Persuasion 10 14 10

Persuasion 10 14 10 - 10/14/2010 Persuasion Chapter 7...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
10/14/2010 Persuasion Chapter 7 Persuasion o Elaboration Likelihood Model (ELM) – a dual process model of persuasion o Reactance – the difficulty in changing minds o Dissonance – changing our minds to meet our actions Persuasion o Attitude: An evaluative orientation toward X X = attitude object o Persuasion: An attempt to change an evaluative orientation Could involve changing the evaluative extremity rather than the valence entirely Average American: 3000 Advertisements per day 3 years of life spent watching commercials Generalized Dual Process Model o Want to know how to change mind? – how does someone think? Perception Automatic Reaction (If no capacity or no motivation) Final Reaction If capacity and motivation conscious reaction final reaction Persuasion Dual – Process Model o Petty + Caccioppo
Background image of page 1

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

View Full DocumentRight Arrow Icon
10/14/2010 Argument Peripheral Cues Peripheral Route: (If no capacity or no motivation) Final Reaction Peripheral cues – focusing on image – a hot narrator or convincing voices Central Route: If capacity and motivation Central cues final reaction
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 09/20/2011 for the course PSY 221 taught by Professor Hugenberg during the Fall '08 term at Miami University.

Page1 / 6

Persuasion 10 14 10 - 10/14/2010 Persuasion Chapter 7...

This preview shows document pages 1 - 3. Sign up to view the full document.

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