PSY 103 Lecture Notes - Lecture 24: Elaboration Likelihood Model, Contact Hypothesis

• School: Stony Brook University
• Department: Psychology
• Course: PSY 103
• Professor: Richard Gerrig

Document Summary

The central route to persuasion high elaboration. The peripheral route to persuasion low elaboration. Persuading someone by generating minimal thought i. e. , commercials. People engage in more elaboration at their optimal time of day. Many compliance techniques rely on the peripheral route to persuasion. Cir(cid:272)u(cid:373)sta(cid:374)(cid:272)es (cid:449)here o(cid:374)e perso(cid:374) asks to (cid:271)orro(cid:449) (cid:862)(cid:1004)(cid:1004)(cid:1004)(cid:863). The perso(cid:374) asks to (cid:271)orro(cid:449) a s(cid:373)aller a(cid:373)ou(cid:374)t, (cid:862)(cid:1004)(cid:1004)? (cid:863) the other perso(cid:374) sa(cid:455)s (cid:862)(cid:455)es. (cid:863) A field study the(cid:455) represe(cid:374)ted the(cid:373)sel(cid:448)es as the (cid:862)citize(cid:374)s" co(cid:373)(cid:373)ittee for traffi(cid:272) afet(cid:455). (cid:863) Subjects were approached with either door-in-the-face or foot-in-the-door scenarios. Results showed that if you were to wait a week to make a request, don"t use door-in-the-face. With all these compliance techniques, no one offers principled arguments. Prejudice: a learned negative attitude toward a target. Generalizations about a group of people in which the same characteristics are assigned to all members of the group.