Learn vocabulary, terms, and more with flashcards, games, and other study tools. Dual process models of persuasion andrew luttrell ball. This paper integrates duality models from the perspective of consumer psychology by identifying three relevant theoretical strands. In ancient greece, persuasion was the main means of achieving power and winning in the courts. More recently, dual process theories of attitude change point to two different. Abstract dual system and dual process views of the human mind have contrasted automatic, fast, and nonconscious with controlled, slow, and conscious thinking. For instance, the two modes of thinking described by various dual process theories can often be mapped onto a topdown, ideadriven way of understanding the world versus a bottomup, datadriven way of understanding. Persuasion is an active, intentional attempt to change nonverifiable evaluations, feeling, values, norms, and related behaviors. This question ushered in several new approaches to thinking about persuasion. Explaining theories of persuasion sage publications. Special session summary dualprocess theories in affective. Dual process theories in social psychology iresearchnet. Dualprocess models in social and cognitive psychology.
Request pdf dual process models of persuasion the dual process models. Researchers, graduate students, and advanced undergraduates have gained a valuable resource for understanding how dual process theories have been used to clarify our understanding of phenomena in many areas, including attitudes, person perception. These dual process models proposed key moderators, identifying the. The other major model is called the heuristicsystematic model. Persuasion by jane austen is a 2016 enhanced media publication. While it is true that some of the time people are not entirely logical or consistent. Since the early 1980s, the dualprocess models of persuasion have dominated the persuasion landscape. Dual process theories are built on several key ideas that have a long history in psychology. The dual process models of persuasion explain how attitude change happens by linking persuasion to social cognition. Identification as a challenge to dualprocess theories of persuasion.
Techniques such as psychophysiological interaction ppi analysis could be employed to. Written in a clear and accessible style that assumes no special technical background in research methods, the third edition has been thoroughly revised to reflect developments in persuasion. Originally published in 1817 a wonderfully pleasant classic by one of my favorite writers. In psychology, a dual process theory provides an account of how thought can arise in two. In persuasion, for instance, the development of two dual process theories the. Instead of specifying the effects of particular variables, they focus on the process of persuasion. Andrea reynolds developed the persuasion tools model see figure 1 below. A dual process model of impression formation download. Persuasion, social influence, and compliance gaining, third edition, looks at persuasion from a broadbased perspective, encompassing the full scope of persuasion found in everyday life. The rational model of persuasion the rational model of persuasion is a theory which suggests that people think and behave in ways based on reasons and are relatively predictable. The salienceagenda meaningspin model of persuasion. Theory and research, third edition is a comprehensive overview of socialscientific theory and research on persuasion. These models distinguish between qualitatively different modes of information processing in making decisions and solving problems e. Dual process models of persuasion xu major reference.
European advances in consumer research volume 5, 2001 pages 4750. The book was published in multiple languages including english, consists of 320 pages and is available in paperback format. She first published it in the 2003 book emotional intelligence and negotiation, and again in the 2008 book the purchasing models handbook. The first edition of the novel was published in 1984, and was written by robert b.
This means that a dualprocess theory focuses on attitude change, which may or may not lead to. The two models differ little, but they have a lot in common as you can see. Linked to empirical research, this text takes students from persuasion theory to qualified conclusions about the operation of persuasion in realworld settings and examines persuasion. Explaining theories of persuasion s ince the mid1930s when dale carnegie first published his bestselling book how to win friends and influence people, the notion of how to persuade others has been. Social influence, and compliance gaining not only provides a comprehensive of overview of persuasion theory and application, but also engages students in the thoughtful evaluation of the role that persuasive messages play in their own everyday lives. In his book rhetoric, aristotle devised a whole lexicon of persuasive principles. Their theory is called the elaboration likelihood model of persuasion.
This book provides a survey of theoretical approaches to attitude change. In two experiments, the impact of motivation, congruity of persuasive. Dual process models of persuasion request pdf researchgate. Dual process models of persuasion xu major reference works. The salience agenda meaningspin model of persuasion explained for over 35 years there has been an academic fight on the relationship between rhetoric and situations. The two most prominent dual process models are the elaboration likelihood model and the heuristic systematic model. This volume assembles leading researchers to provide indepth discussions of a key theoretical construct in cognitive and social psychology. It compares the general characteristics of dualprocess models in social psychology with similar models in other areas of psychology, and discusses implications of this comparison for several conceptual issues. The elaboration likelihood model elm of persuasion is a dual process theory describing the change of attitudes.
Dual process theory an overview sciencedirect topics. It is clear that we need to examine the persuasion situation more closely to understand exactly when our persuasive attempts will be most successful. Click download or read online button to get a dual process model of impression formation book. Included in the text are sections covering the evolution of attitude change theory from early theories, such as the message learning model, through contemporary attitude change theories, such as the theory of reasoned action as well as dualprocess models. Psychology definition of dual process models of persuasion. The main characters of this business, non fiction story are. This is an excellent and readable overview of dualprocess persuasion models, focusing on the elm. Aristotle was the first to study persuasion in depth. Historically, there have been two major programs of attitude change research in. A persuasion theory saying that change in attitude can result from strategies for processing attitude relevant information involving a high or low degree o. Persuasion by jane austen share book recommendations. Instead of specifying the effects of particular variables, they focus on the. After a detailed illustration of the workings of the elm, the authors summarize the criticisms of the model.
Dual process models of persuasion, 3 dual process models of persuasion in 1957, vance packard published his book, hidden persuaders. Over the years, however, the evidence for these influences became rather mixed, prompting a new generation of persuasion psychologists to ask whether there was a sensible pattern underlying it. The objective of this research is to assess the crosscultural generalizability of persuasion effects predicted by dual process models. For instance, when a person looks at a book on a table, he or she senses both a. It compares the general characteristics of dualprocess models in social psychology with similar models. As you can imagine, the source of the persuasive communication and the message itself are important factors in the persuasion. Researchers, graduate students, and advanced undergraduates.
In addition, normative and descriptive models of persuasion. This video focuses on petty and cacioppos dualprocess model of persuasion that features central and peripheral route processing. Dual process models of persuasion flashcards quizlet. Persuasion and social influence communication oxford. This fourth edition guides students from understanding established theories and models. The dynamic graded continuum dgc, originally proposed by cleeremans and jimenez is an alternative single system framework to the dualprocess account of reasoning. It has not been accepted as better than the dualprocess theory. A persuasion theory saying that change in attitude can result from strategies for processing attitude relevant information. Persuasion, social influence, and compliance gaining 4th.
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