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PSY205 S5 Persuasion, Occurs when interested people focus on agreement and…
PSY205 S5 Persuasion
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WHAT IS PERSUASION ?
Process by which someone tries to change others' belief, attitude and behaviours
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Occurs when interested people focus on agreement and respond with favourable thoughts. the stringer the argument, the more likely they will be persuaded
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Motivation to grasp something, when we want to master a skill/something, likelihood to use Central route increases
How directly relevant to us, the higher the relevance, the likelihood of using Central Route
Increased capacity, increase likelihood of using central route
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Message discrepancy, Reason VS Emotion, Informational strategies (one-sided appeals & two-sided appeals, primacy or recency), subliminal message (processing of information on an unconscious level)
(1) Fear than relief approach (2) foot in door phenomenon (3) Low ball technique (4) Door in the face technique (5) Primacy/ Recency effect
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Attractive & likable, perceived expertise, speaking style, perceived trustworthiness
Self esteem, age and thoughtfulness, people with high self esteem, life cycle explanation, generational explanation
Occurs when you consider the argument against your attitude and causing you to become more immune to attempts to change attitude in the future
Implication of attitude inoculation: children should be taught how to counter persuasive appeals
Developing counterarguments Poison parasite defence, using a strong but similar argument to counter opponent's ads. Seeing the ad again, will puncture the mind with the counterargument