SOP- chapter 7

  1. Occurs when interested people focus on the arguments and respond with favorable thoughts. If arguments are strong
    persuasion is likely
    Central route
  2. Occurs when people are influenced by incidental cues, such as a speaker’s attractiveness

    Focuses on cues that trigger automatic acceptance without much thinking

    uninvolved or distracted audience
    Peripheral route
  3. believability: perceived expertise and trustworthiness

    Credible person's message loses its persuasion as the message becomes distanced from the source
  4. information presented first is usually most persuasive
    primacy effect
  5. Information presented last sometimes has most influence
    Recency effect
  6. Delayed persuasion after forgetting the source is called the
    Sleeper effect
  7. group discussion leads to pooling of ideas most of which favor dominant  view point including thoughts other ppl had never consideredOccurring when people accept evidence about reality provided by other people Produced by desire to be correct
    Informational Influence
  8. be knowledgeable on topic, speak confidently
    Perceived Expertise
  9. eye contact, speak quickly
    Perceived Trustworthiness
  10. another effective aspect of a good communicator. We are more likely to respond to those we like.

    more influential from pretty people

    Similarity- people who act like we do are most influential
Card Set
SOP- chapter 7
Chapter 7- Persuasion