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Chapter 7: Power of Persuasion (what are persuasive messages? (routes to…
Chapter 7: Power of Persuasion
what are persuasive messages?
persuasion
routes to persuasion
central route
peripheral route
elaboration likelihood model
the source
sleeper effect
the message
valence
fear-based appeals
outcome-relevant involvement
the audience
Cialdini's six weapons of influence
reciprocation
commitment & consistency
social proof
liking
authority
scarcity
what does research tell us about resisting persuasion?
forwarning
reactance
inoculation
when shouldn't we resist?