PSY 380 Tuesday February 22, 2000

Today's Topic

Using Social Influence to Induce Attitude Change

Announcements

 

Recap: Alternative Explanations for Cognitive Dissonance Effects

self-perception theory

impression management theory

self-affirmation theory

Comparison of the Theories

 

 

 

 

Persuasion

the application of rational and/or emotional arguments to convince others to change their attitudes or perform some behavior.

 

Two Routes to Persuasion

peripheral route:

central route:

 

Peripheral Route

familiarity

 

 

emotions and classical conditioning

 

 

message length

 

 

source attractiveness

 

 

source expertise

 

 

But surely we do not always let ourselves be swayed by superficial cues...?

 

 

elaboration likelihood model:

 

 

 

Petty & Cacioppo (1981) procedure

 

 

 

 

Petty & Cacioppo (1981) results

 

 

 

 

Predicting elaboration likelihood

We're highly likely to elaborate on the arguments presented when we have...

 

 

 

 

Which route is better?