Terms
the act of trying to change a person's beliefs, attitudes, or behaviors through communication
What is Persuasion?
part of the ELM when you are high in motivation/ability. Usually more thorough with high involvement.
What is Central Route Processing?
What does ELM stand for?
sources who appear reliable, meaning competent and trustworthy are more
persuasive than those who aren't (hint; doctors, celebrities)
What is Credibility?
Natalie remembered how much Leslie loved concerts. So, she decides to invite her to one that was happening in town. Leslie then decides to invite Natalie to the next concert. This is an example of
What is Reciprocity?
Our moods influence ...
What we find is that when people are highly involved they take the___
What is the Central Route to persuasion?
part of the ELM when you are low in involvement and motivation/ability. Pick whatever is readily available. Usually more persuasive
What is Peripheral Route Processing?
Advertisements on TV try to feature people who are similar to the target
audience
What is Similarity of Source?
What is Social Proof?
What is Reactance?
We also find that when people have low motivation, they tend to take the __
What is the Peripheral Route to persuasion?
The type of process where we critically evaluate information
What is Central Route Persuasion?
Beyond level of conscious awareness, present but undetectable
What is Subliminal Persuasion?
Billie wants to make her sales pitch sound more reliable. She mentions how the product is "recommended by doctors and is 99.9% accurate." Billie thinks adding in a statistic will make her pitch sound more ____
What is Credible?
People committed to an attitude who are told ahead of time will be more resistant to persuasion
What is Forewarning?
Depending on whether or not you have low or high involvement, you may be more easily ___
What is persuaded?
Levels of ___ influence persuasion
What is attraction?
two-step technique in which the influence secures compliance with a request but
then increases the size of that request by revealing hidden costs
What is Lowballing?
A sales associate greeted and complimented Amy as soon as she walked into the store. This is a method of __ that will persuade Amy to buy something.
What is Liking?
Individual difference factors, such as age, gender, and personality traits, can ___ the effectiveness of persuasive messages
What is influence?
What three factors influence persuasion?
Content of the message, source, and audience
True or false, being in a bad mood influences your ability to be persuaded?
True
When you first make a big request, then make a small request
What is the Door-in-the-face technique?
Research says your good friend is more similar to you and therefore more persuasive