PSYC 2120 Lecture Notes - Lecture 5: Robert Cialdini, Iron Eyes Cody, Tupperware
30 Mar 2016
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Document Summary
The process by which a message induces change in feelings, attitudes or behaviours. A focus on the actual content of the arguments that stimulates thinking about the new attitude (also know as systematic processing) (ex: he has a good argument. Acceptance is triggered by incidental cues (ex: the attractiveness of the speaker) without much thinking (also known as heuristic-based processing) (ex: he sounds smart. Both routes are used in marketing and advertising. Central: raising the minimum age will help increase canada"s economy and . Peripheral: raising the minimum wage will make canada great again . Factors related to motivation that inluence the likelihood that you will elaborate on the issues o. Responsibility for evaluating message o: need for cognition/need for closure o. Factors related to ability that inluence if you can process the information in the arguments. Repetition of the message: message clarity o, dictation/time pressure o. Argument quality is important to the central route.
