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Lecture

Psych 253 PERSUASION

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Department
Psychology
Course
PSYCH 253
Professor
Steve Spencer
Semester
Fall

Description
PERSUASION Two models that try to sort this out: they say we have two-modes of processing persuasive message 1. Chaikey and Eagly – Controlled & Heuristic processing: We get an appeal/persuasion and think about it and actually argue within ourselves 2. Petty & caciopo – the elaboration Likelihood model: sometime people think about it a lot, sometimes don’t; central route– thinking & peripheral route – under the radar; how we feel now, not how we feel for a long time The Communicator – the better the arguments are the more persuasive they are to central route; The communicator peripheral: *Credibility – credible communicators (those who have status) are more persuasive than less credible communicators. *Expertise and Persuasion- T.S Eliot (famous poet), Agnes Stearns (high school teacher); *trustworthiness; *sleeper effect – you forget who said it, the persuasion goes down; *physical attractiveness – more attractive, more persua
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