Download Communication and Persuasion: Central and Peripheral Routes by Richard E. Petty PDF

By Richard E. Petty

It has been over 10 years due to the fact that we initiated paintings on our first sequence of collaborative experiments. As graduate scholars, we had nice enjoyable making plans, undertaking, and scripting this examine (Petty & Cacioppo, 1977). We loved arguing with one another at our preliminary assembly in 1973 and feature sub­ sequently develop into most sensible buddies, yet neither people suspected on the time that we'd or may well actively keep a learn collaboration over the following decade, or that we might now locate ourselves able to write this monograph. As we word in bankruptcy 1, we all started our stories of persuasion at a time whilst social psychology used to be in "crisis," and curiosity in study on perspective switch particularly was once declining. As we write this, we're conscious of six new volumes on persuasion which are in press or in instruction and that are meant to look over the following few years. on reflection, it isn't so spectacular that study on attitudes and persuasion may reemerge as a relevant problem of social psychology. We think that human emotions, ideals, and behaviors, no matter if within the area of interpersonal family (e. g. , marriage, aggression), politics (e. g. , vote casting, revolution), overall healthiness (e. g. , following a clinical regimen), or economics (e. g. , customer purchases) are drastically encouraged by way of the reviews humans have of alternative humans, gadgets, and matters. in addition, reviews (attitudes) are encouraged through impact, cognition, and behavior.

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Extra info for Communication and Persuasion: Central and Peripheral Routes to Attitude Change

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The problem, of course, is that although people may sometimes be aware of how much cognitive effort they are expending, people do not always have access to their cognitive processes (Nisbett & Wilson, 1977). , the color of paper it was printed on). In a similar vein, subjects might be asked to rate the extent to which they were trying to generate favorable or unfavorable thoughts or the extent to which it was easy or difficult to generate a particular kind of thought in an Assessing the Basic Constructs in the ELM 37 attempt to assess biased processing.

Acquiescence, social desirability), the ends of the scales denoting positive and negative attitudes are either counterbalanced or determined randomly. Also, a cover story is employed so that subjects are unaware that the study concerns their persuasibility. , Petty, Cacioppo, & Heesacker, 1981). The subjects are instructed that their task is to assist in rating the broadcast quality of selected editorials. An important attribute of the cover story is that it not draw undue attention to the subjects' attitudes toward the persuasive 1.

In sum, the greater organization and accessibility of attitudes and attitude-relevant information for persuasion occuring via the central than the peripheral route render people more able to report the same attitude over time, to defend their beliefs, and to act on them. A motivational factor may also be relevant, however. Specifically, the process of scrutinizing issuerelevant arguments may generally be more deliberate than the processes of affective association and the invocation of well-rehearsed (even automatic) decision rules (Cialdini, 1984, 1985).

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