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central route persuasion psychology definition: Attitudes And Persuasion Richard E Petty, 2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical approaches to the related phenomena of attitude and belief change. It focuses on variable perspective theory which is far more deserving of attention than the present level of research activity. |
central route persuasion psychology definition: Recent Reports , 1990 |
central route persuasion psychology definition: The Persuasion Handbook James Price Dillard, Michael Pfau, 2002-07-23 The Persuasion Handbook provides readers with cogent, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues of interest to interpersonal and mass communication researchers as well as psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and lays out research strategies for addressing those challenges. |
central route persuasion psychology definition: Influence Robert B. Cialdini, 1988 Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say yes to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say yes. Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved. |
central route persuasion psychology definition: Theories in Social Psychology Derek Chadee, 2022-03-14 THEORIES IN SOCIAL PSYCHOLOGY Theories in Social Psychology develops a deeper, more robust understanding of the theoretical framework underlying the field. Providing rich insights into the central theories and perspectives that continue to shape the discipline, this edited volume brings together a panel of distinguished scholars to address thirteen social psychological theories relating to social cognition, social comparison, social reinforcement, and self. In-depth critical discussions examine topics including cognitive dissonance, reactance, attribution, social comparison, relative deprivation, equity, interdependency, social identity, and more. The expanded second edition fills a substantial gap in current literature by articulating the important psychological theories rather than placing emphasis on applied research. New and revised content helps students understand the construction and complexity of key theories while inspiring researchers of social behavior to reflect on their current work and consider future areas of investigation. This comprehensive resource: Identifies and discusses the theoretical perspectives and specific theories that form the foundation of the study of social psychology Features work from leading scholars including Bertram F. Malle, Paul R. Nail, Richard E. Petty, Thomas Mussweiler, Faye J. Crosby, and Miles Hewstone Helps students move from introductory concepts to multifaceted theoretical frameworks Theories in Social Psychology, Second Edition, remains the perfect textbook for academics and students wanting to study and discuss important social psychological perspectives and theories and attain a deeper understanding of the theoretical framework. “This book will be a very valuable tool for students and professionals alike who wish to learn theories in social psychology and the role they have played in the development of the discipline. It is comprehensive in its coverage and covers the theories in an objective and engaging way.” —Robert J. Sternberg, Professor, Department of Psychology, College of Human Ecology, Cornell University, Honorary Professor of Psychology, University of Heidelberg, Germany “In this wonderful new edition of compilation of theories, at the core of modern social psychology, presented to us by Derek Chadee, we are given a special gift that enriches scholars, teachers and students of psychology in social and general psychology. We are treated to a clear exposition of these theories some of the research and controversy that each has generated, and are given some guidelines to new paths for future exploration of their implications. My research career has benefitted from working in the domains of dissonance, attribution, and social comparison theories, but my teaching and textbook writing has relied on all of the theories and their concepts so elegantly orchestrated here.” —Phillip G. Zimbardo, Ph.D., Professor Emeritus, Stanford University |
central route persuasion psychology definition: Cognitive Responses in Persuasion Richard Petty, T. M. Ostrom, T. C. Brock, 2014-06-17 First published in 1982. This collaborative product of leading contributors seeks to update information on the psychology of attitudes, attitude change, and persuasion. Social psychologists have invested almost exclusively in the strategies of theory-testing in the laboratory in contrast with qualitative or clinical observation, and the present book both exemplifies and reaps the products of this mainstream tradition of experimental social psychology. It represents experimental social psychology at its best. It does not try to establish contact with the content-oriented strategies of survey research, which have developed in regrettable independence of the laboratory study of persuasion processes. |
central route persuasion psychology definition: Attitudes and Attitude Change Gerd Bohner, Michaela Wanke, 2014-03-18 Attitudes - cognitive representations of our evaluation of ourselves, other people, things, actions, events, ideas - and attitude change have been a central concern in social psychology since the discipline began. People can - and do - have attitudes on an infinite range of things but what are attitudes, how do we form them and how can they be modified? This book provides the student with a comprehensive and accessible introduction to the basic issues in the psychological study of attitudes. Drawing on research from Europe and the USA it presents up-to-date coverage of the key issues that will be encountered in this area, including attitude formation and change, functions of attitudes, attitude measurement, attitudes as temporary constructs, persuasion processes and prediction of behaviour from attitudes. |
