Persuasion

Question 1

Yale Attitude Change Approach (Holvant, Janis and Kelly, 1953)

Answer 1

In order for persuasion to occur, one needs to pay attention to the message, comprehend the message and accept the message in order for attitude change to occurs.

Question 2

The communicator

Answer 2

whoever delivers the message

Question 3

What determines how persuasive the communicator is ?

Answer 3

Credibility and expertise, as well as attractiveness

Question 4

What are trustworthiness and credibility of the communicator related to?

Answer 4

certain facial features

Question 5

The sleeper effect

Answer 5

overtime, people tend to forget to delivered the message, but. remember the contents of the message

Question 6

The message

Answer 6

What we are trying to be persuaded to believe

Question 7

What makes a message more persuasive ?

Answer 7

good arguments, presenting both sides, and whether the message uses cognition or emotion.

Question 8

Does presenting both sides of the argument always work?

Answer 8

no.
when the crowd is intelligent or the crowd is against the argument is it beneficial to present both sides of the argument.
when the crowd is less intelligent and already agrees with the message, is it no necessary to present both sides of the argument.

Question 9

Are fearful messages more persuasive ?

Answer 9

Only to a point. If the message is too fearful, it arouses too much anxiety and people divert their attention.

Question 10

The recipient

Answer 10

The person(people) the communicator is trying to persuade

Question 11

Who are less persuadable?

Answer 11

• people who are distracted
• older individuals
• people with more self-esteem

Question 12

What is the limitation of the Yale Attitude Change Approach?

Answer 12

This is a phenomena driven idea. It is hard to decide what the case is when the different effects of conflicted. It is hard to generally understand what mechanism is at play when we change our attitudes.

Question 13

Elaboration-likelihood model

Answer 13

There are two routes to persuasion - the central route and peripheral route

Question 14

The central route to persuasion

Answer 14

a suggestion depends on the reactions to the message content. whether people are persuaded or not depends on whether the internal counter-arguments are positive or negative.

Question 15

The peripheral route to persuasion

Answer 15

depends on cues peripheral to the content of the message, like attractiveness or credibility.

Question 16

What affects the route we choose?

Answer 16

Our motivation and ability (cognitive load)