Final Study Guide

Final Study Guide - CMN 152 EXAM 3 REVIEW LIST DUAL...

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CMN 152 EXAM 3 REVIEW LIST DUAL PROCESSING MODELS Cognitive response model Thought- listing task is a method for assessing cognitive response. single-process model says that people’s cognitive responses to a message have an effect on persuasion assumes that people are ALL active processors- just at different levels What are cognitive responses? cognitive responses are the initial thoughts generated about the message people actively relate information contained in a persuasive message to their existing feelings and beliefs about the message Cognitions generated in response to persuasive messages determine both the direction and magnitude of attitude change (valence and number of thoughts) Cognitive response is a cognitive evaluation of the entity that constitutes an individual's beliefs about the objects Cognitive responses to a message has an effect on the persuasion This generates both the direction and magnitude of attitude change. Relate the message to their existing feelings and beliefs about message. “reactions to the message” ← from last lecture Factors that impact the favorability and magnitude of responses Message Features Predominant Valence Outcome Strong + P Weak - NP Pro-belief (consistent) + P Con-belief (inconsistent) - NP Messages that prompt predominantly favorable target-generated thoughts should be persuasive. Messages that prompt predominantly unfavorable target-generated thoughts should be unpersuasive. Message that elicit favorable thinking should increase persuasion Unfavorable thinking should decrease persuasion more initial thoughts to message increases dissuasion and could even have a boomerang effect Role of enhanced thought The more cognitive responses the stronger the outcome will be can be negative or positive.
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Langer’s study In the study confederates attempt to cut in a line of people by requesting in 4 different ways. result: when asked something small- we do not pay attention to reason and are more willing to comply. However, with large requests the reason does matter aka we are more likely to effortfully process request (apply CR) and be persuaded by quality of message Size of request Small Large (examples) Real Reason High Compliance High Compliance Real: “I’m double parked” Placebo High compliance Low Compliance Placebo: “I want to cut in line” Mindful Mindful (Effortful system) Mindless Mindlessness (less effortful system by which people process information) both mindful and mindless are langer’s definitions Elaboration likelihood model (ELM) A model that explains the two different ways in which we process information. One route dominates over the other. Central Characterized by comprehensive issue-relevant thinking Peripheral Characterized by the use of simple judgment rules.
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Final Study Guide - CMN 152 EXAM 3 REVIEW LIST DUAL...

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