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Psychology (402)
PSYC 100 (155)
J.D.Monti (13)
Lecture

Psyc 100, Lecture 31.pdf

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Department
Psychology
Course
PSYC 100
Professor
J.D.Monti
Semester
Spring

Description
Persuasion • Two pathways to persuade someone ⿞Central - makes us evaluate persuasive arguments carefully and thoughtfully ‣ Focus on informational content ‣ Strong,persistent attitudes ‣ Usually when we have time to contemplate the decision ⿞Peripheral - leads us to snap judgements ‣ Focus on surface characteristics of arguments ‣ Weak,unstable attitudes ‣ Has the most effect on a short term basis • PersuasiveTechniques ⿞Foot in the door - we start with a small request then ask for a larger one ⿞Door in the face - we start with a large request then move down ⿞Low ball - start by quoting a price very low then after agreement introduce a lot of add on expenses ⿞"But you are free" - make request,but state that the person is free not to comply;causes increased agreement Prejudice and Discrimination • Prejudice - forming an opinion about a group of people before evaluating the evidence ⿞Even
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