Chap 7 pp Persuasion (1)

What is the Elaboration Likelihood Model (ELM)?

The ELM is a model of persuasion proposing two routes to persuasion: the central route and the peripheral route.

What is the central route to persuasion?

The central route occurs when people think critically about a persuasive message, focusing on its logic and argument strength.

What is the peripheral route to persuasion?

The peripheral route involves focusing on superficial aspects of a message, such as the attractiveness or credibility of the source.

What are source characteristics?

Source characteristics refer to attributes of the person delivering a persuasive message, like attractiveness and credibility.

What is the sleeper effect?

The sleeper effect is a phenomenon where a message from a noncredible source initially has little influence but can later change attitudes.

What is the identifiable victim effect?

The identifiable victim effect is the tendency to be more moved by the vivid plight of a single individual than by abstract statistics.

What is the need for cognition?

The need for cognition is a personality trait signifying the tendency to engage in and enjoy deep thinking about judgments and decisions.

What is the hostile media phenomenon?

The hostile media phenomenon is the tendency to perceive media coverage as biased against one's views in favor of opposing ones.

What is attitude inoculation?

Attitude inoculation is a technique that exposes individuals

Moralization of Attitudes

The process through which attitudes backed by moral convictions become more resistant to change.

Cognitive Dissonance

A psychological theory proposing that individuals experience discomfort when holding contradictory beliefs or when their beliefs are inconsistent with their behaviors.

Social Proof

The influence that the actions and attitudes of others have on an individual's own behavior, often used in persuasion.

Reciprocity Norm

The social norm that dictates that individuals should repay others for what they receive from them, often utilized in persuasive tactics.

Foot-in-the-Door Technique

A persuasion strategy that involves getting a person to agree to a large request by first setting them up with a smaller, more manageable request.

Door-in-the-Face Technique

A persuasion strategy that involves making a large request that is expected to be refused, followed by a smaller request.

Anchoring

A cognitive bias that describes the tendency to rely too heavily on the first piece of information encountered when making decisions.

Framing Effect

The way information is presented can influence an individual's perception and decision-making.

Commitment and Consistency

Principle stating that once someone commits to something, they are more likely to act consistently with that commitment.

Nudging

A concept in behavioral economics that involves subtle policy shifts to encourage people to make decisions that are in their broad self-interest.

Attitude Change

The process through which an individual's feelings about a particular topic or object change, influenced by persuasive messages

What is persuasion?

Persuasion is the process of convincing someone to change their beliefs, attitudes, or behaviors through arguments or appeals.

What role does credibility play in persuasion?

Credibility enhances the effectiveness of a persuasive message, as individuals are more likely to be influenced by a