Week 11: How Persuasion Impacts Attitudes and Beliefs Flashcards
manipulation versus persuasion
persuasion involves influencing someone through logic and ethical means while manipulation involves influencing someone through unethical and sometimes deceptive means
persuasion
the process by which a message induces change in beliefs , attitudes, or behaviors
What are the two routes to persuasion?
central and peripheral
central route
focus is on the argument(rational argument)
Peripheral Route
focus is on cues that trigger acceptance without much thinking (desire-based argument)
four key elements of persuasion
- communicator
- message
- audience
- how the message is being communicated
the halo effect
a tendency to believe that people have inherently good or bad natures rather than looking at individual characteristics
example of when a ONE-SIDED message is affective
when people agree with a message
example of when a TWO-SIDED message is affective
when a person initially disagree with a topic
foot-in-the-door phenomenon
The tendency for people who have first agreed to a small request to comply later with a larger request
Door-in-the-face Phenomenon
After someone first turns down a large request (the-door in the face), the same requester counteroffers with a more reasonable request
lowball technique
People who agree to an initial request will often still comply when the requester asks for something bigger
primacy effect
an person’s tendency to better remember the first piece of information they encounter than the information they receive later on
regency effect
we remember information better that is presented to us last
how can we resist persuasion?
strengthen personal commitment and develop counter arguments
