Question
What are three models of persuasion
Answers
GPT-4o mini
Three well-known models of persuasion are:
1. **Elaboration Likelihood Model (ELM)**: Developed by Richard E. Petty and John Cacioppo, the ELM posits that there are two main routes through which persuasion occurs: the central route and the peripheral route. The central route involves careful and thoughtful consideration of the arguments presented, leading to lasting attitude change. The peripheral route involves less cognitive effort, relying on superficial cues (like the attractiveness of the speaker or emotional appeals), which can lead to more temporary changes in attitudes.
2. **Social Judgment Theory**: Proposed by Sherif and Hovland, Social Judgment Theory suggests that people evaluate persuasive messages based on their existing attitudes or "anchor" points. Each individual has a range of acceptance, a range of non-commitment, and a range of rejection regarding various positions on a topic. Persuasion is more likely to occur when the message falls within the range of acceptance.
3. **Theory of Planned Behavior (TPB)**: Developed by Icek Ajzen, the TPB posits that an individual’s intention to engage in a behavior is influenced by three factors: attitude toward the behavior, subjective norms (perceived social pressure), and perceived behavioral control (perception of ease or difficulty in performing the behavior). These factors work together to shape intentions, which are significant predictors of actual behavior.
Each of these models highlights different aspects of the persuasion process and emphasizes the complexity of how attitudes and behaviors can be influenced.
1. **Elaboration Likelihood Model (ELM)**: Developed by Richard E. Petty and John Cacioppo, the ELM posits that there are two main routes through which persuasion occurs: the central route and the peripheral route. The central route involves careful and thoughtful consideration of the arguments presented, leading to lasting attitude change. The peripheral route involves less cognitive effort, relying on superficial cues (like the attractiveness of the speaker or emotional appeals), which can lead to more temporary changes in attitudes.
2. **Social Judgment Theory**: Proposed by Sherif and Hovland, Social Judgment Theory suggests that people evaluate persuasive messages based on their existing attitudes or "anchor" points. Each individual has a range of acceptance, a range of non-commitment, and a range of rejection regarding various positions on a topic. Persuasion is more likely to occur when the message falls within the range of acceptance.
3. **Theory of Planned Behavior (TPB)**: Developed by Icek Ajzen, the TPB posits that an individual’s intention to engage in a behavior is influenced by three factors: attitude toward the behavior, subjective norms (perceived social pressure), and perceived behavioral control (perception of ease or difficulty in performing the behavior). These factors work together to shape intentions, which are significant predictors of actual behavior.
Each of these models highlights different aspects of the persuasion process and emphasizes the complexity of how attitudes and behaviors can be influenced.