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When the operation processes at the high end of the continuum determine attitudes, persuasion follows the central route. [2] 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 ...
These two routes of processing define related theories behind attitude change. In ELM, the central route is reflective and requires a willingness to process and think about the message. The peripheral route occurs when attitudes are formed without extensive thought, but more from mental shortcuts, credibility, and appearance cues. The route of ...
There are two routes to persuasion: Central and peripheral. Central route processing is used in high-involvement purchase decisions. These are infrequent, high-risk purchases, usually involving large amounts of money and a significant amount of time (for example, purchasing a house or car).
Developed by Petty and Cacioppo during the late 1980s, the model describes two ways in which persuasive communications can cause attitude change: centrally and peripherally. The central route to persuasion occurs when people have the ability and motivation to listen to a message, think about its arguments and internalize the information.
Central to this process is the concept of the "latitude of acceptance." Individuals are inclined to modify their attitudes when they perceive a novel position falling within this latitude. Conversely, if a message is deemed to be within the "latitude of rejection," the audience may still undergo an attitude adjustment, but in the opposite ...
In their theory, there are two different routes to persuasion in making decisions. The first route is known as the central route and this takes place when a person is thinking carefully about a situation, elaborating on the information they are given, and creating an argument. This route occurs when an individual's motivation and ability are high.
Cognitive information models are also known as the central route to persuasion. [37] A common theme in cognitive information models is that the net favourability of cognitive responses has a direct influence on attitude strength. [36] In the cognitive information models, the general path to persuasion is as follows: [38]
Mind shapers can be seen through the use of the adjusted communication model, it allows the source/sender to create a perception for the receiver (Dahlen, Lange, & Smith, 2010, p. 39). Mind shapers can take two routes for persuasion: Central route, this route requires a thought process to occur, the content of the message is important.