SPC 1603H Lecture Notes - Lecture 7: Elaboration Likelihood Model, Pathos
Document Summary
You have to give facts so people can make a decision based on the information. You need to know where your audience is starting. Figure out how involved they are with the message. How relevant we think something is vs how relevant it actually is. Build one-sided message: present just your message. 2-sided non refutation: present both sides but unbiased for the other side. 2-sided refutation: present both sides but present counterarguments. Inoculation theory: presents evidence as to why other side doesn"t work but your side does. Fear appeals: when they work and when they don"t; susceptibility. Speaker attractiveness: you are a uent speaker and that you care enough, etc. We want to be similar to our audience to create a connection: we . Foot-in-the-door: sell a little point then sell a big point. Door-in-the-face: present crazy outlandish point then sell a more realistic point.
