Term
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Definition
| communication that is designed to influence a person's attitudes and behaviour |
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Term
| Elaboration likelihood model (ELM) |
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Definition
| A model describing two distinct routes (Central and Peripheral) that are used to process persuasive messages |
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Term
| name and describe the two routes to processing a persuasive message. |
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Definition
central or systematic route processing
- occurs when people have ability and motivation to carefully evaluate arguments in persuasive message
Peripheral or heuristic route processing
- occurs when people lack ability and motivation to carefully evaluate a persuasive message, and therefore are influenced only by superficial cues |
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Term
| attitude change based on which persuasion processing route leads to it being longer lasting and more resistant to change |
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Definition
| central or systematic route processing |
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Term
| If people are distracted, mostly likely to rely on which type of cues? |
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Definition
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Term
| If someone is more alert, they are more likely to use which type of persuasion processing? |
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Definition
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Term
| If argument is difficult to understand, they are more prone to using which type of persuasion processing? |
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Definition
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Term
| what type of persuasion processing used when personal relevance to topic is either high or low. |
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Definition
high: centrally
low: peripherally |
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Term
| what are the three main factors (very brief) that influence persuasion. include their subgroups |
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Definition
1.source (who delivers message)
- attractiveness
- similarity
- credibility
2. content of message
- length
- discrepancy
3. audience
- demographic factors
- personality |
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Term
| For kids, who is seen as most credible |
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Definition
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Term
| how credible do people appear that argue against what appears to be their own self interests? |
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Definition
| they seem highly credible, as they have nothing to gain |
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Term
| are people persuaded better from a moderately credible source after first hearing the same message from a highly credible source or a low credible source? |
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Definition
| better persuaded after first hearing a message from a low credible source |
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Term
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Definition
| phenomenon by which a message that initially is not persuasive becomes more persuasive over time because people forget its source |
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Term
| long message are more effective if they are which combination? (strong/weak) and processed (centrally/peripherally) |
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Definition
| strong and processed centrally |
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Term
discrepancy
- subcategory of? |
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Definition
people see evidence that supports their view as quite strong, and evidence that opposes their view as quite weak
- subcategory of content message from factors that influence persuasion |
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Term
| people high in self monitoring are more likely to be influenced by which type of adds? (informational or image?) |
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Definition
| image, because these people are more image conscious |
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Term
| those with high need of cognition and low need for cognition are more likely to use which forms of persuasion processing? |
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Definition
low: peripheral
high: central |
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Term
| briefly list the 6 principles of persuasion |
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Definition
1. reciprocation
2. social validation
3. consistency
4. friendship and liking
5. authority
6. scarcity |
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Term
| what are the four types of behaviour associated with reciprocation? |
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Definition
pro-scoail behaviour
self-disclosure
cooperation/competition
compliance (we are persuaded by those who have complied with our request in the past) |
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Term
| which has a stronger influence of voting? unconscious emotions, or conscious rational thought |
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Definition
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Term
| people in good mood more likely or less likely to process information carefully? |
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Definition
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Term
| briefly list the four main ways of resisting persuasion |
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Definition
forewarning (making people aware they will soon receive persuasive message)
reactance (people react to threats of freedom by becoming even more likely to do it. ie warning labels make ppl more likely to watch)
inoculation (exposure to weak version strengths ability to resist after hearing stronger version of same message)
attitude importance (attitudes more important to us are more resistant to persuasion) |
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Term
| when contrasting individ and collect cultures, which are more persuaded by experts, and which by older male and part of famous family? |
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Definition
individ: expert
collect: older male and part of famous family |
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Term
| Give the reasons the following countries would help a co-worker: China, German, Spain, America |
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Definition
China: authority (due to high power distance)
German: consistency (help them if request consistent with organization's rules)
Spain: liking and friendship (simpatia)
America: reciprocity (help those that have helped you) |
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