PSYC 360 Chapter 7: Social psych CH 7
Document Summary
Elaboration likelihood model - specifies when people will be influenced by what the speech says (i. e. the logic of the arguments) and when they will be influenced by more superficial characteristics (i. e. who gives the speech) The theory states that under certain conditions, people are motivated to pay attention to the facts in communication, and so they will be most persuaded when these facts are logically compelling. Central route to persuasion - sometimes people elaborate on what they hear, carefully thinking and processing the content of the communication. Under other circumstances people are not motivated to pay attention to the facts and notice the surface characteristics of the message. Peripheral route to persuasion - people are persuaded if the surface characteristics of the message make it seem like a reasonable one. People are swayed by the things peripheral to the message itself. The motivation to pay attention to the arguments:
