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ECU PSYC 3221 - Persuasion
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PSYC 3221 1st Edition Lecture 7• Social Psychologyby David G. Myers, 9/e• Chapter Seven• Persuasion• Two routes to persuasion• Central route persuasion• Peripheral route persuasion• The elements of persuasion• The communicator– Credibility– Attractiveness• The message content– Reason versus emotion– Discrepancy– One-sided versus two-sided appeals– Primacy versus recency• The elements of persuasion• The communication channel– Active experience or passive communicationThese notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.– Personal versus media influence• The audience– How old are they?– What are they thinking?• Case studies in persuasion: Cult indoctrination• Attitudes follow behavior• Persuasive elements– The communicator– The message– The audience• Group Effects– Resisting persuasion: Attitude inoculation• Case studies in persuasion: Becoming a Cult Leader• Create your own social reality• Create granfallon (ingroup/outgroup)• Generate commitment (foot in the door)• Establish credibility and attractiveness• Send members to proselytize• Distract members from “undesirable” thoughts• Fixate members on a


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