Persuasive communication

Question 1

What are types of expectations in infants?

Answer 1

• Epistemic (Piaget)
• Attachment (Bowlby)
• Aesthetic (Repacholi + Gopnik)
• Ideological (Tetlock)
• Moral (Chandler)
• Self (Campbell)

Question 2

What happens when information conflicts?

Answer 2

Neurological - surprise related activity

Cognitive - re-interpret to be more consistent

Question 3

What are the three cognitive systems for conflicting info?

Answer 3

Selective exposure
- when you can choose to attend elsewhere

Selective Processing
- when possible, double-check only incongruent info

Selective memory
- when possible, forget incongruent info

Question 4

What are 2 levels of thinking?

Answer 4

System 1
- Fast and focused

System 2
- Slow and broad

Question 5

What is System 1 thinking?

Answer 5

Behavioural approach - seek gains

Fueled by positive mood

Top-down, association-based reasoning, assimilation bias

Peripheral route in persuasion

Heuristics and stereotypes

Question 6

What is System 2 thinking?

Answer 6

Behavioural inhibition - avoid losses

Fueled by negative mood

Bottom-up, procedural reasoning, bias correction, accommodation

Central route in persuasion

Bias correction

Question 7

What are pro-attitudinal and counter-attitudinal systems?

Answer 7

Persuasive communication either reinforces or challenges our worldviews.

Pro-attitudinal = reinforcing
Counter-attitudinal = challenging

Reinforce to keep in System 1
Challenge to initiate System 2

Question 8

What factors can increase System 2 engagement?

Answer 8

Generating negative emotions.

Giving adequate motivation, opportunity to think.

Pick people who like to think.

Highlight personal relevance, key consequences.

If source has a confident voice.