Week 6 - Persuasion

Question 1

Persuasion

Answer 1

communication that is designed to influence a persons attitudes and behaviour

Question 2

elaboration likelihood model (ELM)

Answer 2

a model describing two distinct routes (central and peripheral) that are used to process persuasive messages

Question 3

central or systematic route processing

Answer 3

a type of processing that occurs when people have the ability and motivation to carefully evaluate the arguments in a persuasive message

Question 4

peripheral or heuristic route processing

Answer 4

a type of processing of persuasive messages that occurs when people lack the ability and motivation to carefully evaluate a persuasive message, and therefore are influenced only by superficial cues

Question 5

peripheral cues

Answer 5

cues that are associated with the context of a message rather than the content, these cues include length of the message, the source of the message, and the speed at which the message is delivered

Question 6

sleeper effect

Answer 6

the phenomenon by which a message that initially is not particularly persuasive becomes more persuasive over time because people forget its source

Question 7

subliminal persuasion

Answer 7

a type of persuasion that occurs when stimuli are presented very rapidly at an unconscious level

Question 8

forewarning

Answer 8

making people aware that they will soon receive a persuasive message

Question 9

reactance

Answer 9

the idea that people react to threats to their freedom to engage in a behaviour by becoming even more likely to engage in the behaviour

Question 10

inoculation

Answer 10

the idea that exposure to a weak version of a persuasive message strengthens peoples ability to later resist stronger versions of the message