Chapter 9: Persuasion, Attitudes, Behaviour Flashcards
Persuasion
Change ppl’s attitudes then behaviour
Attitudes
Stimulus; positive or negative
Central route
- informative, argument
- only being persuaded by the argument itself
Peripheral route
- attraction, alluring, music, colour
- actual argument is not interesting but the attraction is there
Trustworthiness
Makes them more persuadable
Overhearing something shows authentication
Sleeper effect
We can rmbr a message but we might forget weeks/ months later where we heard it from
Communicator attractiveness
Can be easily persuaded just bc we find them attractive
Communicator similarity
When we find someone similar to us we are more likely to be persuaded
Objective facts
Won’t to believe someone tat is similar to us, but we will believe someone that is different
Subjective facts
We believe he’s similar
Parasocial relationships
Relationship that I one sided but feels like a normal relationship
Ex: me and JB
Primary effect
First argument
Recency effect
Last argument
Balance theory
We feel more positive emotions when things are in Balance
Positive mood
People are more likely to agree with messages when they’re positive nood
Negative emotions
Fear can be used to effectively change attitudes
The most effective behaviour motivation occurs when frightened people are provided with a detailed information about how to reduce threat
Message: gain related
High risk
Ex: you should wear sunscreen bc it’s good for ur skin
Messages: loss related
Low risk
Ex: if you deny wear spf you’ll get wrinkles
Easily Persuadability:
- age: brain not fully developed
- low self esteem
- normal to low intelligence
One sided message
Ex: Italy was great we loved it we’re Gunn go back
- only say one side to the story
- goo or one or who’s neutral about Italy
Two sided message
Ex: ik Italy can be expensive, but it’s beautiful
- provides positive and negative argument
- good for someone that already sees the negative
Promotion focus
What I wanna achieve
What I wanna get
Prevention focus
I don’t want live in poverty
I don’t wanna bring shame to my family
