PSYC 2040 Study Guide - Midterm Guide: Cognitive Dissonance, In-Group Favoritism, Ingroups And Outgroups
Document Summary
Persuasion: a process by which a message induces change in beliefs, attitudes, or behaviors, can be both good and bad, bad persuasion: propaganda, good persuasion: education o. Inevitable there are things around you all the time that are persuading you. What paths lead to persuasion: central route thoughts, occurs when interested people focus on the arguments and respond with favorable, an appeal to someone"s rationale and to the facts about a situation, ex. Buying a new computer and the salesperson is giving you all the awesome specs on it. Focused on the facts and details: has to be a strong, compelling argument that is based on facts, occurs when people are influenced by incidental cues, such as a speaker"s. Someone tries to sell you something by advocating for its appearance: focuses on cues that trigger automatic acceptance without much thinking. Can lead to attitude change but doesn"t necessarily lead to behavioral change.
