AS ALWAYS BE ABLE TO APPLY ALL OF THESE CONCEPTS TO YOUR LIFE Study Points Persuasion 1 What is persuasion Know the real life examples of persuasion presented in class the process by which a message induces change in beliefs attitudes or bheaviors ex politics marketing getting out of a bad situation traffic ticket getting into a good situation dating 2 What are the two routes in the elaboration likelihood model of persuasion and what are characteristics of each Central Route to Persuasion When interested people focus on the arguments and respond with favorable thoughts deep processing in court in debate in papers Audience is analytical and motivated Processing is high elaborate and includes agreement or counterarguing Cogent arguments evoke enduring agreement Peripheral Route to Persuasion When people are influenced by incidental cues shallow processing Attractive women in commercials Having someone dress as a doctor in commercials Audience is not analytical or involved Processing with low effort using peripheral cues and heuristics Cues trigger liking and acceptance but often only temporary 3 What are the heuristics mentioned in class that people use in the peripheral route and how does each affect persuasion there is an attitude change short term automatic response based on superficial cues Ex expensive good Heuristic processing is governed by availability accessibility and applicability using cues like emotions humor celebrities memorable temporary understanding Things that are easy to progress Numbers of reasons for your arguing 4 What are the elements of persuasion 5 How does expertise and trustworthiness relate to speaker credibility and The communicator The message How the message is communicated The audience persuasion must be confident Expertise Knowledgeable Confident expertise Talk fast Trustworthiness Look in the eye Argue against self interest Ex from class more people believe the felon because of his eye contact 6 How does attractiveness and similarity relate to persuasion and when is persuasion more likely for certain topics regarding similarity Physical Attractiveness ex more likely to buy something if Angelina jolie Leonardo decaprio is advertising it Similarity Subjective preference similar better Objective fact expert better 7 When do rational appeals work better they must be moderate 8 Why do good feelings increase persuasion Good mood more responsive to persuasive messages Humor good mood Ex condom commercial from class 9 Why can too much fear in a persuasive message be dangerous from the book it isn t affective can scare the customers away ex Arms of an angel animal cruelty commercial Commercial on drunk driving with baby in back seat 10 Does repetition increase or decrease persuasion there should be MERE repetition Must be neutral Repetition is unappealing if it is distracting and annoying Ex headon commercial 11 Are personal experiences or the media stronger influences 12 What is the 2 step flow of communication and how does it relate to how a Personal experiences message is communicated Not everyone will see the media but they will reach the influence opinion leader or trendsetter so what they think its cool everyone will follow 13 What medium written audio or video increases persuasion the most written info is better if the message is complicated Audio is better if the message is easy and so is video 14 What age group is most susceptible to persuasion younger people 15 What happens to persuasion attempts when a person is forewarned about the persuasion attempt Advance awareness of a situation especially a risky one prepares one to deal with it 16 What is need for cognition and how does it relate to persuasion especially the elaboration likelihood model of persuasion Stimulating thinking makes strong msgs more persuasive weak msgs less persuasive people vary in this some people high in cognition and some people low in cognition this affects route for pursuation high cognition Having facts is more affective Central Route low cognition Peripheral Route 17 Does stimulating thinking about the topic increase or decrease persuasion Increase because it engages the audience if the message is strong Stimulating thinking makes strong messages more persuasive and weak messages less persuasive 18 What are the typical characteristics of cults that make people persuaded to join and participate in them from the book extreme sense of purpose and devotion 19 What is attitude inoculation and how does it decrease the likelihood of persuasion To prevent persuasion it is necessary to strengthen preexisting attitudes beliefs or opinions Make people immune to attempts to change their attitudes by initially exposing them to small weak doses of arguments against the position ex asking many times will decrease your chances because you become immune ex continually seeing bad political ads 20 What is reactance theory and how is it related to persuasion Reactance can cause the person to adopt or strengthen a view or attitude that is contrary to what was intended and also increases resistance to persuasion 1 People feel their freedom to perform a certain behavior is threatened 2 Reactance is aroused 3 Perform the threatened behavior Ex getting a tattoo because your parents tell you not to Pennebaker and sanders the wall that said don t do this under any circumstances had more graffiti than the wall that said don t write on this wall 21 Know the different types of persuasion techniques and the psychological principle that they work off of The persuasion techniques include a Foot in the door i gain a target s compliance with a small request ii Make a larger request drive safely come back soon asking for asking for something small then larger lately can you help me write an outline for my paper can you help me write my paper b Lowball i ii c Bait and switch Start with low cost request later reveal the hidden costs Reveal hidden costs ex shipping and handling fees Dealer fees 26 599 for the car but is this much extra changing terms on an agreement i Get an agreement to a specific arrangement Advertise a low ii price on a particular item Change the terms of the arrangement Describe course as unwise and suggest more expensive alternative Ex draw people in with attractive offer Not really available Switch to less attractive offer that is available d Labeling Assign the target a trait label Seek compliance with a label consistent request i ii NEVER you re so dirty Why can you never pick up
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