Richard Young

Persuasive Communication

How Audiences Decide

• Gebundenes Buch

Produktbeschreibung

This edition offers a comprehensive introduction to decision-making and persuasion in a business context. Drawing on empirical research on audience decisions, business communication, cognitive science, and behavioral economics, Young reveals the thought processes of many different audiences - from analysts to CEOs - to help students better understand why audiences make the decisions they make and how to influence them.

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Produktdetails

• Verlag: Routledge
• 2. Auflage
• Seitenzahl: 482
• Erscheinungstermin: 1. August 2016
• Englisch
• Abmessung: 260mm x 183mm x 30mm
• Gewicht: 1093g
• ISBN-13: 9781138920361
• ISBN-10: 1138920363
• Artikelnr.: 57011981

Inhaltsangabe

Part I: Understanding Rational Decision Making 1. Audience Decision-Making
Expertise 2. Types of Audience Decisions 3. Cognitive Processes in Audience
Decision Making 4. Aids to Audience Decision Making Part II: Understanding
Intuitive Decision Making 5. Heuristics and Biases in Audience Decision
Making 6. Person Perception in Audience Decision Making Part III:
Understanding Emotional Decision Making 7. Emotions in Audience Decision
Making

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Part I: Understanding Rational Decision Making 1. Audience Decision-Making Expertise 2. Types of Audience Decisions 3. Cognitive Processes in Audience Decision Making 4. Aids to Audience Decision Making Part II: Understanding Intuitive Decision Making 5. Heuristics and Biases in Audience Decision Making 6. Person Perception in Audience Decision Making Part III: Understanding Emotional Decision Making 7. Emotions in Audience Decision Making

Rezensionen

'Richard Young's new edition of Persuasive Communication will be the standard reference work on the subject of rhetorical choices in decision-making processes for years to come. The empirical data from evidence-based research, including original cognitive models of rational, intuitive, and emotional decision-making give this second edition added value to students and practitioners in the field of Managerial Communication. It will be our required reference in all our Managerial Communication courses.' - Frank Jaster, Tulane University, USA

'Richard Young's book is the most insightful work I've read on 'audience' in years. Typically audience analysis is taught by considering demographic data, the nature of relationships, and content relevance. These types of analyses do not penetrate what it means to 'get inside the heads' of those one needs to persuade. Richard's book tackles this challenge adroitly.' - Priscilla S. Rogers, University of Michigan, USA

'Richard O. Young has written the go-to resource for anyone interested in audience-centered communication. In the revised edition, Young pulls together diverse threads of research and provides numerous real world examples. Ultimately, this book will help students as well as seasoned professionals achieve their communication objectives with business audiences.' - Ronald J. Placone, Carnegie Mellon University, USA

'Persuasive Communication exemplifies Richard Young's intellectual commitments: it draws deeply from research in cognitive psychology, it reflects the importance that rhetorical scholars give to audience analysis, and it illustrates the real-world situations that communicators in business settings will face.' - Davida Charney, University of Texas, Austin, USA