PSYC 2040 Chapter : Chapter 7 Persuasion 1
Document Summary
Persuasion: process by which a message induces changes in beliefs, attitudes, or behaviors. Occurs when interested people focus on the arguments and respond with favorable thoughts. More durable and more likely to influence behavior: peripheral route occurs when people are influenced by incidental cues, such as a speakers attractiveness focuses on cues that trigger automatic acceptance without much thinking superficial and temporary attitude change. Elements of persuasion: three elements significantly affect the persuasiveness of a message, 1) the communicator. Elements of persuasion - the communicator: credibility: credibility. Includes characteristics such as: believability, perceived trustworthiness, perceived expertise. Elements of persuasion - the communicator: credibility: gaining creditability. Arguing against own self-interest specifically influences perceived trustworthiness. Delayed impact of a message that occurs when initially discounted message becomes effective, as we remember the message but forget the reason for discounting it. Elements of persuasion - the communicator: attractiveness and liking. People respond more affirmatively to those they like: attractiveness, two forms.
