TY  - BOOK
AU  - Wilson,Steven R.
TI  - Seeking and resisting compliance: why people say what they do when trying to influence others 
SN  - 9781452264356
AV  - BF637.P4 W55 2002eb
U1  - 153.8/52 22
PY  - 2002///
CY  - Thousand Oaks, Calif.
PB  - Sage Publications
KW  - Persuasion (Psychology)
KW  - Influence (Psychology)
KW  - Communication
KW  - Psychological aspects
KW  - Influence (Psychologie)
KW  - Aspect psychologique
KW  - SELF-HELP
KW  - Motivational & Inspirational
KW  - bisacsh
KW  - fast
KW  - Sociale beïnvloeding
KW  - gtt
KW  - Overreding
KW  - Electronic books
N1  - Includes bibliographical references (pages 349-376) and indexes; What Is Persuasive Message Production? --; What Is Compliance Gaining? --; On the Ethics of Seeking Compliance --; What Is Message Production? --; Persuasive Message Production: Three Themes --; Describing Influence Interactions --; The Traditional Approach to Message Analysis: Nominal-Level Strategies --; The Task of Describing Influence Interactions --; Nominal-Level Typologies of Influence Strategies --; Evaluation of Nominal-Level Typologies --; Alternative Approaches to Message Analysis: Themes, Dimensions, and Temporal Characteristics --; Nominal-Level Content Themes in Influence Messages --; Dimensions of Influence Behavior --; Temporal Characteristics of Influence Interactions --; Metaphors for Studying Persuasive Message Production --; The First Generation: Persuasive Message Production as Strategy Selection --; The Compliance-Gaining Tradition --; The Constructivist Tradition --; From Strategy Repertoires to Goal Pursuit --; The Second Generation: Persuasive Message Production as Goal Pursuit --; Conceptualizing Goals --; Defining the Situation: Research on Influence Goals --; Multiple Goals as Constraints: Research on Secondary Goals --; Forming Interaction Goals: The Cognitive Rules Model --; Evaluating the Utility of a Goals Perspective --; Theories of Goal Pursuit --; Discourse Perspectives on Persuasive Message Production --; Questions Posed by Discourse Scholars --; Obstacles to Compliance: Attribution and Speech Act Theories --; Threats to Face: Politeness and Message Design Logic Theories --; Cognitive Perspectives on Persuasive Message Production; Electronic reproduction; [Place of publication not identified]; HathiTrust Digital Library; 2010
N2  - This title provides a solid foundation for the theory and research surveys. The book focuses solely on how people produce rather than respond to, persuasive messages
UR  - https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=474612
ER  -