com204-pp-intro

com204-pp-intro - PERSUASION convincing, changing ones...

Info iconThis preview shows pages 1–10. Sign up to view the full content.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: PERSUASION convincing, changing ones mind, inducing a conscious attempt by one individual to change the attitudes, beliefs, or behavior of another individual or group of individuals through the transmission How do we change minds? Credibility of the source Emotional / motivational appeals Cognitive dissonance Is persuasion mindless Plato: human soul consists of three parts Appetitive: persons instinct, desire for food and sex Spirited: persons character, will, Aristotles three means of persuasion Pathos: a state of emotion Ethos: the character of the speaker Logos : the appeal to the rational Elaboration Likelihood What happens when a person receives a persuasive message? Distinct routes of processing: Central route (Elaboration occurs) Peripheral route (Nonelaboration) Elaboration Likelihood Elaboration = the extent to which a person thinks about the issue-relevant arguments contained in a message. Elaboration: complex processes; active thinking and active counterargument. Nonelaboration: superficial thoughts; unthinking acceptance or unthinking rejection Elaboration Likelihood Elaboration depends upon motivation and ability : low motivation and low ability leads to more peripheral processing. Elaboration Likelihood Motivation depends on: Involvement Diversity of Argument Need for Cognition...
View Full Document

This note was uploaded on 05/02/2011 for the course COM 204 taught by Professor Cooley during the Spring '07 term at Cal Poly Pomona.

Page1 / 26

com204-pp-intro - PERSUASION convincing, changing ones...

This preview shows document pages 1 - 10. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online