Chapter 7 (Part 1) - Persuasion

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7 Terms

1
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Persuasion

the process by which a message induces changes in beliefs, attitudes, or behaviors

2
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2 routes to attitude change

  • central route

  • peripheral route


3
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Central route to persuasion

occurs when interested people focus on the arguments and respond with favorable thoughts

  • change results from consideration of the merits of a persuasive message


4
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Peripheral route to persuasion

occurs when people are influenced by incidental cues, such as speaker’s attractiveness

  • change results from attention to “peripheral persuasion cues”


5
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Central route is followed when

motivated AND able to attend the message

6
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Peripheral route is followed when

not motivated OR not able

7
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People who base their attitudes on a careful analysis of the arguments will be

  • more likely to maintain this attitude

  • more likely to behave consistently with this attitude

  • more resistant to counter-persuasion