The cognitive approach to persuasion while the communication approach focuses on the who, whom, and what of persuasion, more recent cognitive approaches focus on the role that thinking and information processing play in persuasion. By grouping the persuasion processes into meaningful categories, the authors aim to provide a useful guide to. It assumes that our thought processes affect the way in which we behave. One of the cognitive responses that underlie persuasion is attitude.
Pdf examination of psychological processes underlying. An analysis of the basic processes of formation and change of placebo expectations. The seductive allure of neuroscience and the science of persuasion. Psychological processes underlying persuasiona social. Persuasion and cognitive dissonance outline example.
Cognitive information processing lies in contrast to behaviorism as the focus now turns to internal processes and states of the mind. This is a foundational theoretical article for researchers studying the interaction of emotion and cognition in. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues of interest to interpersonal and mass communication researchers as well as psychologists and public health practitioners. Although the persuasion may be subtle, im guessing the answer is yes. Attitude is a psychological process that influences the persuasion. Our ability to forecast our future emotional states is often less accurate than we think. Information processing communication oxford bibliographies. This book begins by defining humor and presenting theories of humor. The process of setting goals and using our cognitive and affective capacities to reach those goals is known as selfregulation, and a good part of self.
In this unit we will cover cognitive information processing cip and issues of motivation. Perceptions of excellence in the secondary school context lori j. The persuasion handbook provides readers with cogent, comprehensive summaries of research in a wide range of areas related to persuasion. Quality is examined both from a cognitive and from a social perspective. On the heels of the decade of the brain and the development of neuroimaging, it is nearly impossible to. Attitudes, behavior, and persuasion 2012 book archive. In analyzing the operation of human agency in this interactional causal structure, social cognitive theory accords a central role to cognitive, vicarious, selfreflective, and selfregulatory processes. Social cognitive theory sct holds that portions of an individuals knowledge acquisition can be directly related to observing others within the context of social interactions, experiences, and outside media influences. An analysis of information processing in response to persuasive communications dolores albarracin i. Three modes of resistance to persuasion biased assimilation, relative weighting. The better we understand these links between our cognition and affect, the better we can harness both to reach our social goals. Cacioppo is the tiffany and margaret blake distinguished service professor at the university of chicago. Cognition refers to thinking and memory processes, and cognitive development refers to longterm changes in these processes.
This book is licensed under a creative commons byncsa 3. Introduction to metacognitive processes of thought separation. Cognitive appeal depends on thoughts and elaboration and is based on an individuals cognitive, reflective, rational, or explicit thought processes. The present article examines the nature and function of human agency within the conceptual model of triadic reciprocal causation. The most notable component of this theory is that it predicted a person cannot learn to imitate until they are imitated. The cognitive processes underlying voting behavior.
In one of the first attempts to bridge learning and cognitive principles in persuasion, greenwald 1968 pointed to the importance of thinking and. Cognitive consistency as a basic principle of social press. The cognitive approach to persuasion the metatheoretical dominance of cognitive approaches across many subfields of psychology during the last decades has been evident in persuasion research as well. Which of the following cognitive routes to persuasion involves direct cognitive processing of a messages content. In this lesson, youll learn about cognitive dissonance theory and the rational.
Common sense tells us that verbal communication should be a central concern both for the study of communication and for the study of language. Cognitive processing and the functional matching effect in. The first few chapters are a useful addition to any course in persuasion or the psychology of communication. Designers often embed persuasive messages into a learning experience because the need for training and support often results from. These cognitions are simple knowledge bits that can pertain to a wide variety of thoughts that range from values, thoughts and emotions. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Attempts at persuasion are as ubiquitous as the media often used to disseminate them. Cognitive dissonance is a tension between two conflicting beliefs or between belief and action. Motives in persuasion also have been investigated in research on attitude functions and cognitive dissonance theory.
Social psychologists have also studied how we use our cognitive faculties to try to control our emotions in social situations, to prevent them from letting our behavior get out of control. Pdf psychological processes underlying persuasiona social. In 1986, bandura published his second book, which expanded and renamed his original theory. In fact, the most influential comprehensive theories of humor can be described as cognitive theories. Discussion focuses on the subjective nature of message evaluation and on the cognitive processes underlying the functional matching effect in persuasion. In contrast, other approaches take other factors into account, such as the biological approach, which acknowledges the influences of genetics and chemical. Scientific american libraryscientific american books. The conceptual roots for social cognitive theory come from edwin b. Psychology underlying mediabased persuasion oxford. Persuasion can attempt to influence a persons beliefs, attitudes, intentions, motivations, or behaviors in business, persuasion is a process aimed at changing a persons or a groups attitude or behaviour toward some event, idea, object, or other persons, by using written, spoken words or visual tools to convey information, feelings, or. The seductive allure of neuroscience and the science of. However, to explore persuasion in the context of media, we must first consider the psychological processes and mechanisms that underlie persuasive effects generally, and then assess how those strategies might apply in both traditional as well as more innovative media. Behavioral sciences free fulltext a theory of guilt. Intrapersonal communication is more than just thinking.
However, there is a lack of knowledge regarding the processes linking guilt to prosocial actions. Modeling metacognition in a cognitive architecture. This focus on the cognitive responses to the message sparked a new approach to persuasion that dominates todays understanding of persuasion processes. Insights through intrapersonal communication are found in various contexts of communication research. Cognitive psychology is the school of psychology that examines internal mental processes such as problem solving, memory, and language. Contemporary perspectives on the psychology of attitudes pp. In persuasion, it considers the cognitive and affective mechanisms underlying attitude change, especially dualmode processing models, recipi. Cognitive and metacognitive processes impact attitudes. He founded and is director of the university of chicago center for cognitive and social neuroscience and the director of the arete initiative of the office of the vice president for research and national laboratories at the university of chicago. Its a fine book that offers a strong perspective on the underlying processes of communication. Examination of psychological processes underlying resistance.
