PSYC 104 ch.7: Persuasion
Persuasion
ELM
Central Route
Peripheral Route
long lasting change
quick acquiesence
Persuasion Components
Who says?
What is said?
To whom is it said?
How is it delivered?
Creating Compliance
Foot in the door
Door in the face
Lowball technique
Scarcity principle
Peripheral cues
number of arguments
message reason
message mood
message of fear
Avoiding persuasion
Forewarning
Counter arguments
Attitude Inocculation