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Unformatted text preview: How to persuade given the underlying function Hereks general functional differences Evaluative Expressive Functional distinctions Methods for assessing functions Coding Questionnaire Proxy Situational/Process Approach Attitudes can serve more than one function Matching hypothesis Why is matching more effective? SOCIAL JUDGMENT Linear discrepancy model Latitude of acceptance Latitude of rejection Latitude of noncommitment People can have same stance but different latitudes The receivers initial attitude serves as a judgmental anchor When do persuasion, no attitude change, and boomerang effects occur? Ego-involvement (definition & qualities) Ego-involvement and judgment latitudes (size) Assimilation Contrast When are perceptual distortions more likely to occur? Perceptual distortions and ego-involvement Method for reducing boomerang/polarization Social norms and social judgment...
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- Spring '06