central route persuasion psychology definition: Handbook of the History of Social Psychology Arie W. Kruglanski, Wolfgang Stroebe, 2012-10-12 For the first time in the history of social psychology, we have a handbook on the history of social psychology. In it, leading luminaries in the field present their take on how research in their own domains has unfolded, on the scientists whose impact shaped the research agendas in the different areas of social psychology, and on events, institutions and publications that were pivotal in determining the field’s history. Social psychology’s numerous subfields now boast a rich historical heritage of their own, which demands special attention. The Handbook recounts the intriguing and often surprising lessons that the tale of social psychology’s remarkable ascendance has to offer. The historical diversity is the hallmark of the present handbook reflecting each of this field’s domains unique evolution. Collectively, the contributions put a conceptual mirror to our field and weave the intricate tapestry of people, dynamics and events whose workings combined to produce what the vibrant discipline of social psychology is today. They allow the contemporary student, scholar and instructor to explore the historical development of this important field, provide insight into its enduring aims and allow them to transcend the vicissitudes of the zeitgeist and fads of the moment. The Handbook of the History of Social Psychology provides an essential resource for any social psychologist’s collection. |
central route persuasion psychology definition: Persuasion Robert H Gass, John S Seiter, 2015-07-17 First Published in 2015. Routledge is an imprint of Taylor & Francis, an Informa company. |
central route persuasion psychology definition: Persuasion Daniel J. O′Keefe, 2015-02-18 Persuasion: Theory and Research, Third Edition is a comprehensive overview of social-scientific theory and research on persuasion. Written in a clear and accessible style that assumes no special technical background in research methods, the Third Edition has been thoroughly revised to reflect developments in persuasion studies. New discussions of subjects such as reactance and the use of narratives as vehicles for persuasion, revised treatments of the theories of reasoned action and planned behavior, and two new chapters on social judgment theory and stage models provide your students with the most current work on persuasion in a clear, straightforward manner. In this edition, author Daniel J. O′Keefe has given special attention to the importance of adapting (tailoring) messages to audiences to maximize persuasiveness. Each chapter has a set of review questions to guide students through the chapter’s material and quickly master the concepts being introduced. |
central route persuasion psychology definition: The SAGE Handbook of Persuasion James Price Dillard, Lijiang Shen, 2013 The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners. |
central route persuasion psychology definition: Dictionary of Psychology Mike Cardwell, 2014-01-27 Psychology as a subject is notorious for its often confusing use of language, particularly as many words that have one meaning in common everyday language have quite a different meaning when used as specialist terms in psychology. Dictionary of Psychology is an A-Z guide to key terms in the subject. Each entry begins with a clear, one-sentence definition and is followed by explanation and examples. Entries are developed in line with the relative importance of the topic covered. For many of the more central topic areas, further commentary is included to assist the reader in acquiring a critical understanding of the topic in question. Entries are carefully cross-referenced, and the format makes the Dictionary of Psychology very easy to use. |
central route persuasion psychology definition: Design for the Mind Victor Yocco, 2016-06-13 Summary Design for the Mind: Seven Psychological Principles of Persuasive Design teaches web designers and developers how to create sites and applications that appeal to our innate natural responses as humans. Author Victor Yocco, a researcher on psychology and communication, introduces the most immediately relevant and applicable psychological concepts, breaks down each theory into easily-digested principles, then shows how they can be used to inform better design. Purchase of the print book includes a free eBook in PDF, Kindle, and ePub formats from Manning Publications. About the Technology Designers and design team members need to think about more than just aesthetics. How do you handle short attention spans. How does your design encourage users to engage, browse, or buy? Fortunately, there are psychological principles that you can use in your design to anticipate and benefit from how humans think, behave, and react. About the Book Design for the Mind: Seven Psychological Principles of Persuasive Design teaches you to recognize how websites and applications can benefit from an awareness of our innate, natural responses as humans, and to apply the same principles to your own designs. This approachable book introduces the psychological principles, deconstructs each into easily digestible concepts, and then shows how you can apply them. The idea is to deepen your understanding of why people react in the ways they do. After reading the book, you'll be ready to make your work more psychologically friendly, engaging, and persuasive. What's Inside Making design persuasive Encouraging visitors to take action Creating enduring messages Meeting the needs of both engaged and disengaged visitors Becoming a strategic influencer Applying theory, with case studies and real-world examples About the Reader This book is for web and UX designers and developers as well as anyone involved in customer-facing digital products. About the Author Victor Yocco, PhD, is a research director at a Philadelphia-based digital design firm. He received his PhD from The Ohio State University, where his research focused on psychology and communication in informal learning settings. Victor regularly writes and speaks on topics related to the application of psychology to design and addressing the culture of alcohol use in design and technology. He can be found at www.victoryocco.com or @victoryocco on Twitter. Table of Contents PART 1 INTRODUCING THE APPLICATION OF PSYCHOLOGY TO DESIGN Meeting users' needs: including psychology in design PART 2 WHY DO FOLKS ACT LIKE THAT? PRINCIPLES OF BEHAVIOR Designing for regular use: addressing planned behavior Risky decisions and mental shortcuts Motivation, ability, and trigger-boom! PART 3 PRINCIPLES OF INFLUENCE AND PERSUASION: NOT AS EVIL AS YOU'D THINK Influence: getting people to like and use your design Using family, friends, and social networks to influence users It's not what you say; it's how you say it! Persuasion: the deadliest art PART 4 USER EXPERIENCE DESIGN: PUTTING IT ALL TOGETHER Case study: KidTech Design Co.'s Good Choice app The next step: getting up and running |
central route persuasion psychology definition: Techniques of Social Influence Dariusz Dolinski, 2015-07-03 Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe sequential techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether please really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields. |
central route persuasion psychology definition: Encyclopedia of Social Psychology Roy F. Baumeister, Kathleen D. Vohs, 2007-08-29 The set offers clear descriptions of commonly used and sometimes misunderstood terms, e.g., cultural differences, authoritarian personality, and neuroticism. The field has expanded since publication of The Blackwell Encyclopedia of Social Psychology, ed. by A. Manstead and M. Hewstone et al. (CH, Jan ′96, 33-2457), and this work is a valuable response to that. Summing Up: Recommended. All levels. —CHOICE Not long ago, social psychology was a small field consisting of creative, energetic researchers bent on trying to study a few vexing problems in normal adult human behavior with rigorous scientific methods. In a few short decades, the field has blossomed into a major intellectual force, with thousands of researchers worldwide exploring a stunningly diverse set of fascinating phenomena with an impressive arsenal of research methods and ever more carefully honed theories. The Encyclopedia of Social Psychology is designed as a road map to this rapidly growing and important field and provides individuals with a simple, clear, jargon-free introduction. These two volumes include more than 600 entries chosen by a diverse team of experts to comprise an exhaustive list of the most important concepts. Entries provide brief, clear, and readable explanations to the vast number of ideas and concepts that make up the intellectual and scientific content in the area of social psychology. Key Features Provides background to each concept, explains what researchers are now doing with it, and discusses where it stands in relation to other concepts in the field Translates jargon into plain, clear, everyday language rather than speaking in the secret language of the discipline Offers contributions from prominent, well-respected researchers extending over the many subfields of social psychology that collectively have a truly amazing span of expertise Key Themes Action Control Antisocial Behaviors Attitude Culture Emotions Evolution Groups Health History Influence Interpersonal Relationships Judgment and Decision Making Methods Personality Prejudice Problem Behaviors Prosocial Behaviors Self Social Cognition Subdisciplines The Encyclopedia of Social Psychology is the first resource to present students, researchers, scholars, and practitioners with state-of-the-art research and ready-to-use facts from this fascinating field. It is a must have resource for all academic libraries. |
central route persuasion psychology definition: Webs of Influence Nathalie Nahai, 2012-12-14 As legions of businesses scramble to set up virtual-shop, we face an unprecedented level of competition to win over and keep new customers online. At the forefront of this battleground is your ability to connect with your customers, nurture your relationships and understand the psychology behind what makes them click. In this book The Web Psychologist, Nathalie Nahai, expertly draws from the worlds of psychology, neuroscience and behavioural economics to bring you the latest developments, cutting edge techniques and fascinating insights that will lead to online success. Webs of Influence delivers the tools you need to develop a compelling, influential and profitable online strategy which will catapult your business to the next level – with dazzling results. |
central route persuasion psychology definition: Essential Social Psychology Richard J Crisp, Rhiannon N Turner, 2007-02-22 Essential Social Psychology introduces students to the core theories, approaches, and findings that are the necessary foundations for developing an understanding of social psychology. Aimed at students taking social psychology for the first time, whether as part of a degree course in psychology or as a subsidiary option within other degree programmes, this textbook will make studying social psychology enjoyable and memorable. Key features of this book include: Theory and basic level empirical demonstrations of social psychological phenomena, to ensure that important concepts are as accessible as possible, Extensive pedagogy - chapter overviews; textboxes summarising research studies; 'mental maps' to help reinforce understanding; key concepts highlighted in the text and glossary, A Companion Website delivering a range of lecturer and student-friendly features. The URL for this website is www.sagepub.co.uk/crispandturner. Book jacket. |
central route persuasion psychology definition: Personality and Persuasibility Irving Lester Janis, 1982-10-21 General persuasibility--a person's readiness to accept social influence from others irrespective of what he or she knows about the communicator or what it is that the communicator is advocating--is studied. Significant contributions on individual differences in persuasibility made by a number of psychologists associated with the Yale Communication and Attitude Change Program are brought together in this volume. |
central route persuasion psychology definition: Persuasion in Advertising John O'Shaughnessy, Nicholas J. O'Shaughnessy, 2004 Effective advertising is, almost always, persuasive advertising, and while not all advertising seeks to persuade, in a competitive situation those who best persuade are those most likely to win. This exciting new book seeks to explain the precise ways in which advertising successfully persuades consumers, setting out the strategies for advertisers to adopt and illustrating the theories at work. Offering not only a conceptual and theoretical grounding in persuasive techniques, this book also provides concrete empirical research that is uniquely incorporated into a marketing textbook format. The authors cover topics including: difficulties of persuasion, rationality and emotion in persuasion, positive reinforcement techniques and cognitive approaches to persuasion. To illuminate these theories, the authors include original case-studies on campaigns as diverse as Death Cigarettes, Mecca Cola, The Oxo Family and Renault Clio, as well as recent advertisements from BMW, McDonalds, Omega and Silk Cut. A genuinely fresh text on the art of persuasion in advertising, this book is essential reading for all marketing students and academics. |
