PS270 Lecture Notes - Lecture 15: Pluralistic Ignorance, Iceberg, Chameleon
Document Summary
Persuasion played a role in america"s invasion into iraq. Changed attitudes to believe that wmd would be found as well as sadam. We call good persuasion education and bad persuasion propaganda . Persuasion should be associated with something positive for the persuasion to work. Cognitive response approach is when someone is persuaded because of strong convincing arguments. Central route to persuasion when interested people view and focus on the arguments. Peripheral route to persuasion when distracted and busy people do not focus on the arguments and instead focus on cues that trigger acceptance without much thinking. Many ads for products use peripheral cues such as tim horton"s associates itself with being quintessentially canadian. It is easier to change people"s attitudes than behaviour. Ex, hiv ads change attitudes towards condoms but not towards the behaviour of condom use. The goal is to strengthen attitudes so that behaviour persists.
