AP Psych Unit 4 | Persuasion
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10 Terms
persuasion
the process of influencing others’ attitudes, beliefs, or behaviors through communication
often involves appeals to reason (logos), emotions (pathos), or authority (ethos)
elaboration likelihood model
a theory that describes how people process persuasive messages in two ways
central route - deep, thoughtful analysis
peripheral route - quick cues such as appeal/trustworthiness of the speaker
central route of persuasion
a method of persuasion that involves deeply engaging with the content of a message
leads to careful analysis and thoughtful consideration
typically results in more durable attitude change
peripheral route of persuasion
a method of persuasion that relies on superficial cues such as attractiveness or credibility of the speaker rather than actual content of the message
leads to temporary attitude changes
halo effect
the cognitive bias where a positive impression in one area (such as attractiveness) leads to positive evaluations in other areas
influences overall judgments about a person
foot-in-the-door technique
a persuasive strategy where agreement to a small, initial request increases the likelihood of compliance with a larger subsequent request
door-in-the-face technique
a persuasion strategy where a large, initial request is made knowing it will be refused, followed by a smaller, more reasonable request that is more likely to be accepted
false consensus effect
a cognitive bias where people overestimate how much others agree with their own beliefs, behaviors, and attitudes
cognitive dissonance
a psychological discomfort experienced when simultaneously holding conflicting beliefs, attitudes, or values
often leads to an alteration in one of the beliefs or behaviors in order to reduce the discomfort
industrial-organizational (I/O) psychologists
psychologists who apply psychological principles and research methods to the workplace to:
improve productivity
select and promote employees
enhance organizational culture and structure