PSYC 3346 Lecture Notes - Lecture 2: Elaboration Likelihood Model, Social Influence, Jargon

• School: Mount Royal University
• Department: Psychology
• Course: PSYC 3346
• Professor: Naomi Grant

Document Summary

Psyc 3346 lecture 2 notes introduction to social influence and persuasion (pt. Automatic versus controlled processes in persuasion: most behaviour is automatic because it is usually effective and efficient in a highly stimulating and demanding world, automatic behaviour functions as a shortcut. In this study, compliance was found to differ depending on the reason given by someone: using the word "because" in a reason significantly increased compliance, even if the actual reason was empty. May i use the xerox machine because i have to make some copies?" yielded more compliance compared to. Dual process models: there are two models that explain persuasion, elaboration likelihood model of persuasion (petty & cacioppo, 1986, heuristic systematic model of persuasion (chaiken, 1980) In this model, there are two routes to persuasion; the route taken depends on motivation and ability: central route is characterized by high effort and is controlled.