Lecture 11Outline of Last Lecture - The SelfOutline of Current Lecture- CognitionsCurrent 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 enjoyableWho 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 holdPersuasion- Others attempt to change our attitudesWhat 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-