Some studies have shown that attitudes serve as a heuristic for estimating an answer about past behavior. For instance, when an attitude heuristic is applied to recall an event, "memory" will appear to be "superior," to the extent that the subject's inferences and constructions coincide with what actually happened (Pratkanis, 1987, p
In Central route persuasion, a person's unique cognitive responses to the message determine the persuasive outcome of the communication. (Petty, R
Literature Review Outline Cultivation and the Elaboration Likelihood Model In her study, Schroeder uses the Elaboration Likelihood Model to reconcile two theories on Cultivation, the Active Construction Model and the Passive Availability Heuristic Models. (Schroeder, 2005, p
The study examined various structural and grammatical elements of verbal arguments in order to develop conceptually meaningful definitions of argument quality and more rigorous theoretical accounts of argument-driven persuasion within the ELM. (Areni, 2003, p
In addition, there is a possibility that content processing (elaboration) gives rise to emotions and that this leads to a longer-lasting change in attitudes. (Morris, 2005, p
conclude that ELM is merely a descriptive explanation of persuasion, instead of a causal explanation of persuasion. (Cook, 2004, p
Reflecting the Western view of persuasion, Nilsen appears to believe that persuasion is ethical when it involves high motivation to listen and ability on the part of the audience, which is known as high "elaboration" in ELM terms. (Nilsen, 1974, p
Gender difference and its impact on social behavior has been an important part of social psychology. Where and when gender will have an effect on a person's performance has been discussed widely in prior research; for instance, ways the labor market opportunity structure affects women's school performance and subject choices (Baker and Jones, 1993)
Attitude importance measures the amount to which an attitude is central to the self-concept and has been associated with information seeking behavior. More important attitudes are typically accessible, resistant to change, predictive of behavior and have a strong intra-attitudinal network (Bassili, 2008)
In many cases social influence arises because individuals are impacted by the observation and interpretation of decisions made by others. Incorporating information from others has been argued to be one of the primary ways in which individuals reduce the costs of making decisions (Cialdini 2001)
Attitudes are not isolated psychological constructs, but exist within an elaborate network of stored representations related to the attitude object. This intra-attitudinal structure is then connected to related attitudes, creating a parallel inter-attitudinal structure Greater experience with the attitude object, and acquired knowledge can increase the complexity and stability of both dimensions (Eagly & Chaiken, 1993)
Three main features of a source were determined to best predict attitude change: expertise, attractiveness, and trustworthiness. Messages sourced by an expert, or someone who was attractive or trustworthy seemed to most often result in the desired change in receiver attitudes (Hovland, Janis, & Kelley, 1953)
The influence of culture on our identity, the influence of group/norm and peer persuaiton on our behavior 1. Research Evaluation Attitude change that is directly influenced by exposure to a communication is called persuasion (Petty & Cacioppo, 1986)
The pervasive nature of social influence can be seen through its role in the formation of social identity, collective action, social movements, the diffusion of innovations, and group productivity and cohesion among others. "Social influence is defined as a change in an individual's thoughts, feelings, attitudes, or behaviors that results from interaction with another individual or group" (Rashotte 2006:4427)
S. has a similar conclusion: in which the general patterns indicated that Taiwanese students who had contact with both Taiwanese and Americans have better adjustment and performance in school (Swagler and Ellis, 2003)
This characteristic in the persuasion context has been shown to significantly influence how a persuasive message is processed. Social Identity Theory Social identity theory (hereafter SIT) focuses on how categorical group memberships alter the perceptions and behaviors of individuals in social settings (Tajfel and Turner 1986)
Aristotle's teachings paint a negative image of sophistry in ancient Greece -- that it was based on arguing, just for the sake of winning arguments and immediate approval, and not with the aim of discovering the truth and obtaining justice so as to resolve the social problems facing society. Modern Sophistry: Kenneth Burke's View of Persuasion and Sophistry Like Aristotle, Burke refutes ancient sophists' view of using language for the sake of persuasion alone, arguing that "the social context of language cannot be reduced to pure reason" (Hansen, n
However, the sophists were not using it for this purpose. In book III of the Rhetoric, Aristotle expresses that the sophists preferred to use strange, compound words of ambiguous meaning so as to mislead their hearers (Morella, n
Rhetoric, therefore, provided a means for persuasive defense. He put forth a persuasive argument that: if it is a disgrace to a man when he cannot defend himself in a bodily way, it would be odd not to think him disgraced when he cannot defend himself with reason" (Reinard, 1997, n
Persuasion is defined as the procedure through which a message or information provokes a change in attitudes, beliefs or behaviors (Myers, 2013)