|
Elaboration Likelihood Model
The elaboration likelihood model (ELM) of persuasion is a dual process theory describing the change of attitudes. The ELM was developed by Richard E. Petty and John Cacioppo in 1980. The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. The ELM proposes two major routes to persuasion: the central route and the peripheral route. * Under the ''central route'', persuasion will likely result from a person's careful and thoughtful consideration of the true merits of the information presented in support of an advocacy. The central route involves a high level of message elaboration in which a great amount of cognition about the arguments are generated by the individual receiving the message. The results of attitude change will be relatively enduring, resistant, and predictive of behavior. * On the other hand, under the ''peripheral route'', persuasion results from a person's association with positive or negative cues in ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Persuasion
Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours. Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a classical subject. Psychology looks at persuasion through the lens of individual behaviour and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campaigning, giving a sales pitch, or in trial advocacy. Persuasion can also be interpre ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Expectancy-value Theory
Expectancy–value theory has been developed in many different fields including education, health, communications, marketing and economics. Although the model differs in its meaning and implications for each field, the general idea is that there are expectations as well as values or beliefs that affect subsequent behavior. Education model History and model overview John William Atkinson developed the expectancy–value theory in the 1950s and 1960s in an effort to understand the achievement motivation of individuals.Eccles, J. (1983). Expectancies, values, and academic behaviors. In J. T. Spence (Ed.), Achievement and achievement motives: Psychological and sociological approaches (pp. 75-146). San Francisco, CA: W. H. Freeman. In the 1980s, Jacquelynne Eccles expanded this research into the field of education. According to expectancy–value theory, students' achievement and achievement related choices are most proximally determined by two factors: expectancies for success, and sub ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Distraction
Distraction is the process of diverting the attention of an individual or group from a desired area of focus and thereby blocking or diminishing the reception of desired information. Distraction is caused by: the lack of ability to pay attention; lack of interest in the object of attention; or the great intensity, novelty or attractiveness of something other than the object of attention. Distractions come from both external sources, and internal sources. External distractions include factors such as visual triggers, social interactions, music, text messages, and phone calls. There are also internal distractions such as hunger, fatigue, illness, worrying, and daydreaming. Both external and internal distractions contribute to the interference of focus. In the car Distracted driving is a dangerous threat to road safety across the world. While drunk driving rates have been on the decline since 1983, distracted driving has been increasing in recent years. Many feel this incline ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Cognitive Resource Theory
Cognitive resource theory (CRT) is a leadership theory of industrial and organisational psychology developed by Fred Fiedler and Joe Garcia in 1987 as a reconceptualisation of the Fiedler contingency model. The theory focuses on the influence of the leader's intelligence and experience on their reaction to stress. The essence of the theory is that stress is the enemy of rationality, damaging leaders' ability to think logically and analytically. However, the leader's experience and intelligence can lessen the influence of stress on his or her actions: intelligence is the main factor in low-stress situations, while experience counts for more during high-stress moments. Originating from studies into military leadership style, CRT can also be applied to other contexts such as the relationship between stress and ability in sport. The theory proposes the style of leadership required in certain situations, depending on the degree of stress, situational control and task structure. Trainin ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Elaboration Likelihood Model2
Elaboration (from Latin ''ex-'' "out" + ''laborare'' "to labor") is the act of adding more information to existing information to create a more complex, emergent whole. Elaboration is the variant of development implementation: creating new structure relations, putting together, drawing up. It can be defined as adding details or "expanding on" an idea. It involves developing an idea by incorporating details to amplify the original simple idea. Elaboration enhances ideas and objects by providing nuance and detail. Elaboration may involve planning or executing a task with painstaking attention to numerous parts or details. Examples In the law, a bill of particulars is an elaboration of allegations, theories of law, and facts contained in another pleading, such as a complaint, answer, or reply. In mathematics, an iteration is the elaboration of a function. See also * Accuracy and precision * Ambiguity * Collaboration * Metacognition * Minimum viable product * Network scie ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Cognitive Dissonance
In the field of psychology, cognitive dissonance is the perception of contradictory information, and the mental toll of it. Relevant items of information include a person's actions, feelings, ideas, beliefs, values, and things in the environment. Cognitive dissonance is typically experienced as psychological stress when persons participate in an action that goes against one or more of those things. According to this theory, when two actions or ideas are not psychologically consistent with each other, people do all in their power to change them until they become consistent. The discomfort is triggered by the person's belief clashing with new information perceived, wherein the individual tries to find a way to resolve the contradiction to reduce their discomfort.Festinger, L. (1957). ''A Theory of Cognitive Dissonance''. California: Stanford University Press. In '' When Prophecy Fails: A Social and Psychological Study of a Modern Group That Predicted the Destruction of the World' ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Motivation
