Chapter 8 Of Textbook

Question 1

Elaboration likelihood model

Answer 1

A model of persuasion maintaining that there are two different routes to persuasion: the central route and the peripheral route

Question 2

Central route

Answer 2

A route to persuasion wherein people think carefully and deliberately about the content of a persuasive message, attending to its logic and the strength of its arguments, as well as to related evidence and principles

Question 3

Peripheral route

Answer 3

A route to persuasion wherein people attend to relatively easy-to-process, superficial cues related to a persuasive message, such as its length or the expertise or attractiveness of the source of the message

Question 4

Motivation and ability factors

Answer 4

Issue is personally relevant, knowledgeable in domain, issue is not personally relevant, distracted or fatigued, incomplete or hard-to-comprehend message

Question 5

Process

Answer 5

Central or peripheral

Question 6

Factors promoting attitude change

Answer 6

Quality of argument, source attractiveness, fame, expertise, number and length of arguments, consensus

Question 7

What determines whether we will engage in central or peripheral processing in response to a persuasive message?

Answer 7

Two factors: motivation and ability

Question 8

Motivation

Answer 8

When the message has personal consequences we’re more likely to go the central route and carefully work through the arguments and relevant information

Question 9

Ability

Answer 9

When we have sufficient cognitive recourses and time, we’re able to process persuasive messages more deeply

Question 10

Source characteristics

Answer 10

Characteristics of the person who delivers a persuasive message, such as attractiveness, credibility, and certainty

Question 11

Sleeper effect

Answer 11

An effect that occurs when a persuasive message from an unreliable source initially exerts little influence but later causes attitudes to shift

Question 12

Message characteristics

Answer 12

Aspects, or content, of a persuasive message, including the quality of the evidence and the explicitness of its conclusions

Question 13

Identifiable victim effect

Answer 13

The tendency to be more moved by the vivid plight of a single individual than by a more abstract number of people

Question 14

Audience characteristics

Answer 14

Characteristics of those who receive a persuasive message, including need for cognition, mood, and age

Question 15

Metacognition

Answer 15

Secondary thoughts that are reflections on primary thoughts (cognitions)

Question 16

Self-validation hypothesis

Answer 16

The idea that feeling confident about our thoughts validates those thoughts, making it more likely that we’ll be swayed in their direction

Question 17

Agenda control

Answer 17

Efforts of media to select certain events and topics to emphasize, thereby shaping which issues and events people think are important

Question 18

Thought polarization hypothesis

Answer 18

The hypothesis that more extended thought about a particular issue tends to produce a more extreme, entrenched attitude

Question 19

Attitude inoculation

Answer 19

Small attacks on people’s beliefs that engage their preexisting attitudes, prior commitments, and background knowledge, enabling them to counteract a subsequent larger attack and thus resist persuasion

Question 20

The elaboration likelihood model

Answer 20

hypothesizes that there are two routes to persuasion. A person’s motivation and ability to think carefully and systematically about the content of a persuasive message determine which route is used

Question 21

central route to persuasion

Answer 21

people attend carefully to the message, and they consider relevant evidence and underlying logic in detail.

Question 22

The peripheral route to persuasion

Answer 22

people pay attention to superficial aspects of the message.

Question 23

The elements of a persuasive attempt are:

Answer 23

the source of the message (“who”), the content of the message (“what”), and the audience of the message (“to whom”). Sources that are attractive, credible, and confident tend to be persuasive.

Question 24

Vivid messages

Answer 24

usually more persuasive than matter-of-fact ones. An example is the identifiable victim effect, whereby messages with a single identifiable victim are more compelling than those without such vivid imagery.

Question 25

Advertisements in independent cultures emphasize the ______, and those in interdependent societies emphasize the _______.

Answer 25

individual; collective

Question 26

Metacognition

Answer 26

people's thoughts about their thinking, can play a powerful role in persuasion.

Question 27

The self-validation hypothesis

Answer 27

states that when people have greater confidence in their thoughts, they are more persuaded in the (favorable or unfavorable) direction of their thoughts.

Question 28

_______ _______, such as head nodding or shaking, can indicate the level of confidence people have in their thoughts about an attitude issue or object.

Answer 28

Bodily movements

Question 29

Describe the three elements of a persuasive appeal

Answer 29

The three elements of persuasion are source characteristics, message characteristics, and audience characteristics.

Question 30

What is the self-validation hypothesis? What aspects about our thoughts, besides the positive-negative direction and number of thoughts we have on a topic, influence whether or not we are persuaded by them?

Answer 30

The self-validation hypothesis states that whether or not we are persuaded is influenced not only by the direction and number of thoughts we have on the issue or topic, but also on how confident we are about our thoughts. The more confident, the more we are likely to be persuaded by them. A few factors are known to influence thought confidence. The more valid we believe our thoughts are, the more easily we are able to come up with our thoughts, and the clearer our thoughts are, the more confident we'll be about our position and the more we are likely to be persuaded.