Social Psychology – David Meyers 11th Edition – Chapter 7 "Persuasion" – Flashcards
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Persuasion
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The process by which a message induces change in beliefs, attitudes, or behaviors.
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Central route to Persuasion
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Occurs when interested people focus on the arguments and respond with favorable thoughts. (thinking)
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Peripheral Route to Persuasion
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***Occurs when people are influenced by incidental cues, such as speaker's attractiveness. (Seeing)
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Credibility
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Believability.
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Sleeper Effect
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A delayed impact of a message that occurs when an initially discounted message becomes effective.
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Attractiveness
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Having qualities that appeal to an audience.
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Primacy Effect
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Other things being equal, info presented FIRST usually has the most influence
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Recency Effect
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Information presented LAST sometimes has the most influence.
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Channel of Communication
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The way the message is delivered - face-to-face, in writing, on film, or radio, etc.
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Two Step Flow of Communication
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The process by which media influence often occurs through opinion leaders, who in turn influence others.
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Cult
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A group characterized by 1) Distinctive beliefs and rituals 2) Isolation from surrounding culture, 3) Has a Charismatic leader
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Attitude Inoculation
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***Exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available.
