CSP 161 Lecture Notes - Lecture 15: Attitude Change, Impression Management, Elaboration Likelihood Model

• School: University of Rochester
• Department: Clinical and Social Sciences in Psychology
• Course: CSP 161
• Professor: Andrew Elliot

Document Summary

Attitudes iii alternates to dissonance and persuasion. There are two conditions: given the choice (high dissonance) to write or no choice (low dissonance). After, some participants self-affirmed by completing a questionnaire that emphasized their values; others did not. Interpretation: self-affirming is an important value that eliminates the effects of dissonance on attitudes. Elaboration likelihood model two ways to attitude change: central route systematic thinking; influenced by argument strength, peripheral route heuristic thinking; influenced by cues irrelevant to content. If yes central route (need yes on both for central route) Peripherally-based attitudes are: weaker, easier to change, less predictive of actual behavior. Two elements influence extent of attitude change: source characteristics, message characteristics. Amount of information more = better. 1 vs. 2 sided it depends: 1-sided arguments more effective if audience is: Initially on your side: unaware of both sides, 2-sided arguments more effective if audience is: Initially opposed to you: aware of both sides.