PSYC 2310 Chapter Notes - Chapter 7: Attitude Change, Collectivism, Stress Management

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Persuasion: communications that are designed to influence people"s attitudes. Elaboration likelihood model (elm): people focus on different aspects of persuasive message as a function of their involvement in message content. Central/systematic route: person thinks carefully about a communication message and is influenced by strength of arguments. Peripheral or heuristic route: a person does not think carefully about a communication message and influenced by superficial characteristics. Message high motivation central route processing persuasion. Message low motivation peripheral route processing persuasion. Distracted = limited ability to focus, difficult to concentrate on central messages that require greater processing, so may rely on peripheral cues (petty, wells, brock) People accept automatically info received (gilbert) person interrupted immediately after hearing some info, more likely to accept info as true because lack of motivation and opportunity to engage in careful processing. Petty distracted, therefore accepted weak and strong arguments. Didn"t have chance to process what they heard.

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