Adopted when they were young leads to generation gap

Info icon This preview shows pages 11–14. Sign up to view the full content.

adopted when they were young Leads to generation gap Mostly supported Teens and early twenties are important formative years o Attitudes are changeable then o Attitudes formed tend to stabilize through middle adulthood o Critical period for the formation of attitudes and values Adolescent and early-adult experiences are formative o Make deep and lasting impressions o Most recalled events from their teens or early twenties (Schuman & Scott, 1989) o Thoughtfulness The crucial aspect of central route persuasion is not the message but the responses it evokes in a person’s mind If the message summons favorable thoughts persuades us If it provokes us to think of contrary arguments remain unpersuaded Forewarned is forearmed – if you care enough to counterargue What circumstances breed counterargument? o Someone is going to try to persuade you
Image of page 11

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

Difficult of trying to persuade people under such circumstances (Freedman & Sears, 1965) Distraction disarms counterarguing Persuasion is enhanced by a distraction that inhibits counterarguing Distraction is effective when the message is simple Uninvolved audiences use peripheral cues Analytical people o With a high need for cognition o Enjoy thinking carefully o Prefer central routes People who like to conserve their mental resources o With a low need for cognition o Quicker to respond to peripheral cues What we think in response to a message is crucial o If we are motivated and able to think about it Ways to stimulate people’s thinking o Using rhetorical questions o Presenting multiple speakers o Making people feel responsible for evaluating or passing along the message o Repeating the message o Getting people’s undistracted attention o Stimulating thinking makes strong messages more persuasive and weak messages less persuasive o Can foster a process that moves information through the central route to persuasion o Reception-yielding model (McGuire, 1968) Reception (attention, comprehension, retention) increases with characteristics like intelligence Yielding often decreases with intelligence People with average intelligence should be the easiest to persuade Depends on the complexity of the message If complicated but strong reception more important If simple but weak yielding more important o Regulatory focus (Uskul, Sheman & Fitzgibbon, 2009) White British participants with stronger promotion focus East-Asians with stronger prevention focus Message: the benefits of flossing vs the cost of not flossing British participants are more persuaded by gain-framed message East-Asians are more persuaded by loss-framed message o Less is more (Tormala, Petty & Brinol, 2002)
Image of page 12
59 participants were told there was a plan to introduce new exams into their course Were asked to generate reasons why this was a bad idea: 2 vs 8 Those generated 2 reasons were more opposed to the exam policy Attitudes follow behavior -
Image of page 13

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

Image of page 14
This is the end of the preview. Sign up to access the rest of the document.
  • Fall '16
  • Regulatory Focus Theory,  Festinger,  New position

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern