Pdf information processing approaches to persuasion. Persuasion can take one of two paths, and the durability of the end result depends on the path. Peripheral route to persuasion psychology dictionary. Oct 06, 2016 the first psychological concept that is worth discussing is the elaboration likelihood model of persuasion elm, which was developed in the mid 1980s. The peripheral route to persuasion consists of a persons association with positive or negative qualities in the stimulus that isnt related to the logical quality of the. Harpercollins ebooks 2 16 0 summary the widely adopted, now classic book on influence and persuasiona major national and international bestseller with more than four million copies sold. Peripheral route processing definition psychology glossary. Zoey must consider or be presented with factual information about the car or something else related to the carbuying process, like the dealership, etc. Yolanda has taught college psychology and ethics, and has a. Elements of persuasion who says what by what means to whom. Given an example of two advertisements, each one using the different types of persuasion. Central route persuasion is evident in global warming because people. Individuals who use this route to persuasion often are influenced by superficial factors such. For example, in a speaker this would be things like the attractiveness, perceived authority, or superficial charm of the speaker instead of the quality or.
Persuasion, susceptibility to influence and retransmission. The paths to persuasion central route is effective when. The vocabulary flipbook will be worth 10 points of your test grade. Central route to persuasion heuristics individualism rationalization self efficacy the autonomic nervous system the foot in the door phenomenon 2005 inaccurate perception, cognition or conclusion afterimage effect availability heuristic ethnocentrism groupthink lack of object permanence.
Topic planning notes use the space below to plan your approach to the topic. In fact, a peripheral route to persuasion may not even be noticed by the audience, for example in the strategy of product placement. Riecken and schachter into a doomsday cult known as the guardians, and documented in their 1956 book when prophecy fails. Influence, the classic book on persuasion, explains the psychology of why people say yes and how to apply these understandings. The psychology of persuasion in the 2016 election balanced.
What a dilemma we find ourselves shortages of water usda, 2014a, depletion of fish main source of protein for billions as a result of overfishing and ocean acidification world health organization, n. Barrons ap psychology, 5th edition long branch public schools. Print myers psychology for ap vocabulary all 14 units quizlet. The peripheral route to persuasion is an indirect method of shaping perceptions and outlooks. Peripheral route to persuasion occurs when people are influenced by incidental cues, such as a speakers attractiveness. E discuss attitude formation and change, including persuasion strategies and cognitive dissonance.
A second group of theoretical approaches to persuasion emphasizes a more peripheral route to attitude change. The primary background color of each slide indicates the speci. An individual difference perspective article pdf available in journal of personality and social psychology 515. Individuals who use this route to persuasion often are influenced by superficial factors such as the clothing, appearance or job title of the opposing party. When persuasive communications follow the peripheral route, they focus on which of the. Influence, the classic book on persuasion, explains the psychology of why people say yesand how to apply these understandings. Ap psychology unit 11 assignment social psychology. Barrons ap psychology, 7th edition barrons ap psychology exam the psychology of. For example, if jessica was persuaded to buy the shoes because she.
Learn peripheral route persuasion with free interactive flashcards. Ap psychology free response question topics through the. Recently, social influence has also become a topic of interest among neuroscientists. What is the elaboration likelihood model in psychology. Unit xiv social psychology ap psychology in addition to the information in this study guide, you are also responsible for all of the content in textbook modules 7480, all information from class notesdiscussions, videos, handouts and graphic organizers.
Consequences of the route to persuasion springerlink. Attitude changes that occur via the peripheral route. Methods of transmitting persuasive messages can occur in a variety of ways, including verbally and nonverbally via television, radio, internet or. Robert cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. The central route to persuasion consists of thoughtful consideration of the arguments ideas, content of the message. Peripheral route processing also known as peripheral route to persuasion occurs when someone evaluates a message, such as an advertisement, on the basis of physical attractiveness, background music, or other surfacelevel characteristics rather than the actual content of the message. Edition barrons ap psychology exam the psychology of harry potter. What is the footinthe door phenomenon and give an example. Two routes to persuasion petty and cacioppo 1986a, 1986b state that there are two routes to persuasion. The peripheral route to persuasion is when a person is persuaded by something other than the. The unit guides later in this publication provide teachers with one way to integrate the skills in the. For example, after reading a political debate you may decide to vote for a candidate because you like the sound of the persons voice, or the person went to the same university as. For example, cognitive response theoryan approach that falls under the central routeassumes thai people are usu. Truth be told, its close to the only sales marketing book ive found to have been worth my time to read off the top of my head the only other two i could name would be crossing the chasm and raving fans and this is.
Involves other aspects of the message including the characteristics of the person imparting the message. However, not all researchers agree that there are two routes to persuasion. Central routes to persuasion applied social psychology asp. A method of persuasion in which you are convinced by the content of the message.
