Psychology Across Cultures Chapter 7 Notes -- did very well in this course
University of Miami
What Paths Lead to Persuasion?
• Central route to persuasion-occurs when interested people focus on the arguments and
respond with favorable thoughts. This occurs when people are naturally analytical or
involved in the issue
• The Peripheral route occurs when people are influenced by incidental cues, such as a
speaker’s attractiveness. People use heuristics or cues to make snap judgments
• Central route persuasion, being more thoughtful and less superficial, is more durable and
more likely to influence behavior
WhatAre the Elements of Persuasion?
• Among the ingredients of persuasion explored by psychologists are t