Social Psychology the 8th chapter A

What is the definition of persuasion?

Intentional efforts to change other people's attitudes in order to change their behaviour.

What does the Elaboration Likelihood Model (ELM) propose?

Persuasive messages can influence attitudes by two different routes: central route and peripheral route.

What characterizes the central route to persuasion?

Influenced by aspects that are central to the true message, relying on argument strength, which are more persuasive

What characterizes the peripheral route to persuasion?

Influenced by aspects of communication that are irrelevant to the true message, such as heuristics.

What factors determine the route taken in the Elaboration Likelihood Model?

Motivation and ability to think

How does motivation affect persuasion according to the ELM?

Relevancy to personal goals and interests contributes to the level of effort devoted to thinking about the message.

How does the ability to think effect the persuasion process?

Even if motivated, distractions can prevent deep thinking about a message, leading to reliance on the peripheral route.

What is the sleeper effect?

The phenomenon where people remember a message but forget its source, diminishing the effect of source credibility over time.

How does communicator and source credibility influence persuasion?

Appearance of expertise and trustworthiness can enhance persuasion.

What is the significance of attractiveness in persuasion?

Attractiveness usually influences via the peripheral route but can also affect the central route depending on the argument.

What is the primacy effect?

Occurs when initially encountered information primarily influences attitudes. If there is a time delay after the 2nd, better to go first

What is the recency effect?

Occurs when recently encountered information primarily influences attitudes. If time delay between 1st and 2nd, better to go 2nd.

What is the impact of emotional responses on persuasive messages?

Messages are more effective if they associate a position or product with positive feelings and avoid negative feelings.

What is the effect of nodding during a persuasive message?

Nodding can magnify responses to an argument by increasing confidence in one's opinion.

How do vivid instances influence attitudes?

Vivid descriptions can powerfully influence attitudes by connecting the message to personal experiences and emotions, trumping statistical information

What is metacognition in the context of persuasion?

Thinking about one's own thoughts and perceptions of confidence in one's attitudes.

What is the significance of the order of presentation in persuasive messages?

First and last arguments are more effective than middle arguments, influenced by timing.

What is the relationship between attitudes and behavior?

People's attitudes toward something often predict how they intend to behave toward that thing.

How does the central route to persuasion affect the durability of attitudes?

Attitudes formed through the central route are stronger, more durable, and more resistant to contrary information.

What is the relationship between personal goals and message relevance in persuasion?

Message relevance to personal goals determines which persuasion route is taken.

What are the two types of facts and communicator similarity that influence persuasion?

For objective facts, agreement from dissimilar others are persuasive. For subjective facts, agreement from similar others are persuasive.

What is the mere exposure effect?

The phenomenon where people develop a positive attitude toward something simply because of repeated exposure.

What does balance theory suggest about attitudes?

It suggests that people are motivated to maintain consistency among their thoughts, which can influence how they form new attitudes.

What is the role of perspective taking in persuasion?

involves considering two different sides of an issue, which can help in understanding opposing views but may not always be effective.

How does the need for cognition influence persuasion?

Individuals with a high need for cognition prefer deep thinking and are more persuadable through the central route of persuasion.

What is the difference between high and low self-monitors in persuasion?

High self-monitors are influenced by ads that enhance self-image, while low self-monitors are less affected by such cues.