The Psychology of Persuasion

These flashcards cover key concepts and terminology related to the psychology of persuasion, including influential models, processes of persuasion, and factors that affect how individuals respond to persuasive messaging.

Elaboration Likelihood Model

A model proposed by Richard Petty and John Cacioppo suggesting that there are two routes to persuasion: central and peripheral.

Central Route to Persuasion

The route wherein people think carefully and deliberately about the content of a persuasive message, focusing on logic, argument strength, and relevant evidence.

Peripheral Route to Persuasion

The route where people attend to superficial cues related to persuasive messages, such as attractiveness or credibility of the message's source.

Motivation (in persuasion)

One of the two factors that determine whether we engage in central or peripheral processing when responding to a persuasive message.

Ability (in persuasion)

One of the two factors that influence whether an audience engages in central or peripheral processing in response to persuasive messages.

Shared Attention

A phenomenon where people are more likely to deeply process a stimulus if they believe many others are attending to it simultaneously.

Agenda Control

Efforts by media to emphasize certain events and topics, shaping public perception of what issues are important.

Hostile Media Phenomenon

The tendency for individuals to view media coverage as biased against their own side and in favor of an opposing side.

Selective Attention

The inclination to tune into information that reinforces our attitudes while tuning out contradictory information.

Moral Reframing

Framing a position in terms of moral principles that the target values in order to persuade them.

Attitude Inoculation

Exposing people to small attacks on their beliefs that prepare them to resist larger attacks and thus resist persuasion.

Thought Polarization Hypothesis

The idea that more extended thought about a particular issue tends to produce more extreme, entrenched attitudes.