Attitudes (persuasion) Flashcards
What is an attitude?
beliefs, feelings and behavioural tendencies affect our evaluations of the world and people
What are the 3 components of persuasion?
- who is the source?
- what is the message? how’s it being delivered?
- who is the target?
What are the 2 source characteristics?
- credibility (expertise and trustworthiness)
- non-verbal cues (body language)
What are the 2 cues in credibility?
Accepting cue - this person is credible so I’ll believe them
Discounting cue - this person is not credible so i’m wary of what they say
When first given messages which sources are most persuading?
High credibility sources
What is the dissociation hypothesis? What does it result in?
Remember the message but forget the source
Sleeper effect - more persuaded by low credibility sources later
Normal decay - less persuaded by high credibility sources later
What specific criteria is needed for sleeper effect to occur?
- discounting cue must be strong
- message alone is persuasive
- enough time must pass to forget source
What is the fast talking effect?
faster you speak, more persuasive you are
What are 2 target characteristics?
- non-verbal cues
- distraction
What was the result of nodding/shaking head experiment?
If nodding head, more likely to agree with argument; if shaking, less likely to agree
When do targets mirror source’s body language?
when they like the source
According to learning theory, why does distraction increase persuasion?
pairing unattractive message with enjoyable distraction increases message’s attractiveness (wrong)
According to counterarguments theory, why does distraction increase persuasion?
while distracted, can not come up with counterarguments to the message
Is attitude change caused by distractions long-lasting?
No (can think of counterarguments later)
What is the elaboration likelihood model?
2 ways of processing messages:
1. central route - conscious, deliberate, controlled, critical thinking
2. peripheral route - heuristics, automatic, attractiveness cues