Seeking and resisting compliance : why people say what they do when trying to influence others / Steven R. Wilson.

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.

Print version record.

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.

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