Intro to Social Psych Vocab Ch 7

Intro to Social Psych Vocab Ch 7 - Recency effects are less...

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Intro to Social Psych Book Vocab Chapter 7 Persuasion – the process by which a message induces change in beliefs, attitudes, or behaviors Central route to persuasion – occurs when interested people focus on the arguments and respond with favorable thoughts. systematic Peripheral route to persuasion – occurs when people are influences by incidental cues, such as a speakers attractiveness. Heristics Credibility – believability. A credible communicator is perceived as both expert and trustworthy Sleeper effect – a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it Attractiveness – having qualities that appeal to an audience. An appealing communicator (often someone similar to the audience) is most persuasive on matters of subjective preference Primary effect – other things being equal, information presented first usually has the most influence Recency effect – information presented last sometimes has the most influence.
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Unformatted text preview: Recency effects are less common than primacy effects Channel of communication – the way the message is delieverd – whether face to face, in writing, on film, o in some other way Two step flow of communication – the process by which media influence often occurs through opinion leaders, who in turn influence others Need for cognition – the motivation to think and analyze. Assessed by agreement with items such as “the notion of thinking abstractly is appealing to me” and disagreement with items such as “I only think as hard as I have to” Cults – a group typically characterize by a distinctive ritual an beliefs related to its devotion to a god or a person, isolation from the surrounding evil culture, and a charismatic leader Attitude inoculation – exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available...
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This note was uploaded on 04/17/2011 for the course PSY 0105 taught by Professor Williamklein during the Fall '08 term at Pittsburgh.

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