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PSYC 215 (296)
John Lydon (79)
Chapter 8

Chapter 8 summary Social Psychology

2 Pages

Course Code
PSYC 215
John Lydon

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Chapter 8: Persuasion Functions of Attitudes - Utilitarian function of attitudes: alert to approach rewarding objects and avoid punishing ones (association). - Ego defensive function of attitudes: helps maintain beliefs about yourself and the world and protects from contradictory information. (landscapes and survival) - The value-expressive function of attitudes: more social than the others. Attitudinal function where atts help people express their most cherished values (usually in groups where this can be supported and reinforced) reference groups: groups whose opinions matter and affect us and our opinions and beliefs. People tend to overestimate the similarity of their group’s thinking and theirs. - The knowledge function of attitudes: atts help organize people’s understanding of the world guiding how they attend to, store, and retrieve info. (debate before elections) Our atts lead us to seek out and attend to information that bolsters our preexisting atts. Persuasion and attitude change - A two process approach to persuasion: o Heuristic-systematic model: systematic and heuristic routes for persuasion o Elaboration likehood model (ELM) : central route and peripheral route for persuasion.  Central route: (or systematic) a persuasive route wherein people think carefully and deliberately about the content of a message. More enduring attitude change.  Peripheral route: (or heuristic) relatively simple, superficial cues related to the message (attractiveness, credibility, length, etc.)  What determines if we will go through central or peripheral? Motivation: to devote time and energy to a message. Ability: to process the message in depth. When we have little of both we take the PR.  Factors that make the CR more likely: personal relevance, knowledge and responsibility. - Source characteristics: Characteristics of the person who delivers the message. o Attractiveness: though they tend to attend more peripheral routes. o Credibility: expertise and trustworthiness o The sleeper effect: messages from unreliable sources exert little influence initially but have the potential to shift people’s attitudes over time. You d
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