SOP 3004 Lecture Notes - Lecture 3: Elaboration Likelihood Model, Mindless Behavior, List Of Charmed Characters

• School: University of Florida
• Department: Social Psychology
• Course: SOP 3004
• Professor: Colin Smith

Document Summary

Persuasion - so easily fooled - day 1. Persuasion = the process by which a message induces a change in beliefs, attitudes, or behaviors. Not always easy to know the difference! Fear-arousing communications = persuasive messages that attempt to change. Moderate amount of fear work best; strong amounts of fear fail if they overwhelm people. They deny the importance of the threat. They cannot think rationally about the issue. Only effective if you provide information about how to reduce fear. Elaboration likelihood model - petty and cacioppo (early 1980s to present) Works best when target listens carefully and thinks about the arguments. More likely to happen when the people have the ability and the motivation to : peripheral route. Relies on superficial peripheral cues rather than logical. Works best when target isn"t motivated to pay attention. Uses rule of thumb heuristics to trigger mindless behavior. Attractiveness of source; celebrity endorsement; rhyming: we are persuaded by things that rhyme.