PSYCH 2C03 Chapter Notes - Chapter 3: Elaboration Likelihood Model, Norm (Social)
7 Feb 2017
School
Department
Course
Professor
Document Summary
Compliance: a change in behaviour in response to a direct request from another person. Reciprocity norm: a social norm by which the receipt of something positive from another person requires you to reciprocate, or behave similarly, in response. Lowballing: an unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, and then subsequently raises the price; frequently, the customer will still make the purchase at the inflated price. Persuasive communication: communication (e. g. , a speech or television advertisement) advocating a particular side of an issue. Fear-arousing communication: a persuasi(cid:448)e (cid:373)essage that atte(cid:373)pts to (cid:272)ha(cid:374)ge people"s attitudes by arousing their fears. Subliminal messages: words or pictures that are not consciously perceived but that supposedl(cid:455) i(cid:374)flue(cid:374)(cid:272)e people"s judg(cid:373)e(cid:374)ts, attitudes, a(cid:374)d (cid:271)eha(cid:448)iours.
