PSYC 2040 : PSYC2040-EXAM 3
Document Summary
Persuasion: process by which a message induces change in beliefs, attitudes, or behaviors. *peripheral route: when people are influenced by incidental cues such as a speaker"s attractiveness. *central route: when interested people focus on the arguments and respond with favorable thoughts. Purpose inspire durable attitudes, likely to influence behavior change. Ex: emotional; focuses on cues that trigger automatic acceptance w/o thinking. Purpose temporary, superficial attitude change (no behavior change) > speak w/ confidence > introduce expertise > have points audience can agree w/ > make audience believe you"re not intending to persuade > speak quickly; hard to lie. > likely to buy if adverter looks similar to person. > subjective topics listen to similar people. *communicator (1) credibility: believability of the person who is telling you the message (2) attractiveness & liking. *message content (1) reason [interested; reasoning; central] vs. emotion [uninterested; peripheral] (2) discrepancy. > more receptive = willing to listen (ex: having lunch can make one more perceptive)
