PSYC 2040 : Social Psychology Exam 3
Document Summary
Central route: occurs when interested people focus on the arguments and respond with favorable thoughts, an appeal to someone"s rationale and to the facts about a situation, ex. Buying a new computer and the salesperson is giving you all the awesome specs on it. Focused on the facts and details: has to be a strong, compelling argument that is based on facts. Peripheral route: occurs when people are influenced by incidental cues, such as a speaker"s attractiveness, ex. Someone tries to sell you something by advocating for its appearance: focuses on cues that trigger automatic acceptance without much thinking, ex. Hurdles: audience has to pay attention, you need to get them to comprehend what you"re talking about, get them to believe it, you want them to remember it, and then behave accordingly about it. It leads to more enduring behaviors because people"s own thoughts are a part of it: they"re getting at the core of your attitude.
