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Questions and Answers
What is the primary goal of persuasion?
Which principle of persuasion states that people are more likely to say yes to those who have done something for them?
What type of persuasion uses logical arguments and evidence to persuade?
What is the central route in the Elaboration Likelihood Model (ELM)?
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What is the Yale Attitude Change Approach?
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What is a key factor that influences persuasion?
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What is the principle of persuasion that states people are more likely to comply with requests from authority figures?
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What is the primary difference between central and peripheral routes in the Elaboration Likelihood Model (ELM)?
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Study Notes
What is Persuasion?
- The process of influencing people to adopt a particular attitude, belief, or behavior
- Aims to change or reinforce attitudes, beliefs, or behaviors through symbolic communication
Key Principles of Persuasion
- Reciprocity: People are more likely to say yes to those who have done something for them
- Commitment and Consistency: People tend to be consistent with their previous actions and commitments
- Social Proof: People are more likely to adopt a behavior if they see others doing it
- Liking: People are more likely to say yes to those they like
- Authority: People are more likely to comply with requests from authority figures
- Scarcity: People place a higher value on things that are scarce or exclusive
Types of Persuasion
- ** Rational Persuasion**: Uses logical arguments and evidence to persuade
- Emotional Persuasion: Appeals to emotions to persuade
- Social Persuasion: Uses social norms and relationships to persuade
The Elaboration Likelihood Model (ELM)
- Central Route: Persuasion occurs through careful consideration of arguments and evidence
- Peripheral Route: Persuasion occurs through superficial cues and heuristics
The Yale Attitude Change Approach
- Learning: People learn new information and change their attitudes
- Identification: People identify with a person or group and adopt their attitudes
- Internalization: People internalize new attitudes and values
Factors Influencing Persuasion
- Source: The credibility and expertise of the persuader
- Message: The clarity, relevance, and complexity of the message
- Audience: The characteristics, needs, and values of the target audience
- Channel: The medium through which the message is communicated
What is Persuasion?
- Persuasion is the process of influencing people to adopt a particular attitude, belief, or behavior
- It aims to change or reinforce attitudes, beliefs, or behaviors through symbolic communication
Key Principles of Persuasion
- Reciprocity: People are more likely to say yes to those who have done something for them
- Commitment and Consistency: People tend to be consistent with their previous actions and commitments
- Social Proof: People are more likely to adopt a behavior if they see others doing it
- Liking: People are more likely to say yes to those they like
- Authority: People are more likely to comply with requests from authority figures
- Scarcity: People place a higher value on things that are scarce or exclusive
Types of Persuasion
- Rational Persuasion: Uses logical arguments and evidence to persuade
- Emotional Persuasion: Appeals to emotions to persuade
- Social Persuasion: Uses social norms and relationships to persuade
The Elaboration Likelihood Model (ELM)
- Central Route: Persuasion occurs through careful consideration of arguments and evidence
- Peripheral Route: Persuasion occurs through superficial cues and heuristics
The Yale Attitude Change Approach
- Learning: People learn new information and change their attitudes
- Identification: People identify with a person or group and adopt their attitudes
- Internalization: People internalize new attitudes and values
Factors Influencing Persuasion
- Source: The credibility and expertise of the persuader influence persuasion
- Message: The clarity, relevance, and complexity of the message influence persuasion
- Audience: The characteristics, needs, and values of the target audience influence persuasion
- Channel: The medium through which the message is communicated influences persuasion
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Description
Learn about the key principles of persuasion, including reciprocity, commitment and consistency, and social proof, and how they influence people's attitudes, beliefs, and behaviors.