central route persuasion psychology definition: Attitude Strength Richard E. Petty, Jon A. Krosnick, 2014-01-14 Social psychologists have long recognized the possibility that attitudes might differ from one another in terms of their strength, but only recently had the profound implications of this view been explored. Yet because investigators in the area were pursuing interesting but independent programs of research exploring different aspects of strength, there was little articulation of assumptions underlying the work, and little effort to establish a common research agenda. The goals of this book are to highlight these assumptions, to review the discoveries this work has produced, and to suggest directions for future work in the area. The chapter authors include individuals who have made significant contributions to the published literature and represent a diversity of perspectives on the topic. In addition to providing an overview of the broad area of attitude strength, particular chapters deal in depth with specific features of attitudes related to strength and integrate the diverse bodies of relevant theory and empirical evidence. The book will be of interest to graduate students initiating work on attitudes as well as to longstanding scholars in the field. Because of the many potential directions for application of work on attitude strength to amelioration of social problems, the book will be valuable to scholars in various applied disciplines such as political science, marketing, sociology, public opinion, and others studying attitudinal phenomena. |
central route persuasion psychology definition: Persuasion: Social Influence, and Compliance Gaining Robert H. Gass, John S. Seiter, 2013-08-01 A comprehensive overview of persuasion theory Persuasion: Social Influence and Compliance Gaining first helps students understand established theories and models of persuasion. It then encourages them to develop and apply general conclusions about persuasion in real-world settings. The 5th edition explores how social media continues to be a form of influence, but it also looks at grassroots movements, such as the Tea Party and Occupy Wall Street, and traditional forms of persuasion, such as advertising, marketing, and political campaigning. |
central route persuasion psychology definition: Persuasion Charles U. Larson, 1989 |
central route persuasion psychology definition: The Power of Persuasion Robert Levine, 2006-01-23 An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other--and how and why they work (or don't). . . . The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends, you'll know where to turn. --Slashdot.org If you're like most people, you think advertising and marketing work--just not on you. Robert Levine's The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches. --The Globe and Mail Levine puts [his] analysis in the service of his real mission--to arm the reader against manipulation. --The Wall Street Journal This wonderful book will change the way you think and act in many realms of your life. --Philip Zimbardo former president, American Psychological Association |
central route persuasion psychology definition: The SAGE Handbook of Social Psychology Michael A Hogg, Joel Cooper, 2007-03-26 `This Volume is everything one would want from a one-volume handbook′ - Choice Magazine In response to market demand, The SAGE Handbook of Social Psychology: Concise Student Edition has been published and represents a slimmer (16 chapters in total), more course focused and student-friendly volume. The editors and authors have also updated all references, provided chapter introductions and summaries and a new Preface outlining the benefits of using the Handbook as an upper level teaching resource. It will prove indispensable reading for all upper level and graduate students studying social psychology. |
central route persuasion psychology definition: The Handbook of Attitudes Dolores Albarracin, Blair T. Johnson, Mark P. Zanna, 2014-04-04 This new handbook presents, synthesizes, and integrates the existing knowledge of methods, theories, and data in attitudes. The editors' goal is to promote an understanding of the broader principles underlying attitudes across several disciplines. Divided into three parts: one on definitions and methods; another on the relations of attitudes with beliefs, behavior, and affect; and a final one that integrates these relations into the broader areas of cognitive processes, communication and persuasion, social influence, and applications, the handbook also features an innovative chapter on implicit versus explicit attitudes. With contributions from the top specialists, this handbook features unique collaborations between researchers, some who have never before worked together. Every writer was encouraged to work from as unbiased a perspective as possible. A must have for researchers in the areas of social, political, health, clinical, counseling, and consumer psychology, marketing, and communication, the handbook will also serve as an excellent reference for advanced courses on attitudes in a variety of departments. |
central route persuasion psychology definition: Theoretical Issues in Psychology Sacha Bem, Huib Looren de Jong, 2013-05-22 Bem and de Jong present complex ideas in an accessible manner. Theoretical Issues in Psychology gives undergraduate psychology students all the resources they need to begin reflecting on the most pressing conceptual issues in their discipline. - Stuart Wilson, Queen Margaret University The 3rd edition of Theoretical Issues in Psychology provides an authoritative overview of the conceptual issues in psychology which introduces the underlying philosophies that underpin them. It includes new insights across the philosophy of science combined with increased psychological coverage to show clearly how these two communities interrelate, ensuring an integrative understanding of the fundamental debates and how they link to your wider studies. Key features of this new edition include: Concise paragraphs, multiple examples and additional summaries throughout to help you focus on key areas of knowledge. Textboxes with definitions and key concepts to help your understanding of the main debates and ideas. New content on the philosophy of mind, philosophy of science, cognition and cognitive neuroscience. New up-to-date material on consciousness and evolutionary psychology. For lecturers and teachers, PowerPoint slides are available for each chapter. Sacha Bem & Huib Looren de Jong′s textbook remains essential for students taking courses in conceptual and historical issues in psychology, the philosophy of psychology or theoretical psychology. |
central route persuasion psychology definition: The Psychology of the Language Learner Zoltán Dörnyei, 2014-04-04 The scope of individual learner differences is broad, yet there is no current, comprehensive, and unified volume that provides an overview of the considerable amount of research conducted on various language learner differences, until now. |
central route persuasion psychology definition: The Psychology of Fake News Rainer Greifeneder, Mariela Jaffe, Eryn Newman, Norbert Schwarz, 2020-08-13 This volume examines the phenomenon of fake news by bringing together leading experts from different fields within psychology and related areas, and explores what has become a prominent feature of public discourse since the first Brexit referendum and the 2016 US election campaign. Dealing with misinformation is important in many areas of daily life, including politics, the marketplace, health communication, journalism, education, and science. In a general climate where facts and misinformation blur, and are intentionally blurred, this book asks what determines whether people accept and share (mis)information, and what can be done to counter misinformation? All three of these aspects need to be understood in the context of online social networks, which have fundamentally changed the way information is produced, consumed, and transmitted. The contributions within this volume summarize the most up-to-date empirical findings, theories, and applications and discuss cutting-edge ideas and future directions of interventions to counter fake news. Also providing guidance on how to handle misinformation in an age of “alternative facts”, this is a fascinating and vital reading for students and academics in psychology, communication, and political science and for professionals including policy makers and journalists. |
central route persuasion psychology definition: Essential Social Psychology Richard J. Crisp, Rhiannon N. Turner, 2020-04-25 From aggression to altruism, prejudice to persuasion, Essential Social Psychology 4e introduces students to the classic studies, the controversial debates and innovative research that define social psychology today. It gives students what they need to know about the key areas of social psychology whilst also demonstrating its relevance to current, real world events. New to this edition: Coverage of social neuroscience Inclusion of evolutionary psychology ‘Back to the Real World’ boxes which situate academic findings in the real life context of the world around you Online, there are resources for students which create a complete learning experience to help students build confidence and apply their knowledge successfully in assignments and exams. You′ll also find teaching materials to help every week which can be easily incorporated into your VLE. |
central route persuasion psychology definition: The Dynamics of Persuasion Richard M. Perloff, 1993 Persuasion is one of the oldest fields of academic study -- it dates back thousands of years. In our own era, persuasion has been studied primarily by means of the theories and methods of social science research. Numerous scholars have made contributions to our knowledge of persuasion, and the field has generated a wealth of intriguing concepts and an impressive body of knowledge on persuasion processes and effects. Persuasion is not simply a science, however -- it is also an art. Today there is a burgeoning persuasion industry that includes advertising, sales, public relations, political consulting firms, and a host of private and public companies that seek to change attitudes and influence social behaviors. USE SECOND PARAGRAPH ONLY FOR GENERAL CATALOGS... Written to enhance students' understanding of persuasion theory and its applications to everyday situations, this book presents an up-to-date review of persuasion theory and research. Attempting to show students how these theories can deepen our understanding of how persuasion is practiced in a variety of real-life situations, it is designed as a text for undergraduate students who wish to know more about concepts of attitude and persuasion, as well as introducing graduate students to theory and research in the field of persuasion. With a broad look at persuasion research, this volume examines psychological approaches to persuasion, interpersonal communication theories, and the interface between persuasion and mass communication, in particular mass media information campaigns. It examines research on cognitive processing of persuasive messages, compliance-gaining in interpersonal contexts, and the effects of large-scale health communication campaigns. |
central route persuasion psychology definition: Encyclopedia of the Sciences of Learning Norbert M. Seel, 2011-10-05 Over the past century, educational psychologists and researchers have posited many theories to explain how individuals learn, i.e. how they acquire, organize and deploy knowledge and skills. The 20th century can be considered the century of psychology on learning and related fields of interest (such as motivation, cognition, metacognition etc.) and it is fascinating to see the various mainstreams of learning, remembered and forgotten over the 20th century and note that basic assumptions of early theories survived several paradigm shifts of psychology and epistemology. Beyond folk psychology and its naïve theories of learning, psychological learning theories can be grouped into some basic categories, such as behaviorist learning theories, connectionist learning theories, cognitive learning theories, constructivist learning theories, and social learning theories. Learning theories are not limited to psychology and related fields of interest but rather we can find the topic of learning in various disciplines, such as philosophy and epistemology, education, information science, biology, and – as a result of the emergence of computer technologies – especially also in the field of computer sciences and artificial intelligence. As a consequence, machine learning struck a chord in the 1980s and became an important field of the learning sciences in general. As the learning sciences became more specialized and complex, the various fields of interest were widely spread and separated from each other; as a consequence, even presently, there is no comprehensive overview of the sciences of learning or the central theoretical concepts and vocabulary on which researchers rely. The Encyclopedia of the Sciences of Learning provides an up-to-date, broad and authoritative coverage of the specific terms mostly used in the sciences of learning and its related fields, including relevant areas of instruction, pedagogy, cognitive sciences, and especially machine learning and knowledge engineering. This modern compendium will be an indispensable source of information for scientists, educators, engineers, and technical staff active in all fields of learning. More specifically, the Encyclopedia provides fast access to the most relevant theoretical terms provides up-to-date, broad and authoritative coverage of the most important theories within the various fields of the learning sciences and adjacent sciences and communication technologies; supplies clear and precise explanations of the theoretical terms, cross-references to related entries and up-to-date references to important research and publications. The Encyclopedia also contains biographical entries of individuals who have substantially contributed to the sciences of learning; the entries are written by a distinguished panel of researchers in the various fields of the learning sciences. |
central route persuasion psychology definition: The Handbook of Behavior Change Martin S. Hagger, Linda D. Cameron, Kyra Hamilton, Nelli Hankonen, Taru Lintunen, 2020-07-15 Social problems in many domains, including health, education, social relationships, and the workplace, have their origins in human behavior. The documented links between behavior and social problems have compelled governments and organizations to prioritize and mobilize efforts to develop effective, evidence-based means to promote adaptive behavior change. In recognition of this impetus, The Handbook of Behavior Change provides comprehensive coverage of contemporary theory, research, and practice on behavior change. It summarizes current evidence-based approaches to behavior change in chapters authored by leading theorists, researchers, and practitioners from multiple disciplines, including psychology, sociology, behavioral science, economics, philosophy, and implementation science. It is the go-to resource for researchers, students, practitioners, and policy makers looking for current knowledge on behavior change and guidance on how to develop effective interventions to change behavior. |
central route persuasion psychology definition: Encyclopedia of Applied Psychology , 2004-09-21 The Encyclopedia of Applied Psychology encompasses applications of psychological knowledge and procedures in all areas of psychology. This compendium is a major source of information for professional practitioners, researchers in psychology, and for anyone interested in applied psychology. The topics included are, but are not limited to, aging (geropsychology), assessment, clinical, cognitive, community, counseling, educational, environmental, family, industrial/organizational, health, school, sports, and transportation psychology. The entries drawn from the above-referenced areas provide a clear definition of topic, a brief review of theoretical basis relevant to the topic, and emphasize major areas of application.Also available online via ScienceDirect – featuring extensive browsing, searching, and internal cross-referencing between articles in the work, plus dynamic linking to journal articles and abstract databases, making navigation flexible and easy. For more information, pricing options and availability visit www.info.sciencedirect.com. |
central route persuasion psychology definition: The Great American Values Test Sandra Ball-Rokeach, Milton Rokeach, Joel W. Grube, 1984 |
central route persuasion psychology definition: Social Science Research Anol Bhattacherjee, 2012-04-01 This book is designed to introduce doctoral and graduate students to the process of conducting scientific research in the social sciences, business, education, public health, and related disciplines. It is a one-stop, comprehensive, and compact source for foundational concepts in behavioral research, and can serve as a stand-alone text or as a supplement to research readings in any doctoral seminar or research methods class. This book is currently used as a research text at universities on six continents and will shortly be available in nine different languages. |
central route persuasion psychology definition: The Psychology of Attitudes and Attitude Change Joseph P. Forgas, Joel Cooper, William D. Crano, 2011-01-07 Attitudes are central to understanding human beings' unique ability to create elaborate predispositions and evaluations based on their social experiences. This volume reviews cutting-edge research on attitudes by leading scholars and is essential reading for social psychologists, and practitioners in clinical, counseling, organizational, marketing, forensic, and developmental psychology. |
central route persuasion psychology definition: Applying Social Psychology Abraham P Buunk, Mark Van Vugt, 2007-11-15 `I think this is a wonderful book. The social psychological theories are exceptionally well presented for practical use. Anyone studying social psychology will find this book extremely relevant and accessible' - Gerjo Kok, Professor of Applied Psychology, Department of Work and Social Psychology, Maastricht University `This is a highly readable book dealing with an exciting topic, applied social psychology, which is at the heart of many urgent problems of the new millennium. It is well suited for curing the disease of those who still believe there is an opposition between fundamental and applied research, between theories and practice. The major asset of this volume lies in the originality and strength of the PATH concept -- from problem definition, over analysis, and test, to helping. I like the idea to implement and institutionalize this framework in teaching and in education' - Klaus Fiedler, University of Heidelberg Introducing a new methodological approach for doing applied psychology, the PATH model, this book offers a simple, systematic, step-by-step, easy-to-use methodology for applying primarily social psychological theory to a wide range of social problems, from tackling crime and prejudice to fostering environmental conservation and team performance. It helps and guides students to define a problem, conduct a theory-based analysis, develop an explanatory model, set up and execute a research project to test the model, and develop an intervention. Applying Social Psychology is a highly practical text, which can be used by introductory and advanced level students who want to learn how to analyze practical problems and develop solutions for these problems based upon social psychological theory and research. Written in an engaging and accessible way, this book offers: 1. A new methodological model put forward by the authors (PATH model); 2. Real world case studies; 3. End of chapter exercises; 4. Interviews with leading social psychologists; 5.Glossary of key theories and concepts in social psychology; 6. Recommended further reading. |
central route persuasion psychology definition: Utilitarianism - Ed. Heydt John Stuart Mill, 2010-08-06 John Stuart Mill’s Utilitarianism is a philosophical defense of utilitarianism, a moral theory stating that right actions are those that tend to promote overall happiness. The essay first appeared as a series of articles published in Fraser’s Magazine in 1861; the articles were collected and reprinted as a single book in 1863. Mill discusses utilitarianism in some of his other works, including On Liberty and The Subjection of Women, but Utilitarianism contains his only sustained defence of the theory. In this Broadview Edition, Colin Heydt provides a substantial introduction that will enable readers to understand better the polemical context for Utilitarianism. Heydt shows, for example, how Mill’s moral philosophy grew out of political engagement, rather than exclusively out of a speculative interest in determining the nature of morality. Appendices include precedents to Mill’s work, reactions to Utilitarianism, and related writings by Mill. |
central route persuasion psychology definition: Social Psychology Jeffrey D. Holmes, Sheila K. Singh, 2012 Discusses how psychologists have produced a startling array of knowledge about how people act and react in social situations. |
central route persuasion psychology definition: Psychological Operations in Guerrilla Warfare Tayacan, 1995-10-01 |
UNIT 14 SOCIAL PSYCHOLOGY UNIT - mayfieldschools.org
Central route to persuasion Occurs when interested people focus on the arguments and respond with favorable thoughts People who are naturally analytical or involved in an issue… Peripheral …
Myers’ Psychology for AP*
Peripheral Route Persuasion = attitude change path in which people are influenced by incidental cues, such as a speaker’s attractiveness.
Towards the Model of Central and Peripheral Arguments
The central route to persuasion (CR) is related to content-based arguments, while the peripheral route (PR) is related to unsubstantial kind of impact, such as credibility or attractiveness of the …
Central and Peripheral Routes to Persuasion: An Individual …
Apr 10, 2018 · One of the major sources of variance in attitude research is that attributable to individual differences among subjects.
Unit 14 Social Psychology - lccpsych.weebly.com
Explain how psychology’s definition of aggression differs from everyday usage, and describe various biological influences on aggression. Use mnemonics, real life application or personal …
Central Route Persuasion Psychology Definition
Central Route Persuasion Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical …
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Experiment Report: Peripheral and Central Persuasion Name
The central route of persuasion is based on persuading the individual towards something through facts and figures, while the peripheral route of persuasion involves using cues to persuade a …
Attitude Change - Richard E. Petty
The first attitude change technique, persuasion via the central route, focuses on the information that a person has about the central merits of the object under consideration.
Central and Peripheral Routes to Advertising Effectiveness: …
One, called the central route, views attitude change as resulting from a person's diligent consideration of in- formation that s/he feels is central to the true merits of a. particular …
Dual Process Models of Persuasion Andrew Luttrell Ball State …
The underlying process of central route attitude change harkens back to cognitive response theory (Greenwald, 1968), which concerned the stream of thoughts that occur to a person as …
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Central Route Persuasion Definition Psychology: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical …
A. The Fundamental Attribution Error - AP Psychology
Peripheral Route to Persuasion: When people focus on emotional appeals and incidental cues; Doesn’t engage systematic thinking, but does produce fast results as people respond to …
Exploring Two Routes to Persuasion - Richard E. Petty
One procedure, referred to as following the cetltral route to persuasion. involves carefully thinking about and examining information pertinent (or central) to the merits of a topic.
Persuasion by a Single Route: A View from the Unimodel
As a preview of what is to come, we first briefly re- view the two dual-process models (ELM and HSM) they are the systematic and heuristic modes.