Motivation is the reason for which humans and other animals initiate, continue, or terminate a behavior at a given time. Motivational states are commonly understood as forces acting within the agent that create a disposition to engage in goal-directed behavior. It is often held that different mental states compete with each other and that only the strongest state determines behavior. This means that we can be motivated to do something without actually doing it. The paradigmatic mental state providing motivation is desire. But various other states, such as beliefs about what one ought to do or intentions, may also provide motivation. Motivation is derived from the word 'motive', which denotes a person's needs, desires, wants, or urges. It is the process of motivating individuals to take action in order to achieve a goal. The psychological elements fueling people's behavior in the context of job goals might include a desire for money. Various competing theories have been proposed c ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Social Influence
Social influence comprises the ways in which individuals adjust their behavior to meet the demands of a social environment. It takes many forms and can be seen in conformity, socialization, peer pressure, obedience, leadership, persuasion, sales, and marketing. Typically social influence results from a specific action, command, or request, but people also alter their attitudes and behaviors in response to what they perceive others might do or think. In 1958, Harvard psychologist Herbert Kelman identified three broad varieties of social influence. #Compliance is when people appear to agree with others but actually keep their dissenting opinions private. # Identification is when people are influenced by someone who is liked and respected, such as a famous celebrity. # Internalization is when people accept a belief or behavior and agree both publicly and privately. Morton Deutsch and Harold Gerard described two psychological needs that lead humans to conform to the expectat ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Robert Cialdini
Robert Beno Cialdini (born April 27, 1945) is an American psychologist and academic. He is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University, as well as at the University of California at Santa Cruz. Education Cialdini received his Bachelor of Science degree from the University of Wisconsin–Milwaukee in June 1967. He then went on to Graduate studies in Social Psychology at the University of North Carolina and earned his PhD in June 1970 and received Postgraduate training in social psychology at Columbia University. He has held visiting scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Work He is best known for his 19 ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Heuristics In Judgment And Decision-making
Heuristics is the process by which humans use mental short cuts to arrive at decisions. Heuristics are simple strategies that humans, animals, organizations, and even machines use to quickly form judgments, make decisions, and find solutions to complex problems. Often this involves focusing on the most relevant aspects of a problem or situation to formulate a solution. While heuristic processes are used to find the answers and solutions that are ''most'' likely to work or be correct, they are not always right or the most accurate. Judgments and decisions based on heuristics are simply good enough to satisfy a pressing need in situations of uncertainty, where information is incomplete. In that sense they can differ from answers given by logic and probability. The economist and cognitive psychologist Herbert A. Simon introduced the concept of heuristics in the 1950s, suggesting there were limitations to rational decision making. In the 1970s, psychologists Amos Tversky and Daniel ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Boomerang Effect (psychology)
In social psychology, the boomerang effect, also known as " reactance", refers to the unintended consequences of an attempt to persuade resulting in the adoption of an opposing position instead. It is sometimes also referred to "the theory of psychological reactance", stating that attempts to restrict a person's freedom often produce an " anticonformity boomerang effect".Brehm, S.; Brehm, J.W. (1981). ''Psychological reactance: a theory of freedom and control.'' Academic Press. In other words, the boomerang effect is a situation where people tend to pick the opposite of what something or someone is saying or doing because of how it is presented to them. Typically, the more aggressive something is presented, people would more than likely want to do the opposite. For example, if someone were to walk up to a yard with a sign saying "KEEP OFF LAWN" the person would be more likely to want to walk on the lawn because of the way they read the sign. If the sign read "please stay off my gra ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Need For Cognition
The need for cognition (NFC), in psychology, is a personality variable reflecting the extent to which individuals are inclined towards effortful cognitive activities. Need for cognition has been variously defined as "a need to structure relevant situations in meaningful, integrated ways" and "a need to understand and make reasonable the experiential world". Higher NFC is associated with increased appreciation of debate, idea evaluation, and problem solving. Those with a high need for cognition may be inclined towards high elaboration. Those with a lower need for cognition may display opposite tendencies, and may process information more heuristically, often through low elaboration. Need for cognition is closely related to the five factor model domain openness to experience, typical intellectual engagement, and epistemic curiosity (see below). History Cohen, Stotland and Wolfe (1955), in their work on individual differences in cognitive motivation, identified a "''need for ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
