Chapter 05 - Biased assimilation – any opposing info that is given to us is incorrect(less convincing Sleeper effect – views are changed and

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Chapter 05 Persuasion Source: who is delivering info “credibility?” Trustworthy, attractive Message: one sided message Only list pros or cons Agree with if already support Clueless? Two sided message Both sides No reactance Pressured to believe a certain side “fear appeals” “feel good appeals” Medium: now message is sent (newspaper, radio, tv) Recipient: who receives the message Elaboration Likelihood Model Central route persuasion (systematic) Think about process and make an informed decision Peripheral route persuasion (Heuristic) Easily persuaded by shortcuts Limited thinking process Normative Influence – agree to info sent to seek approval Information Influence – agree to info being sent to appear right Resistance to Persuasion Reactance: freedom is being compromised (works with increase in self esteem) Forewarning: knowledge prior to info being sent Selective avoidance: only want to find info that supports our beliefs
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Active defense mechanism – active means of maintaining self esteem and concept
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Unformatted text preview: Biased assimilation – any opposing info that is given to us is incorrect (less convincing) Sleeper effect – views are changed and are unaware Cognitive dissonance – aversive thinking process that creates negative emotions because there are opposing thoughts and behaviors or opposing thought processes Direct Find info that supports our beliefs Change our view points or behavior Trivialization (how we think our behavior is unimportant) Indirect Search for the positives (self affirmation) Less Leads to More Effect Counter attitudinal processes Less – more cognitive dissonance More – less cognitive dissonance (induced / forced compliance) Hypocrisy: agreeing / behaving in a particular way that is opposite of how we really feel “public eye” Less cognitive dissonance Stay under public eye Rationalize why (look at failures)...
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This note was uploaded on 05/10/2008 for the course PSYC 205 taught by Professor Roberts-whalen during the Spring '08 term at Baton Rouge CC.

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Chapter 05 - Biased assimilation – any opposing info that is given to us is incorrect(less convincing Sleeper effect – views are changed and

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