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We encourage students to use the “Three-Step Method” for support in their learning. Please find our version of the Three-Step Method, created in collaboration with Queen’s Student Academic Success Services, at the following link: https://sass.queensu.ca/psyc100/ You’ll notice that this chapter looks a bit different from our earlier chapters. A benefit of an Open Access textbook is that we have the ability to source and adapt content written by experts globally that address issues that are important for our course. This chapter is from the text “Principles of Social Psychology.” You can find the book here. Exploring AttitudesLearning Objectives
Presentation on theme: "Chapter 7: Persuasion Jim West/Alamy"— Presentation transcript: 1 Chapter 7: Persuasion Jim West/Alamy
2 Persuasion Process by which a message induces change in beliefs, attitudes, or behaviors Persuasion is a process that can be aimed to induce positive changes (such as toward
healthier life style) or negative (such as the Nazi propaganda machine, described at the beginning of the chapter) The topic of persuasion was studied by Yale professor Carl Hovland during World War II ( ) in order to boost soldiers’ morale Copyright 2016 © McGraw-Hill Education. Permission required for reproduction or display. 3 The Yale Model (Hovland) Elements of Persuasion
4 What Paths Lead to Persuasion? 5 What Paths Lead to Persuasion? 6 Central and Peripheral Routes
7 Central and Peripheral Routes to Persuasion
8 What Are the Elements of Persuasion? 9 What Are the Elements of Persuasion? 10 What Are the Elements of Persuasion? 11 Similarity of Expertise? 12 What Are the Elements of Persuasion? 13 Message Content: Reason vs. Emotion
14 Message Content: The Effect of Good Feelings 15 Message Content: The Effect of arousing
Fear 16 What Are the Elements of Persuasion?
17 What Are the Elements of Persuasion? 18 What Are the Elements of Persuasion?
19 Primacy vs. Recency 20 What Are the Elements of Persuasion? 21
What Are the Elements of Persuasion?
22 What Are the Elements of Persuasion? 23 What Are the Elements of Persuasion? 24 What Are the Elements of Persuasion?
25 What Are the Elements of Persuasion? 26 How Can Persuasion Be Resisted? 27 How Can Persuasion Be Resisted?
28 How Can Persuasion Be Resisted? What is the process by which a message induces change in beliefs attitudes or behaviors?Persuasion has been defined as “the process by which a message induces change in beliefs, attitudes, or behaviors” (Myers, 2011).
Which of the following argument characteristics is likely to be most important to a person who is high in need for cognition?People with a high need for cognition are more likely to form their attitudes by paying close attention to relevant arguments (central route).
Which of these describes the phenomenon in which an original message presented by untrustworthy communicators is initially discounted but then accepted over time?The sleeper effect occurs when we initially discount the message given by an untrustworthy or nonexpert communicator but, over time, we remember the content of the message and forget its source. The result is an attitude change in the direction of the initially discounted message.
When people feel obliged to repay in kind what they have received it is known as the?The reciprocity principle is one of the basic laws of social psychology: It says that in many social situations we pay back what we received from others. In other words, if John does you a favor, you're likely to return it to him.
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