PSY 240 Lecture Notes - Lecture 7: James Vicary, Impression Management, Chocolate Cake

• School: Stony Brook University
• Department: Psychology
• Course: PSY 240
• Professor: Bonita London- Thompson

Document Summary

Lecture #7: sleeper effect, are longer messages more persuasive, length of communication, central process: quality of the argument is more important than length. Peripheral processing often uses the heuristic: the longer the message, the more valid is must be : primacy vs. recency effect. Jury stimulation study, participants read the prosecution side of a case (message 1) then the defense side of a case (message 2: positive emotions, when people are in a good mood, they are more, agreeable, open to persuasion. Sociable: generous, decisive, but with relatively little thought. Positive in their outlook: positive feelings activate the peripheral route, subliminal messages, messages that are outside of conscious awareness. James vicary (1957) - drink coca-cola , eat popcorn flashed for. Change behavior, change attitude: how do we deal with conflicting attitudes, classic dissonance paradigm. There must be a feeling of personal responsibility for the unpleasant outcomes of the behavior.