1. Social Psychology Talbot
Chapter Seven
Persuasion

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3. Two routes to persuasion
Central route persuasion
Peripheral route persuasion
Copyright © 2002 by The McGraw-Hill Companies, Inc.
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8. The elements of persuasion
The communicator
Credibility
Attractiveness
The message content
Reason versus emotion
Discrepancy
One-sided versus two-sided appeals
Primacy versus recency
Copyright © 2002 by The McGraw-Hill Companies, Inc.
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10. The elements of persuasion
The communication channel
Active experience or passive communication
Personal versus media influence
The audience
How old are they?
Self-esteem?
What are they thinking?
Copyright © 2002 by The McGraw-Hill Companies, Inc.
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11. Copyright © 2002 by The McGraw-Hill Companies, Inc.
What are they thinking?
Forewarned is forearmed
Distraction disarms
Uninvolved audiences use peripheral cues
Copyright © 2002 by The McGraw-Hill Companies, Inc.
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12. Case studies in persuasion: Cult indoctrination
Attitudes follow behavior
Persuasive elements
The communicator
The message
The audience
Group Effects
Copyright © 2002 by The McGraw-Hill Companies, Inc.
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13. Resisting persuasion: Attitude inoculation
Copyright © 2002 by The McGraw-Hill Companies, Inc.
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