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PSYC215 Social Psychology > Chapter 8: Persuasion > Flashcards

Chapter 8: Persuasion Flashcards

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1
Q

What is the elaboration Likelihood Model?

A

a model of persuasion maintianing that there are two different routes to persuasion (central and peripheral)

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2
Q

How does controlled and automatic processing relation to persuasion?

A
  • central route = controlled processing

- peripheral = automatic processing

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3
Q

What is the central route?

A
  • people think carefully and deliberately about the content of a persuasive message
  • logaic, arguments, evidence
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4
Q

What motivates the central route?

A
  • personally relevant issue

- knowldgeable in the domain

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5
Q

What does the central rotue rely on?

A
  • our own experience, memories, and knowlege
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6
Q

What is the peripheral route?

A
  • people attend to relatively easy to process, superficial cues related to a persuasive message
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7
Q

What moticates the peripheral route?

A
  • not personally relevant
  • distracted or fatigued
  • incomplete or hard to comprehend message
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8
Q

What does the peripheral route rely on?

A
  • simple heuristics

- cues = length, expertise, attractiveness, etc.

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9
Q

What route is default?

A
  • peripheral route is default

- need motivation and ability to engage central route

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10
Q

Which route creates long lasting attitude change?

A
  • central route
  • more likely to integrate arguments into belief system
  • resulting attitude is more resistance to additonal persuasion
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11
Q

What are the elements of persuasion?

A
  • source characteristics
  • message characteristics
  • audience characteristics
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12
Q

What are source characteristics?

A
  • characteristics of the person who delivers a persuasive message, such as attractiveness, credibiltiy, and certainty.
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13
Q

How does attractiveness impact persuasion?

A
  • source characteristic
  • engage peripheral route
  • takes advantage of the Halo Effect
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14
Q

How does credibitliy impact persuasion?

A
  • source characteristic
  • builds trust
  • peripheral trust without needing to listen to arguments
  • central take arguments more serisously
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15
Q

What is the sleeper effect?

A

when a persuasive message form an unreliable source initially exerts little influence, but later causes attitued to shift

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16
Q

Why does the sleeper effect occur?

A

because individual dissasociates information from unreliable source and only remembers info.

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17
Q

How does certainty impact persuasion?

A
  • source characteristic

- people judge confidence and certainty to be more credible

18
Q

Whare are message characteristics?

A

aspects or content of a persuasive message, includinging the quality of evidence and the explicitness of its conclusions

19
Q

What impacts message quality?

A
  • refute counterarguments
  • argue against self interest (seen as more sincere)
  • appeal to core values
  • straighforward
  • metion desirable consequences
20
Q

How does vividness impact persuasion?

A
  • message characteristic
  • more memorable!
  • colorful/vivid misleading info trumps dull relevant into
  • identifiable victim effect
21
Q

What is the identifiable victim effect?

A

the tendency to be more moved by the vivid plight of a single individual than by a more abstract number of people
- can have negative effect when victim can be blame for misfortune

22
Q

How does fear impact persuasion?

A
  • message characteristic
  • too much can interupt controlled processing and prevent long alsting attitude change
  • right ammount can increase personal relevance and motivation
  • most impactful when also give them a way to act on the fear
23
Q

How does culture impact persuasion?

A
  • message characteristic (also audience?)

- tailure message to fit norms, values, etc

24
Q

What is the focus of an interdependent persuasive message?

A
  • prevention (persuaded by cost of not flossing)
25
Q

What is the focus of an independent persuasive message?

A
  • promotion (persuaded y the benefit of flossing)
26
Q

What are audience characteristics?

A

characteristics of those who recieve a persuasive message, including need for cognition, mood, age.

27
Q

How does the need for cognition impact persuasion?

A
  • audience characteristic
  • low need = choose peripheral route
  • high need = wants to ponder quiality of arguments (central route)
28
Q

How does mood impact persuasion?

A
  • audience characteristic
  • message mood = audience mood
  • induce guilt or gear and steps to alleviate
29
Q

How does age impact persuasion?

A
  • audience characteristic

- younger people are more easily persuaded

30
Q

What is metacognition?

A

secondary thoughts that are reflections on primary thoughts (cognitions)
- impact persuasion

31
Q

What is the self validation hypothesis?

A

the idea that feeling confident about our thoughts validates those thoughts, making it more likely that we’ll be swayed in their direction
- thoughts easily brought to mind, accurate, clear

32
Q

Where can confidence in our thoughts come from?

A
  • can come from nonverbal sources such as nodding head and other bodily movements
33
Q

How does media impact persuasion?

A
  • media is powerful becausee of wide audience and shared attention
  • social media is a source of news for many today
34
Q

How does shared attetion impact persuasion?

A
  • people percieve they are processing the information with someone else and engage in more deep central processing
35
Q

What is agenda control?

A

effects of the media to select certain events and topics to emphasize; effectively shaping which issues people believe are important

36
Q

How do people resist persuasion?

A
  • attention bias
  • previous commitments
  • knowledge
  • attitude innoculation
37
Q

How does attention bias impact persuasion?

A
  • form of resistance
  • people selectively attend to information that confirms original attitudes
  • can turn into selective evaluation (credibiltiy and validity are argued in favor of our attitudes
38
Q

How do previous commitments impact persuasion?

A
  • form of resistance
  • behavioral commitements = habit
  • genetic commitements
  • public commitments = normative influence
  • persuasion asks people to abandon these commitments (break habits, etc)
39
Q

What is the thought polarization hypothesis?

A

the hypothesis that more extended thoguht about a particular issue tends to produce a more extreme, entrenched attitude

40
Q

How does knowledge impact persuasion?

A
  • form of resistance

- people with a lot of knowledge have it tide up in their attitudes and beliefs

41
Q

What is attitude innoculation?

A
  • form of resistance
  • small attacks on people’s beliefs that engage their preexisting attitudes, prior commitments, and background knowledge, enabling them to counteract a subsequenct larger attack and thus resis persuasion

PSYC215 Social Psychology (32 decks)

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