Class Notes (1,100,000)
US (490,000)
Rutgers (10,000)
14:50 (1,000)
Lecture 6

01:830:321 Lecture Notes - Lecture 6: Social Proof, Attitude Change, Classical Conditioning


Department
Psychology
Course Code
01:830:321
Professor
D.Sanchez
Lecture
6

This preview shows page 1. to view the full 4 pages of the document.
PERSUASION
Persuasion
Central Route: when elaboration likelihood is high, attitude change occurs through the
central route
The generation of positive or negative cognitive responses to the message
On the basis of the positive or negative cognitive responses, attitude change may
occur
Peripheral Route: when elaboration likelihood is low, attitude change occurs through
the peripheral route
No careful scrutiny of persuasive message
Minimal generations of cognitive responses
Look for cues in the persuasion context
Features of the Source of a Message that can Serve as Persuasive Cues
Expertise
Credibility
Likability
Attractiveness
Similarity
In group status
Number of sources/arguments
Other Persuasive Cues
Reactions of others
Social proof
Mood
Classical conditioning
“how do I feel about it - misattribution
Non conscious mimicry and facial feedback
Emotional appeals
Positive Emotions
You're Reading a Preview

Unlock to view full version