Question
What are the three models of persuasion?
Answers
Answered by
GPT-4o mini
The three primary models of persuasion are:
1. **The Elaboration Likelihood Model (ELM)**: This model suggests that there are two routes through which persuasion can occur: the central route and the peripheral route. The central route involves careful and thoughtful consideration of the arguments presented, leading to lasting attitude change if the arguments are strong. The peripheral route, on the other hand, involves less cognitive effort and relies on superficial cues or heuristics (like attractiveness of the speaker or emotional appeals), which can lead to temporary attitude change.
2. **The Heuristic-Systematic Model (HSM)**: This model posits that individuals process persuasive information via two different modes: systematic processing and heuristic processing. Systematic processing is akin to the central route in ELM, where individuals engage in thorough analysis of the information. Heuristic processing relies on mental shortcuts or rules of thumb, which allow individuals to make quick decisions based on cues rather than in-depth analysis.
3. **Social Judgment Theory**: This theory focuses on how people evaluate and assimilate new information based on their existing attitudes or beliefs. It proposes that individuals have a range of opinions on a topic, known as their latitude of acceptance, latitude of rejection, and latitude of non-commitment. Persuasion occurs when a message falls within the latitude of acceptance and leads to a shift in attitude, while messages that fall within the latitude of rejection are likely to be dismissed.
These models help explain how and why persuasion may be effective, depending on the context and the audience's level of engagement.
1. **The Elaboration Likelihood Model (ELM)**: This model suggests that there are two routes through which persuasion can occur: the central route and the peripheral route. The central route involves careful and thoughtful consideration of the arguments presented, leading to lasting attitude change if the arguments are strong. The peripheral route, on the other hand, involves less cognitive effort and relies on superficial cues or heuristics (like attractiveness of the speaker or emotional appeals), which can lead to temporary attitude change.
2. **The Heuristic-Systematic Model (HSM)**: This model posits that individuals process persuasive information via two different modes: systematic processing and heuristic processing. Systematic processing is akin to the central route in ELM, where individuals engage in thorough analysis of the information. Heuristic processing relies on mental shortcuts or rules of thumb, which allow individuals to make quick decisions based on cues rather than in-depth analysis.
3. **Social Judgment Theory**: This theory focuses on how people evaluate and assimilate new information based on their existing attitudes or beliefs. It proposes that individuals have a range of opinions on a topic, known as their latitude of acceptance, latitude of rejection, and latitude of non-commitment. Persuasion occurs when a message falls within the latitude of acceptance and leads to a shift in attitude, while messages that fall within the latitude of rejection are likely to be dismissed.
These models help explain how and why persuasion may be effective, depending on the context and the audience's level of engagement.