Exam (elaborations)
COM 351 Exam 3 Questions And Answers Latest Update
- Course
- COM 351
- Institution
- Arizona State University
COM 351 Exam 3 Questions And Answers Latest Update
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COM 351 Exam 3 Questions AndAnswers Latest Update
The two routes to persuasion and how each is characterized ANS✔✔ Central
Route: strong arguments lead to attitude change that is persistant, resistant to
change, and related to behavior, weak arguments however can backfire
Peripheral Route: Cues can lead to attitude change, but it is less persitant and
likely to change, not related to behavior
The two types of message content and how each aligns with the two routes to
persuasion ANS✔✔ Message argument: A statement or group of statements
offered in support of a conclusion that the sender wants the reciever to accept
Peripheral Cues: Elements outside of the message argument that offer mental
shortcuts to accepting or rejecting the argument
Message Elaboration ANS✔✔ The extent to which a person carefully thinks
about issue relevant arguments in a negotiation situation
Factors that encourage or support central processing ANS✔✔ Motivation
and Ability
Need for cognition ANS✔✔ A personality trait that describes the tendency to
engage in and enjoy effortful cognitive activity
, Need for cognitions role in persuasive message processing ANS✔✔
Encourages central processing beyond motivation
How is argument strength assessed ANS✔✔ Effects based, Strong arguments
generate positive thoughts while weak arguments generate negative thoughts
Six principals of human behavior ANS✔✔ Reciprocation
Consistency
Social Proof
Liking
Authority
Scarcity
Cognitive dissonce ANS✔✔ It is the distressing mental state that people feel
when they "Find themselves doing things taht dont fit with what they know, or
having opinions that do not fit with other opinions they hold"
Three mental mechanisms that Festinger said would reduce cognitive
dissonance ANS✔✔ Selective exposure
Postdecision dissonance
Minimal justification
Three conditions that heighten post-decision dissonance ANS✔✔ The more
important the issue, the longer an individual delays in choosing between two
equally attractive options, and the greater the difficulty in reversing the
decision once it has been made.
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