1 what mental routes are used to persuade ?
dual process mode
( system 1 and system 2 )
2what is the dual process model ?
1. peripheral
2. cental route
3what is naother way to express dual process model ?
system one and system 2 model
4what is the central route ?
motivation to think about the actual message and topic
importance is the content
5what are the advantages of cental route ?
atitude changes last longer
more predictive
6what is the system 1 ?
fast emotional impulsive and implicit
7what is the peripheral route ?
no interest in the subject
superficial based on cues and heuristics
8what is the system 2 ?
slow , deliberate and well taught
9which systems go with which routes ?
system 1 : peripheral route
system 2 : central route
10what general variables are there when we persuade ?
1. source variables
2. feelings
3. message variables
4. audiance
11what are source variables ?
the characterisitcs that influence attitude change
source : person / entitiy that deliver the persuation
12what are the source variables in pheripheral processing ?
1. similarity
2. physical attractiveness
3. credibility
4. expertise
13what does similarity refer to ?
if the perosn communicating is the same as you
14what does physical attractiveness refer to ?
if you find the pther person attractive
15what does credibility refer to ?
if the peron has no hesitation
16what does expertise refer to ?
if the person has background in a specific domain
17what is the sleeper effect ?
the phenomenon of people dissasciating the source and content , over time
messege sticks while we forget who said it
18how are feelings a source of pheriperal precessing ?
the mood can affect how persuative we are
19when is it easiest to be persuaded ?
when we feel good an dpresented with a message
20what is the " how do I feeel about it" heuristic ?
i feel good , i must agree/like it
21how can classical conditioning be used as pheriheral processing persuation ?
affective info gets linked to object
22what is an example of classical conditioning persuation ?
beautiful man selling parfume , music in supermarket
23what are the effects of humor in commercials ?
humor distracts from the iformation
humor makes people more likly to buy one option over another
24does fear work for persuation ?
often works but there can be " too much fear "
25in which case does fear work best to persuade ?
in " bad" outcomes ( smoke → cancer)
26what are message variables?
1. length and nr of arguments
2. repetition
3. mere exposure effect
27what are one sided messeges ?
only persuasive arguments
28what are two sided messages ?
pro and con arguments
29which type of messeges are more impactful ?
*two sided more impactful → shows truthfullnes
*one sided not as the other person can come with countra
30what is the primacy effect ?
the first cues will be rembered better
31what are the consensus heuristics ?
when many people think something is true , porbably it is true
32what are the effects of applause ?
involved participants → less affected
uninvolved participants → agree when applause disagree when less appaluse
33what influences centtral vs peripheral ?
1. motivation
2. capacity
3. mood
4. individual differences
34what is the influence of motivation ?
if it has a personal relevance
35how does relevance of topic influence desire to preocess ?
on a high relevance people were intrested more, wanted to process more
36how does expertise influence desire ?
under high expertise argument srength matters more
37what is the "everything ok " signal ?
superfecial processing (peripheral route)
38what is th e" pay attention"signal ?
systematic processing (cental route )
39what are norms?
1. explicit reminders
2. implicit reminders
3. two step techniques
40what normal are used in persuation ?
Quid pro quo
41what is the Quid pro quo?
a favour or advantage granted in return for something
42what are explicit reminders ?
"you cannot smoke here"
people do not take intor consideration the irrelevant one
43what are implicit reminders ?
subliminal or automatic activation
44what is an example of implicit reminders ?
if it is clean around you → less likey to litter
45wha are the two step techniques ?
1. door in the face
2. that is not all
3. low balling
4. foot in the door
46what is the door in the face technique ?
ask for a big favoir : say no
ask for a small favour : say yes
47why does the door in the face technique work ?
because it is hard to say no twice
48what is the "that is not all " technique?
a piece of cake used to be 3 dolas , now it is only 1,5
49based on what norm does "that is not all " technique work ?
commitment and consistency
50what is the low balling technique ?
prior : would you participate in something at 7:00?
after : would you participate in something ? yes its at 7:00!
51based on what norms does the low balling tecnique work ?
commitmnet or consistency norm
52what is the foot in the door technique ?
start with a small favour
than make a larger favour
53what does the foot in the door technique work ?
triggers the consistency norm
54what helps agains persuation ?
confidence in own preferences and convistions
coming up with counter arguments :" chellenging beliefs"