HideShow resource information
  • Created by: Sess
  • Created on: 16-05-15 10:51
View mindmap
  • Persuasion
    • Routes to persuasion
      • Elaboration Likelihood Model
        • Central Route
          • Focuses on the argument. If they are strong + compelling, persuasion is likely.
          • Involves careful consideration of message content
          • If the arguments are weak, the audience will produce counter- arguments
          • This route is used for larger sales such as laptops
          • Used when there's more time to sway audience.
        • Peripheral Route
          • The strength of the argument isnt important, but presentation of it is
          • e.g. Attractive presenter = attractive argument
          • Used if theres less time to sway audience or if audience isnt that invested e.g buying ice cream
        • Petty + Cacioppo (1970s)
      • Heuristic Systematic Model
        • Chaiken (1989)
        • Systematic processing
          • Carefully considering arguments, evaluating their source
        • Heuristic processing
          • Using short-cuts 'trust the expert, long messages seem more credible but rarnt actuallly read
      • Unimodel of Persuasion
        • States that there is just a central route to persuasion
        • As in, the process of persuasion is the same but central/peripheral routes are how info is received.
        • Kruglanski (1989)
    • Extreme Persuasion
      • Elements of Persuasion
        • The Communicator
          • Often charismatic, 'expert' + trustworthy
          • Jim Jones used 'psychic readings' but really called someone who lived with the initiate
          • Many cult members are recruited by family or friends
          • Conway + Siegelman (1979)
        • The Message
          • Vividly emotional + full of warmth to welcome + attract lonely people
          • e.g. join our family
        • The Audience
          • Usually young and impressionable
          • Those at turning points in their lives
      • Group Effects
        • Cults cut off members from outsiders, allowing only contact with group members
        • The group defines reality
        • The group punishes doubt, reinforcing their ideologies
      • CULTS
        • The greater the commitment, the more we need to justify it
        • Comliance breeds acceptance. New initiates are put into fund raising and public commitment rituals
        • Foot in the door phenomenon: Small requests get bigger
        • Jim Jones Jonestown Suicides
      • Students were asked to take part in an experiment.
        • If they were told it started at 7am in the beginning, only 24% agreed. If they were told after, all showed up
        • Cialdini et al
    • Definition
      • The Process by which a message induces a change in beliefs, attitudes or behaviour
    • Resisting Persuasion
      • Occurs if:
        • Personal commitment
        • One has confidence in one's beliefs
        • Their beliefs are mildly attacked (belief inoculation)
        • Counter arguments are developed
      • Ppts were showed that they were vulnerable to attack on truism such as brushing teeth everyday is good
        • Because they were exposed to mild attacks, they were able to resist stronger ones
        • McGuire (1964)


No comments have yet been made

Similar Psychology resources:

See all Psychology resources »See all Social Psychology resources »