PSYC 2600 Chapter Notes - Chapter 8: Elaboration Likelihood Model, American Civil Liberties Union

• School: University of Virginia
• Department: Psychology
• Course: PSYC 2600
• Professor: Christopher Mazurek

Document Summary

Subjective norms: how important others think about one"s behavior. Perceived behavioral control: the extent to which one believes they can engage in the behavior if someone thinks they can"t pass or do something, they won"t do it. Expertise: the amount of knowledge the communicator has relevant to the persuasive message. Trustworthiness: communicator"s perceived intentions; their sincerity people may seem that you are only saying what you want them to hear. Intention: if we believe people are not intending to persuade us, they are more persuasive your goal isn"t to make us do something and we"ll trust that more. Ex) miracle on 34th street when the santa clause gains respect from the customer. Ex) when the criminal argues for harsher penalties. Ex) seeing the grad students talk in a more private conversation, the students were more persuaded by their argument persuasive after a delay. Pratkanis, greenwald, leippe, & baumgardner (1988) sure the reader truly remembers the message.