ch6

Question 1

communication that is designed to influence a person’s attitudes and behaviour.

Answer 1

persuasion

Question 2

a model describing two distinct routes (central and peripheral) that are used to process persuasive messages

Answer 2

elaboration likelihood model (ELM)

Question 3

a type of processing of persuasive messages that occurs when people have the ability and motivation to carefully evaluate the arguments in a persuasive message.

Answer 3

central or systematic route processing

Question 4

a type of processing of persuasive messages that occurs when people lack the ability and motivation to carefully evaluate a persuasive message and therefore are influenced only by superficial cues.

Answer 4

peripheral or heuristic route processing

Question 5

cues that are associated with the context of a message rather than the content. These cues include length of the message, the source of the message, and the speed at which the message is delivered.

Answer 5

peripheral cues

Question 6

the phenomenon by which a message that initially is not particularly persuasive becomes more persuasive over time because people forget its source.

Answer 6

sleeper effect

Question 7

persuasion that occurs when stimuli are presented very rapidly at an unconscious level.

Answer 7

subliminal persuasion

Question 8

the idea that people react to threats to their freedom to engage in a behaviour by becoming even more likely to engage in that behaviour.

Answer 8

reactance

Question 9

the idea that exposure to a weak version of a persuasive message strengthens people’s ability to later resist stronger versions of the message.

Answer 9

inoculation