COMM 1000 Lecture Notes - Lecture 12: Elaboration Likelihood Model, Granola
18 Oct 2017
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Reinforcing, modifying, or extinguishing behaviors within the constraints of a given communication context (gass & seiter, 2014) Attitude: learned predisposition to respond favorably or unfavorably toward some attitude object. (fishbein & ajzen, 1975) Consistency is one way that we can be persuaded. Three cognitive elements may be balanced or imbalanced. If imbalanced, the least important is usually changed. Granola bars are low in fat, which means they"re healthy . Cupcakes are high in sugar, which means they"re unhealthy but i love to eat. Comm-1000 - lecture 12 - part 12: persuasion. People tend to reciprocate when they are given something in return. We like to appear that we"ll make the same decisions over and over again. If they can get you to say yes once, you are less likely to deny them later. Make a small request, that turns out to be large. Getting you to agree, then changing the terms of the agreement.
