Resistance and Persuasion

368 pages | Publisher: Psychology Press | English | ISBN-10: 0805844872 | PDF
Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence.

Resistance and Persuasion offers many new revelations about persuasion:

* Acknowledging resistance helps to reduce it.
* Raising reactance makes a strong message more persuasive.
* Putting arguments into a narrative increases their influence.
* Identifying illegitimate sources of information strengthens the influence of legitimate sources.
* Looking ahead reduces resistance to persuasive attempts.

Review
...a collection of novel scholarship that introduces what could become an important focus for future research in this area....there is no question that this book will appeal to social psychologists, communication scholars, and marketing researchers.
—Galen V. Bodenhausen
Department of Psychology, Northwestern University

The book most definitely has the potential to make a significant contribution to the scientific literature.
—Patrick Vargas
Department of Advertising, University of Illinois at Urbana-Champaign

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