Notes (^465)
Chapter 16 Understanding Principles
of Persuasive Speaking
- Martin Fishbein and I. Ajzen, Belief, Attitude, Intention, and
Behavior: An Introduction to Theory and Research (Reading,
MA: Addison-Wesley, 1975). - Aristotle, On Rhetoric, translated by George A. Kennedy
(New York: Oxford University Press, 1991) 14. - For a discussion of motivation in social settings, see
Douglas T. Kenrick, Steven L. Neuberg, and Robert B.
Cialdini, Social Psychology: Unraveling the Mystery (Boston:
Allyn & Bacon, 2002). - For a discussion of the elaboration likelihood model, see
R. Petty and D. Wegener, “The Elaboration Likelihood
Model: Current Status and Controversies,” in S. Chaiken
and Y. Trope, eds., Dual Process Theories in Social Psychology
(New York: Guilford, 1999) 41–72; also see R. Petty and
J. T. Cacioppo, Communication and Persuasion: Central and
Peripheral Routes to Attitude Change (New York: Springer-
Verlag, 1986). - Leon Festinger, A Theory of Cognitive Dissonance (Evanston,
IL: Row, Peterson, 1957). - For additional discussion, see Wayne C. Minnick, The Art
of Persuasion (Boston: Houghton Mifflin, 1967). - Abraham H. Maslow, “A Theory of Human Motivation,”
in Motivation and Personality (New York: Harper & Row,
1954), Chapter 5. - John Ryan, “Emissions Tampering: Get the Lead Out,”
Winning Orations 1985 (Mankato, MN: Interstate Oratorical
Association, 1985) 50. - For a discussion of fear appeal research, see Irving L.
Janis and Seymour Feshback, “Effects of Fear Arousing
Communications,” Journal of Abnormal and Social Psychol-
ogy 48 (January 1953): 78–92; Frederick A. Powell and
Gerald R. Miller, “Social Approval and Disapproval Cues
in Anxiety-Arousing Situations,” Speech Monographs 34
(June 1967): 152–59; Kenneth L. Higbee, “Fifteen Years
of Fear Arousal: Research on Threat Appeals, 1953–68,”
Psychological Bulletin 72 (December 1969): 426–44. - Paul A. Mongeau, “Another Look at Fear-Arousing
Persuasive Appeals,” in Mike Allen and Raymond W.
Preiss, eds., Persuasion: Advances Through Meta-Analysis
(Cresskill, NJ: Hampton Press, 1998) 65. - K. Witte, “Putting the Fear Back into Fear Appeals:
The Extended Parallel Process Model,” Communication
Monographs 59 (1992): 329–47. - See discussions in Myron W. Lustig and Jolene Koester,
Intercultural Competence: Interpersonal Communication
across Cultures (Boston: Allyn & Bacon, 2009) 347; Larry
A. Samovar and Richard E. Porter, Communication between
Cultures (Stamford: Wadsworth and Thomson Learning,
2010) 29. - C. W. Sherif, M. Sherif, and R. E. Nebergall, Attitudes and
Attitude Change: The Social Judgment-Involvement Approach
(Philadelphia: Saunders, 1965).
Chapter 17 Using Persuasive Strategies - Donald C. Bryant, “Rhetoric: Its Functions and Its Scope,”
Quarterly Journal of Speech 39 (December 1953): 26.
2. J. C. Reinard, “The Empirical Study of the Persuasive
Effects of Evidence: The Status after Fifty Years of
Research,” Human Communication Research 15 (1988): 3–59.
3. James C. McCroskey and R. S. Rehrley, “The Effects of
Disorganization and Nonfluency on Attitude Change and
Source Credibility,” Speech Monographs 36 (1969): 13–21.
4. For an excellent meta-analysis of forty-nine studies exam-
ining the influence of delivery variables and persuasion,
see Chris Segrin, “The Effects of Nonverbal Behavior on
Outcomes of Compliance Gaining Attempts,” Communica-
tion Studies 44 (1993): 169–87.
5. Judee K. Burgoon, T. Birk, and M. Pfau, “Nonverbal
Behaviors, Persuasion, and Credibility,” Human Communi-
cation Research 17 (1990): 140–69.
6. Segrin, “The Effects of Nonverbal Behavior on Outcomes
of Compliance Gaining Attempts.”
7. Robin L. Nabi, Emily Moyer-Guse, and Sahara Byrne, “All
Joking Aside: A Serious Investigation into the Persuasive
Effect of Funny Social Issue Messages,” Communication
Monographs 74 (March 2007): 29–54.
8. For a discussion of the perceived link between induc-
tive and deductive reasoning, see Evan Heit and Caren
M. Rotello, “Relations Between Inductive and Deductive
Reasoning,” Journal of Experimental Psychology 36 (2010):
805–12.
9. For an excellent discussion of the influence of culture on
public speaking, see Devorah A. Lieberman, Public Speak-
ing in the Multicultural Environment (Englewood Cliffs:
Prentice Hall, 1994) 10.
10. Devorah Lieberman and G. Fisher, “International Nego-
tiation,” in Larry A. Samovar and Richard E. Porter, eds.,
Intercultural Communication: A Reader (Belmont: Wadsworth,
1991) 193–200.
11. Lieberman and Fisher, “International Negotiation.”
12. Jeffrey E. Jamison, “Alkaline Batteries: Powering Electronics
and Polluting the Environment,” Winning Orations 1991
(Mankato, MN: Interstate Oratorical Association, 1991) 43.
13. H. B. Brosius and A. Bathelt, “The Utility of Exemplars in
Persuasive Communications,” Communication Research 21
(1994): 48–78.
14. Lisa L. Massi-Lindsey and Kimo Ah Yun, “Examining the
Persuasive Effect of Statistical Messages” Communication
Studies 54 (Fall 2003): 306–21; D. C. Kazoleas, “A Compari-
son of the Persuasive Effectiveness of Qualitative versus
Quantitative Evidence: A Test of Explanatory Hypotheses,”
Communication Quarterly 41 (1993): 40–50; also see M. Allen
and R. W. Preiss, “Comparing the Persuasiveness of Nar-
rative and Statistical Evidence Using Meta-Analysis,” Com-
munication Research Reports (1997): 125–31.
15. Franklin J. Boster, Kenzie A. Cameron, Shelly Campo,
Wen-Ying Liu, Janet K. Lillie, Esther M. Baker, and Kimo
Ah Yun, “The Persuasive Effects of Statistical Evidence in
the Presence of Exemplars,” Communication Studies 51(Fall
2000): 296–306; also see E. J. Baesler and Judee K. Burgoon,
“The Temporal Effects of Story and Statistical Evidence
on Belief Change,” Communication Research 21 (1994):
582–602.
16. Reinard, “The Empirical Study of the Persuasive Effects of
Evidence,” 37–38.
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