week 11 ics

Elaboration Likelihood Model (ELM)

A dual process theory describing how attitudes change through two routes: central and peripheral.

Central Route

Involves careful thinking and examination of the information central to the topic.

Peripheral Route

An indirect route using peripheral cues to associate positivity with the persuasive message.

Cognitive Misers

The concept that people prefer to use minimal cognitive effort when processing information.

Sufficiency Principle

People engage in systematic processing only to the extent necessary to fulfill their needs.

Heuristics

Simple decision rules that substitute for more careful analysis of persuasive messages.

Persuasive Communication

Information intended to change or bolster a person's attitude or action, presented in various formats.

Motivation

The desire to engage in thinking about a message, influenced by personal relevance and responsibility.

Ability

The capability to think critically about a persuasive message, determined by distraction and prior knowledge.

Biased Elaboration

Processing of information in a way that aligns with one's pre-existing attitudes, leading to resistance against persuasion.

Weak Attitude

An attitude that is less accessible, temporary, easy to change, and less predictive of behavior.

Strong Attitude

An attitude that is accessible, persistent, stable, and resists counterarguments.

Influencer Marketing

A strategy where influencers promote brands and products through content that engages their audience.

Parasocial Relationships

Socio-emotional connections people develop with media figures such as celebrities.

Advertising Definition

Paid nonpersonal communication from an identifiable sponsor, using mass media to persuade an audience.

Heuristic-Systematic Model

A model that describes the parallel operation of systematic and heuristic processing in information processing.

cognitive dissonance Theory

The theory that suggests discomfort arises from holding conflicting ideas, which can lead to attitude change.

Initial Attitude

The pre-existing beliefs or feelings someone has before receiving new persuasive information.

Attitude Change

The process by which a person's attitude shifts in response to persuasive messages.

Cognitive Capacity

The mental ability to process information and think critically about messages.

Research ELM

Study focused on how motivation impacts attitude change through personal relevance and argument quality.

Advertising Evolution

The changes in advertising strategies influenced by new media, consumer behaviors, and extended effects.

Content Engagement

The interaction and response that influencers seek to create within their audience through their content.

Trustworthiness

The quality that influencers possess, making them reliable sources of advice for their followers.

Disclosure Transparency

The clarity and openness required in influencer marketing about sponsorships and collaborations.

Social Categories

The groups that individuals identify with, which can influence their attitudes and responses to persuasive messages.

Effective Advertising

Advertisements that successfully change consumer attitudes and provoke actions through strategic communication.

Attitude Objects

The specific stimuli, such as brands or issues, that attitudes are directed toward.

Emotional Processes

The affective aspect of persuasion that influences the effectiveness of persuasive communication.

Engagement Dynamics

The interaction patterns that develop between influencers and their audience, shaping how marketing messages are received.

Advertising Literacy

The ability to understand and critically evaluate advertising messages and their intents.

Sponsorship Relationships

The partnerships between brands and influencers that require transparency in promotions.

Cognitive Load

The mental effort required to process information, which can affect engagement with persuasive messages.

Social Issues Awareness

The role of influencer marketing in promoting knowledge and action regarding societal challenges.

Influencer's Private Lives

Aspects of influencers' personal lives that they share to build rapport with their audience.

Idealized Body Images

Unrealistic representations often communicated through influencer marketing that can affect audience perception.

Cognitive Effort

The mental energy expended in analyzing and forming attitudes about persuasive messages.

Portrayal of Expertise

How influencers position themselves as knowledgeable authorities in their content areas.

Media Formats

The various channels through which advertising messages are conveyed, evolving with technology.

Strategic Persuasion

The careful planning of messages to achieve desired attitudes and behaviors in the audience.

Public Service Announcements

Messages designed to inform and educate the public on social issues, often without a profit motive.

Person-Centric Processing

How individual characteristics affect the way persuasive messages are interpreted and accepted.

Influencer Engagement

The active participation of followers in content created by influencers, influencing behaviors and attitudes.

Complexity of Advertising

The multifaceted nature of advertising strategies that adapt to cultural and technological changes.

Consumer Behavior Evolution

Changes in how consumers respond to advertisements, influenced by media and social dynamics.

Behavior Change Stimulus

The use of marketing strategies aimed at encouraging positive changes in consumer behavior.