PSY 2012 Lecture Notes - Lecture 24: Elaboration Likelihood Model, Social Influence, Limbic System
Document Summary
Elements include: communicator (source, medium, target, message. Elaboration likelihood model: central route, engaging someone with sound, logical argument, peripheral route. Involves non-message factor: effective when people not paying attention to communicator. Persuasion is the process of changing attitudes. Social psychologists have discovered two primary information-processing routes to persuasion: central route processing, recipient carefully considers the issues involved in persuasion, peripheral route processing, more likely by uninvolved, inattentive targets, less enduring. Compliance: the adjustment of individual behaviors, attitudes, and beliefs to a group standard. Foot-in-the-door: people use a small request in hopes that you will later comply with a large request. Door-in-the-face: making a large request that is expected to be rejected, and then presenting a smaller, more approachable request. Low-balling: getting you to conform to an action, then increasing the cost of said action. That"s-not-all: presenting a request, with following incentives that sweeten the pot .
