PSY220H5 Lecture Notes - Lecture 6: Fear Appeal, Optimism Bias, Ingratiation
Document Summary
How the message is prepared, organized and presented. More persuasive than either a two-sided argument that does not refute the opposition"s position or a one-sided argument. Enhances credibility, provides cogent reasons why opposing arguments are wrong, and helps prevent from persuasion (resist opposition) Order of presentation: primacy- when an argument presented early in a message, or the first of two opposing arguments is most persuasive. If there is no delay between messages: recency- when an argument presented later in a message, or the second of two opposing arguments is most persuasive. If there is a delay between messages: persuasiveness depends on several factors (ex. Framing- how the information is presented in the message (positive framing vs. negative framing: ex. Condoms are 90% effective (positive) vs. condoms are 10% ineffective (negative) Heuristics- 90%=90% good, 10%=10% bad: temporal framing- the timing influences your willing to comply with the request (ex.
