PSYCO241 Lecture Notes - Lecture 55: Caffeine, Truism, Newshub
25 Feb 2019
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Attractiveness and similarity: attractive communicators more effective than less attractive ones (e. g. petty & 1988; greenwald et al. , 1986): classic study, ps read essay written by oppenheimer or a journalist from a propaganda newspaper on the possibility of nuclear submarines, ps then shared attitudes on issue immediately and 4 weeks later. Appears that over time, people dissociate the source of the message and the message itself. However, sleeper effect emerges specifically when people only learn of the source after processing the information. Various characteristics about the receiver influence persuasion (e. g. personality, age, mood). Need for closure: a personality variable reflecting the desire to possess some knowledge on a given topic, any definite knowledge as opposed to confusion and ambiguity. Assumption that other" people are more prone to being influenced by persuasive messages than we are (called third-person effect; e. g. duck & mullin, 1995; vallone et al. , 1985; perloff, 1993).
