(Leigh Ann Vaughn, Ithaca Collage, Ithaca, NY)

Chapter 4. Arguing with Death: Dialogues with Personified Death in German-Speaking Literature since the Enlightenment, pp. 101-120
(Christine Steinhoff, Braunschweig, Germany)

Chapter 5. Small Investment, Big Return: The Art of the Pep Talk, pp. 121-131
(Tiffanye M. Vargas-Tonsing, The University of Texas San Antonio, TX)

Chapter 6. A Virtual Agent as Persuasive Technology, pp. 133-148
(Kaoru Sumi, Mizue Nagata, National Institute of Information and Communications Technology, Kyoto, Japan, and others)

Chapter 7. Gilbert’s Multimodal Argumentation Model and the Psychology of Persuasion in Advertisements, pp. 149-169
(M. Louise Ripley, York University, Toronto, Canada)

Short Communication

Interaction with a Mirror that Facilitates Reflection on Daily Walking Exercise, pp. 171-182
(Kaori Fujinami, Department of Computer, Information and Communication Sciences, Tokyo University of Agriculture and Technology, Japan)

Index pp.183-191

   Series:
      Psychology of Emotions, Motivations and Actions
   Binding: Hardcover
   Pub. Date: 2011 - 2nd Quarter
   Pages: 191.pp
   ISBN: 978-1-60876-590-4
   Status: AV
  
Status Code Description
AN Announcing
FM Formatting
PP Page Proofs
FP Final Production
EP Editorial Production
PR At Prepress
AP At Press
AV Available
  
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Psychology of Persuasion