Persuasion

Question 1

Elaboration likelihood model of Persuasion

Answer 1

Proposes two routes of information processing: Central and Peripheral. Elaborating is adding your own thoughts onto info you’re given.

Question 2

Central route persuasion

Answer 2

Deep processing of information, high elaboration. Used when actual evidence, facts, ethos, and such are possibly present.

Question 3

Peripheral route persuasion

Answer 3

Superficial processing of information, low elaboration. Used when the appearance of things is more important, whether the argument sounds good based on the word length, whether the speaker is attractive etc. Positive associatons

Question 4

Cognitive dissonance

Answer 4

The mental discomfort people feel when their beliefs and actions are inconsistent and contradictory.

Question 5

What does cognitive dissonance tell us about how our minds work?

Answer 5

People want to align their beliefs and their actions. We find inconsistent bits of knowledge unpleasant. An adaptive process in acting effectively and understanding our world.

Question 6

What experiments show us evidence of cognitive dissonance?

Answer 6

-Leon Festinger 1 vs. 20 dollar study
-Sex study

Question 7

Effort justification paradigm

Answer 7

When some one puts a lot of effort into something, they rate it more positively even if they disliked it to justify the fact that they did all that

Question 8

Insufficient justification paradigm

Answer 8

People are more likely to ‘like’ something that contradicts the beliefs they hold personally when offered a smaller reward compared to a larger reward.

Question 9

Elaboration likelihood model effect on attitude change

Answer 9

attitude changes from the peripheral route will not be as strong as attitude changes from the central route

Question 10

Ways of dealing with cognitive dissonence

Answer 10

-Change behavior
-Change belief
-Downplay inconsistency