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psyc_201__ch_8.docx-Elaboration-likelihood model (ELM): a model of
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psyc 201 ch 8.docx-Elaboration-likelihood model (...
psyc_201__ch_8.docx-Elaboration-likelihood model (ELM): a model of
psyc 201 ch 8.docx-Elaboration-lik...
psyc_201__ch_8.docx-Elaboration-likelihood model (ELM): a model of
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Elaboration-likelihood model (ELM):
a model of persuasion maintaining that there are
two different routes to persuasion: the central route and the peripheral route
Heuristic-systematic model (HSM):
a model of persuasion maintaining that there are
two different routes to persuasion: the systematic route and the heuristic route
Central (systematic) route:
a route to persuasion wherein people think carefully and
deliberately about the content of a persuasive message, attending to its logic and the
strength of its arguments, as well as to related evidence and principles
Peripheral (heuristic) route:
a route to persuasion wherein people attend to relatively
easy-to-process, superficial cues related to a persuasive message, such as its length or the
expertise or attractiveness of the source of the message
Source characteristics:
characteristics of the person who delivers a persuasive message,
such as attractiveness, credibility, and certainty
Sleeper effect:
an effect that occurs when a persuasive message from an unreliable
source initially exerts little influence but later causes attitudes to shift
Message characteristics:
aspects, or content, of a persuasive message, including the
quality of the evidence and the explicitness of its conclusions
Identifiable victim effect:
the tendency to be more moved by the vivid plight of a single
individual than by a more abstract number of people
Audience characteristics:
characteristics of those who receive a persuasive message,
including need for cognition, mood, age, and audience size and diversity
secondary thoughts that are reflections on primary cognitions
Self-validation hypothesis:
the idea that the likelihood of attitude change can depend not
only on the direction and amount of thoughts people have in response to a persuasive
message, but also on the confidence with which they hold the thoughts
Third-person effect:
the assumption by most people that others are more prone to being
influenced by persuasive messages than they themselves are
Agenda control:
efforts of the media to select certain events and topics to emphasize,
thereby shaping which issues and events people think are important
Thought polarization hypothesis:
the hypothesis that more extended thought about a
particular issue tends to produce a more extreme, entrenched attitude
Attitude inoculation:
small attacks on people’s beliefs that engage their preexisting
attitudes, prior commitments, and background knowledge, enabling them to counteract a
subsequent larger attack and thus resist persuasion

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