The second, or peripheral route, occurs when motivation andor. Score the reader considers johns proposal because the student indicates that the reader thinks about johns proposal, which includes logical arguments. Well educated, analytical, thoughtful, involved audiences travel the central route of persuasion. Which paths to persuasion isare present in the global warming case. In contrast, the peripheral route to persuasion involves processes requiring relatively little thought. It is not sufficient for the student to discuss only the peripheral route to persuasion. Central route to persuasion the answer must include one of the following. Routes to persuasion central route to persuasion analytic, high effort, cogent arguments can produce durable, longterm changes in behavior and agreement peripheral route to persuasion intuitive, low effort, use heuristics can produce bigger changes in behavior, but not agreement. Print myers psychology for ap vocabulary all 14 units. Elaboration likelihood model is a general theory of attitude change. Minded thinking, ap argument perceptions, pe perceived elaboration, nt. Cacioppo, they intended to provide a general framework for organizing, categorizing, and understanding the basic processes underlying the effectiveness of persuasive communications the study of attitudes and persuasion began as the central focus of. Clearly, the peripheral route to decision making is far less attractive when negotiators are seeking a long lasting, sustained result. How does central route persuasion differ from peripheral route persuasion.
The peripheral route to persuasion consists of a persons association with positive or negative qualities in the stimulus that isnt related to the logical quality of the stimulus. When a receiver is doing central processing, he or she is being an active participant in. Barrons ap psychology social set 1 flashcards quizlet. The peripheral route to persuasion occurs when the listener decides whether to agree with the message based on other cues besides the strength of the arguments or ideas in the message. The study of persuasion, compliance, and change has advanced, and the pages that follow have been adapted to reflect that progress. Apr 07, 20 psychology definition of peripheral route to persuasion. That new feature highlights the experiences of individuals. The tendency to like new stimuli more when you encounter it more frequently.
Peripheral route you have low attention, little processing, less persistent i. Aug 12, 2017 influence, the classic book on persuasion, explains the psychology of why people say yesand how to apply these understandings. In this book summary, we outline these 6 principles and their associated techniques to help you improve your influence and guard against others manipulation. The last postulate of the elm proposes that there are at least three important consequences of the route to persuasion. The peripheral route to persuasion is when a person is persuaded by. When we do not pay attention but sway with what we see change is temporary7 dc 203 introduction to social psychology monday, october 29, 2012 8. Where those designations appear in this book and allyn and.
The peripheral route to persuasion is when a person is persuaded by something other than the argument or content of the message. Central and peripheral routes to advertising effectiveness. The moderating role of involvement article pdf available in journal of consumer research 102. The peripheral route to persuasion recognizes that it is neither adaptive nor. May 10, 2020 persuasion is symbolic, utilizing words, images, sounds, etc. Persuasion can attempt to influence a persons beliefs, attitudes, intentions, motivations, or behaviors in business, persuasion is a process aimed at changing a persons or a groups attitude or behaviour toward some event, idea, object, or other persons, by using written, spoken words or visual tools to convey information, feelings, or. Choose from 52 different sets of peripheral route persuasion flashcards on quizlet. The psychology of persuasion presents 6 principles of persuasion that can get people to say yes automatically. A method of persuasion in which you are convinced by something other than the messages content.
In addition to an overall update of the material, i have included a new feature that was stimulated by the responses of prior readers. The two routes to persuasion persuasion depends on receiver motivation to thinkcare, that is, personal relevance of the issue and ability to think about the persuasive topic. Use simple rule of thumb heuristics, such as trust the experts. Peripheral route to persuasion definition psychology. Robert cialdini is the seminal expert in the rapidly.
For the quiz i will pull terms from the unit vocabulary list. One procedure, referred to as following the cetltral route to persuasion. The second strategy, referred to as following the peripheral route to persuasion. Ap psychology unit 11 assignment social psychology big question. The peripheral route to persuasion occurs when a person is persuaded by something other than the argument thats central to the merits of the product or idea being put forth, while the central. Robert cialdini is the seminal expert in the rapidly expanding. Psychology social psychology social influence persuasion persuasion although any change technique is sometimes referred to as persuasion regardless of the target of influence, the term more commonly refers to a method of change in which a person is deliberately presented with a message containing information intended to alter some general examples of persuasion in social psychology. Presentation from perspective of psychology academy, legal practice. The peripheral route to persuasion is one of the two factors in the elaboration likelihood model which consists of two different routes. Influence the psychology of persuasion read book online. The psychology of persuasion is far and away the best sales marketing book ive ever read.
Central and peripheral routes to attitude change springer series in social psychology. Distinguished psychologist richard petty and celebrated social neuroscientist john cacioppo developed the model as a way to show how individuals and businesses use two different persuasion routes in hopes of influencing others to act or think a. The systematic route is similar to the elaboration likelihood models central route, while the heuristic route is similar to the peripheral route. For example, a listener may decide to agree with a message because the source appears to be an expert, or is attractive. The elaboration likelihood model elm of persuasion is a dual process theory describing the change of attitudes. Unfortunately, none of the unique theories of persuasion has yet provided a comprehensive view of attitude change. I believe that both central route and peripheral route paths to persuasion are used in the global warming case. The peripheral route to persuasion involves being persuaded in a manner that is not based on the arguments or the message content. Board ap psychology course description acorn book units, so are these powerpoints. Current research in cognitive and social psychology provides strong support for the view that at. According to the elaboration likelihood model of persuasion, there are two main routes that play a role in delivering a persuasive message. After their prediction that a flood would inundate the world and they would be carried away by spaceships did not transpire, cult members exhibited increased fervor in their. Social influence is an important topic of research, with a particularly long history in the social sciences. It involves a deliberate attempt to influence others.
1245 354 1097 807 808 1616 19 1452 353 1046 1484 1533 1005 793 1128 271 1131 428 107 1152 843 1518 12 608 605 13 977 41 166 902 1468 906 524 996 1335 44 338 1160 1194 603 782 450 390