Elaboration Liklihood Model of Persuasion

Question 1

motivation come from..

Answer 1

emotion, internal insticts or drives (Walter Cannon) Humans maintain state of equilibrium or homeostasis (thirsty, find drink)

Question 2

Maslow motivated to achieve…

Answer 2

Self- Actualization

Question 3

Pleasure

Answer 3

Seek max pleasure and avoid pain

Question 4

Anger

Answer 4

being angry or wronged and a tendancy to undo that wrong doing

Question 5

Steps:

Answer 5

1. Motivation
2. ability
3. cognitive processing

Question 6

Ability (2 levels)

Answer 6

1. External Constraints (noise, distraction)

2. Personal Ability (literacy, mental capacity)

Question 7

Cognitive Processing

Answer 7

(critical thinking) people make best reasoned judgements

Question 8

Double edged sword is short cut for

Answer 8

Hueristic development

Question 9

Hueristics

Answer 9

Way of seeing/acting in world, influence perception

Question 10

No motivation; no ability=

Answer 10

peripheral route

Question 11

6 possible ways of persuasion

Answer 11

1. Reciprocation- repay gift
2. Consistency- predictability
3. Social proof- follow everyone doing it
4. liking- trust ppl we like
5. Authority- follow leaders
6. Scarcity- value rare commodities