Lecture 11 Outline of Last Lecture The Self Outline of Current Lecture Cognitions Current Lecture Let s Talk About Sex Aronson Mills 1959 Women invited to a group discussion about sex Embarrasment Test given Mild initiation group control PSYCH 360 1st Edition Had to recite words like petting or fondle Severe Initiation Group Experimental Had to recite words like F ck and other explicits Also had to recite passages from lurid book Everyone passed the test Listen in on talk about sex first Found out the talk was about sex in worms Who enjoyed the discussion more Cognitions I worked hard to get into this group This group is boring Dissonance Convince yourself the group is enjoyable Who are We Attitude guides behavior rational actor Behavior guides attitude Rationalizing actor Who do we want to be Why do we hold the attitudes that we hold Persuasion Others attempt to change our attitudes What do we find more persuasive Random high school student who presents facts Harvard professor giving goofy information Some students were told if the initiative was passed it would take effect in one year Other students were told it would take effect in 10 years In 10 year condition professor was more persuasive In 1 year condition high school student was more persuasive When things don t affect you you make mindless decisions Elaboration Likelihood Model Petty Cacioppo 1986 2 Routes to Persuasion Central Route Attend to arguement quality Peripheral Route attend to peripheral cues factors that are irrelevant to the central merits of the attitude object Source expertise Source attractiveness Emotion Labels