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Central Route Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical …
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covering all units on the AP Psychology exam Find specific concepts quickly and easily with cards organized by topic Customize your review using the enclosed sorting ring to arrange the cards …
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Central Route Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of different theoretical …
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elaborated and audiences are passive. People use mental shortcuts for this. Change through this route is temporary and goes away quickly. What is Central Route Persuasion? Central route to …
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Central route to persuasion psychology ... /More definition:Central route to persuasion refers to persuasion that occurs when interested people focus on the arguments and respond with …
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Central route psychology definition Advances in Consumer Research Volume 15, 1988 Pages 204-209 SOME CENTRAL AND PERIPHERAL THOUGHTS ON THE ROUTES TO …
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POINT 2: Central Route to Persuasion The answer must include one of the following: a. Via Content: Zoey must consider or be presented with factual information about the car (or …
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Peripheral route of persuasion psychology definition The elaboration likelihood model (ELM) of persuasion is a theory about how attitudes are formed and changed. This theory organizes the …
AP PSYCHOLOGY 2013 SCORING GUIDELINES - College Board
Point 5 did not score because the student describes the central route to persuasion as a direct argument, which is not sufficient to indicate facts, logic, or details. The essay erroneously …
Persuasion - College of Health and Human Sciences
•Central route persuasion •Peripheral route persuasion. 3 Psy 240: Williams 5 Central Route Psy 240: Williams 6 Peripheral Route. 4 Psy 240: Williams 7 Distraction and Persuasion •Common …
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Responses that refer to central route to persuasion or specific information (e.g., statistics, logic, details) about the skateboard. • Rayce informs people about a study that was conducted that …
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Two Roads to Persuasion Petty and Cacioppo (1986a, 1986b) assert that there are two paths of persuasion: central and peripheral. The central path to persuasion is to carefully consider the …
UNIT 14 SOCIAL PSYCHOLOGY UNIT - mayfieldschools.org
Central route to persuasion Occurs when interested people focus on the arguments and respond with favorable thoughts People who are naturally analytical or involved in an issue…
AP Psychology Student Samples from the 2023 Exam …
The peripheral route to persuasion point was earned because t he response states that “the celebrities they invited playing the game is a peripheral route to persuasion since people may …
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3. The response must apply the concept to the prompt. A definition alone will not earn the point, but a clear definition can support the application. 4. Examples provided in the Scoring …
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Myers’ Psychology for AP*
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Peripheral Route Persuasion Psychology Definition: Recent Reports ,1990 Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly …
Attitude Change - Richard E. Petty
persuasion:thecentral route and the peripheral route. Central Route Approaches to Attitude Change The first attitude change technique, persuasion via the central route, focuses on the …
Chief Reader Report on Student Responses - AP Central
• Some responses for peripheral route to persuasion referred to central route to persuasion. • Students demonstrated understanding by indicating that Rayce’s campaign used an attention …
THE ELABORATION LIKELIHOOD PERSUASION - Richard E.
The study of attitudes and persuasion began as the central focus of social psychology (Allport, 1935; Ross, 1908). However, after a considerable flourish- ing of research and theory from the …
Richard E. Petty John T. Cacioppo
information presented in support of an advocacy (central route). The other type of persuasion, however, was that which more likely occurred as a result of some simple cue in the persuasion …
A. The Fundamental Attribution Error - AP Psychology
Central Route v. Peripheral Route: 1. Central Route to Persuasion: When people focus on factual information, logical arguments, and a thoughtful analysis of pertinent details; Offers evidence …
Peripheral Route Persuasion Psychology Definition [PDF]
Peripheral Route Persuasion Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
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Peripheral Route Persuasion Definition Psychology
Peripheral Route Persuasion Definition Psychology: Recent Reports ,1990 Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly …
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Peripheral Route Persuasion Definition Psychology: Recent Reports ,1990 Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly …
Richard E. Petty, University of Missouri-Columbia
have called the peripheral route to persuasion. Under the central route, attitude changes result from a person's careful attempt to evaluate the true merits of the advocated position. Under …
Peripheral Route To Persuasion Psychology Definition
Peripheral Route To Persuasion Psychology Definition: Recent Reports ,1990 Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly …
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Peripheral Route To Persuasion Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
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Peripheral Route Persuasion Definition Psychology: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
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Peripheral Route To Persuasion Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
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Peripheral Route To Persuasion Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
The Psychology of Attitudes, Motivation, and Persuasion
The Psychology of Attitudes and Persuasion 2 The Psychology of Attitudes, Motivation, and Persuasion A quick look at the front page of the New York Times shows headlines, such as: …
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Peripheral Route Persuasion Definition Psychology: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
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Peripheral Route To Persuasion Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
AP Psychology 2013 Scoring Guidelines - College Board
Do not score “John uses the central route of persuasion by making an argument based on facts” because there is no mention of influencing the reader. Point 6: Retroactive interference A. The …
Dual routes or a one-way to persuasion? The elaboration …
advertising; central route; peripheral route 1. Introduction Marketing communications is inherently about persuasion1 (Kerr and Richards 2021). No wonder that investigating the mechanisms …
In The Elaboration Likelihood Model Of Persuasion The …
Persuasion - Simply Psychology Sep 26, 2023 · The elaboration likelihood model, first devised by Richard E. Petty and ... The Central Route of Persuasion: Definition and Examples Jul 24, …
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Peripheral Route Psychology Definition Fathali M. Moghaddam. Peripheral Route Psychology Definition: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed …
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Peripheral Route Persuasion Definition Psychology: Attitudes And Persuasion Richard E Petty,2018-02-20 This book provides a needed survey of a truly remarkable number of …
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AP Psychology - Terms/Concepts (640 Total) - Central Bucks …
12. behavioral psychology 13. biological psychology 14. cognitive psychology 15. evolutionary psychology 16. psychodynamic psychology 17. social-cultural psychology 18. psychometrics …
AP Psychology - AP Central
3. The response must apply the concept to the prompt. A definition alone will not earn the point, but a clear definition can support the application. 4. Examples provided in the Scoring …
Towards the Model of Central and Peripheral Arguments
one of the most influential contemporary theories of persuasion in social psychology. It assumes that there are two routes to persuasion and two types of persuasive means (arguments): …