PSYC 2120 Lecture Notes - Lecture 5: Physical Attractiveness, Robert Cialdini
Document Summary
Persuasion: the process by which a message induces change in beliefs, attitudes, or behaviors. The evolution of theory and research of persuasion: Credited by providing a good deal of insight into when and how persuasion occurs: pay attention to the message, comprehend the message, accept the message, 4 factors have emerged to influence persuasion: Cognitive response approach: conceives of people as being active participants in the persuasion process. Thus, the thoughts that people generate in response to a message are believed to be the end result of information processing activity: elaboration likelihood model. Suggests there are 2 different cognitive routes to persuasion. Peripheral route to persuasion: used when we lack the ability to process more carefully (have to make up mind quickly as well) The simple use of rules of thumb: acceptance is triggered by incidental cues (i. e. , attractiveness of the speaker) without much thinking (also known as heuristic-based processing) Effectiveness of a persuasive communication: communicator (who is saying it)
