psych ch 13

Question 1

elaboration likelihood model (ELM)

Answer 1

a dual-process model of persuasion that predicts whether factual info will be most influential

Question 1

central route to persuasion

Answer 1

focuses on facts, logic, and the content of a message to persuade

Question 2

peripheral route to persuasion

Answer 2

focuses on features of the issue or presentation that are not factual.
- ex. attractiveness of person speaking

Question 3

construal-level theory

Answer 3

describes how info affects us differently depending on our psychological distance from the info

Question 4

identifiable victim effect

Answer 4

describes how people are more powerfully moved to action by the story of one suffering person than by info about a whole group of ppl

Question 5

attitude inoculation

Answer 5

a strategy for strengthening attitudes and making them more resistant to change by first exposing ppl to a weak counter-argument and then refuting that argument

Question 6

door-in-the-face technique

Answer 6

involves asking for something big, then following with a smaller request

Question 7

foot-in-the-face technique

Answer 7

involves making a simple request followed by a bigger request

Question 8

cognitive dissonance theory

Answer 8

when we hold inconsistent beliefs, this creates aversive inner-tension or dissonance; we are then motivated to reduce this tension however we can