Persuasion

Question 1

Persuasion

Answer 1

The process by which a message induces change in beliefs, attitudes, or behaviors

Question 2

The elaboration likelihood model (Central Route)

Answer 2

2 routes to persuasion:

Central Route- Occurs when interested people focus on the arguments and respond favorable thoughts.

Attitude change occurs due to “elaboration” or thinking about the arguments in a message.

3 conditions for persuasion to follow the central route:

1. ) Motivation
2. )People must be able to think about the message
3. )Message must contain strong arguments

Question 3

The elaboration likelihood model (Peripheral Route)

Answer 3

Peripheral Route- Occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.

Attitude change due to simple cue or rule associated with the persuasive message

3conditions for persuasion to follow the peripheral route

1. )Motivation/ability to think about the message are low
2. )Message can contain weak arguments
3. )Positive source cues or heuristics must be available

Question 4

Low ball technique

Answer 4

A tactic for getting people to agree to something whereby people who agree to an initial request will often receive only the costly request are less likely to comply with it

Question 5

Door-in-the-face-technique

Answer 5

A strategy for concession
-After someone first turns down a large request, the same requester counteroffers with a more reasonable request

Chicken fingers in dhall example

Question 6

Variables related to the persuader/messages communicator

Answer 6

Credibility- believability-a credible communicator is perceived as both expert and trustworthy

Sleeper effect- a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it.

Attractiveness- Having qualities that appeal to an audience

Question 7

Variables related to the message

Answer 7

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Question 8

How can persuasion be resisted?

Answer 8

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