Persuasion Flashcards
Persuasion
message induces change in beliefs; attitudes; behaviors
Central route to persuasion
motivated and able people to focus on the arguments
Peripheral route to persuasion
people are disinterested; influenced by incidental clues
Persuasions occur quick when it is
central route to persuasion
Persuasions occur slowly when it is
peripheral route to persuasion
Attractiveness
having qualities that appeal to the audience
Sleeper effect
delayed impact of a message ; remember the message but forget the reason
Highly educated people
persuaded by reason
No time/interested peopled
persuaded by emotion
Foot in the door phenomenon
people first agree to small requests; comply later with larger requests
Door in the face
turn down large requests; offer reasonable request
Recency effect
information presented last has the most influence
Primacy effect
information presented first has more influence
Life cycle explanation
attitudes change as people grow
Generational explanation
attitudes don’t change
