PSYCH-225 Lecture Notes - Lecture 14: Elaboration Likelihood Model, Carl Hovland, Small Favor

• School: Diablo Valley College
• Department: Psychology
• Course: PSYCH-225
• Professor: oliver

Document Summary

Changing attitudes by changing behavior: cognitive dissonance theory. Persuasive communication: communication advocating a particular side of an issue. Peripheral route to persuasion: the case in which people do not elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues. Need for cognition: a personality variable reflecting the extent to which people engage in and enjoy effortful cognitive activities. Fear-arousing communication: persuasive message that attempts to change people"s attitudes by arousing their fears. Heuristic- systematic model or persuasion: an explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts (heuristics) such as experts are always right . Confidence: having confidence in one"s argument is important for persuading people of whatever message you want to get across. Attitude inoculation: making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position.