Our cognitive processes, in turn, influence our affective states. Language is the most pervasive means of communication in human societies, especially if we consider the huge gamut of communication phenomena where spoken and written language combines with other modalities, such as gestures or pictures. Cognitive psychology has made an important impact on the psychological study of humor. Cognitive approach an overview sciencedirect topics. Social cognitive theory methods for stress management.
It is widely accepted that cognitions bearing on the object of an attitude form a major component of the. The cognitive processes underlying cultivation effects are a. Cognitive and physiological processes in fear appeals and attitude change. Spirek intrapersonal communication as cognitive style. This is because peoples emotions, believes, behavioural tendencies are determined by peoples general evaluations which in turn determines their influence their actions.
In persuasion, it considers the cognitive and affective mech anisms underlying attitude change, especially dualmode processing. In this book, bandura 1986 argued that human behavior is caused by personal, behavioral, and environmental influences. Integrating theory, research, and practice provides persuasion skills students seek integrated with persuasion theories instructors want to teach the two approaches that have often been at odds with one another persuasion. Introduction many decades of persuasion research have provided insights into the cognitive processes that mediate the impact of a communication see wood, 2000. Her recent research has focused on factors influencing the production of regretted messages, learning from regretted messages, the cognitive processes underlying the. On the heels of the decade of the brain and the development of neuroimaging, it is nearly impossible to open a science magazine. Indeed, this cognitive learning model of persuasion is most reasonable. It states that learning is a cognitive process that takes place in a social context and can occur purely through observation or direct instruction, even in the absence of motor reproduction or direct reinforcement. Motivated information processing is proposed to consist primarily of affective processes associated with approachandwithdrawal responses to social information. Persuasion and cognitive dissonance outline example topics. Another tool you can use to change someones beliefs is cognitive dissonance. Psychology underlying mediabased persuasion oxford handbooks.
The cognitive processes that underlie the phenomena of persuasion are the central processing or systematic route to persuasion, people attend carefully to the message, and they consider relevant evidence and underlying logic in detail. Persuasion, a prevalent form of social influence in humans, refers to an active attempt. Holt and harold chapman browns 1931 book theorizing that all animal action is based on fulfilling the psychological needs of feeling, emotion, and desire. Bandura changed the name to emphasize the major role cognition. Cognitive learning, cognitive response to persuasion, and. This route is based on an individuals cognitive ability, interest and motivation to process a persuasive message. Use this perspective to identify particular challenges that novices face in either a first or second language in acquiring these skills. The sage handbook of persuasion sage publications inc. Psychological processes underlying persuasiona social psychological approach. Communications the european journal of communication research. The cognitive approach in psychology is a relatively modern approach to human behaviour that focuses on how we think.
Reading comprises a set of complex processes and behaviors that can be analyzed and explained from a cognitive information processing cip perspective. Professor smith is a nationally recognized expert in the areas of legal writing and written advocacy. This paper discusses the major trends in scholarship about the relationship between the advertising content and vote choice, the role of cognition or affect in advertising persuasion, the political consequences of electoral politics in the contemporary american setting, and the effects of facial similarity on voter behavior. Psy379gs wa4 1 psy 379gs 2 discuss the phenomena of.
An analysis of cognitive processes underlying message production elizabeth m. At their core, cognitive approaches ask a simple question. View essay psy379gs wa4 from psy 379 at thomas edison state college. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to. His primary areas of scholarly interest are the psychology of persuasion and, more generally, the cognitive processes underlying effective legal writing. The central route to persuasion focuses on the quality of the argument as compared with an individuals prior knowledge, which results in an acceptance or rejection of the content. Examination of psychological processes underlying resistance to persuasion article pdf available in journal of consumer research 272. Persuasive communication can be an effective way to change the minds and behaviors of those with whom you disagree.
Jan 30, 20 a key feature of the volume is the coverage of verbal communication quality. Implicit cognition, emotion, and meta cognitive control. The context goodness of fit model of adjustment, role of cognition in behavioral medicine, elaboration likelihood model of persuasion, and personal constructs in clinical practice are also deliberated in this text. Julie, a junior employee at the company, discovers that the waste is not being treated, but instead, it is being dumped in a river outside the city. Persuasion and social influence psychological sciences. Chapter 5 attitudes, behavior, and persuasion how the obama campaign effectively used persuasion to defeat john mccain in ads and speeches, president barack obamas 2008 presidential campaign used a variety of persuasion techniques, many based on principles of social psychology. It covers topics that range from to the cognitive processes underlying deceptive communication to the methods that can be used to assess the quality of texts in an organizational context. The cognitive processes underlying cultivation effects are. The modular mind and intrapersonal communication processes don w. Ahluwaliaexamination of psychological processes underlying resistance to persuasion. Those mechanisms by which variables in the persuasion setting can influence attitude change are. Language is the most pervasive means of communication in human societies, especially if we consider the huge gamut of communication phenomena where spoken and written language combines with other modalities, such as gestures or.
Psychological perspectives introduction to psychology. Download for offline reading, highlight, bookmark or take notes while you read nonverbal communication. Do you ever need to persuade an audience during a learning experience. Sep 16, 20 the seductive allure of neuroscience and the science of persuasion. This is attitudes, behavior, and persuasion, chapter 5 from the book social psychology principles v. Social learning theory is a theory of learning process and social behavior which proposes that new behaviors can be acquired by observing and imitating others. Originally published in 1981, this volume brings together contributions by several of the authors whose research had contributed significantly to the recent advances in our understanding of the role of cognitive processes in stereotyping and intergroup behaviour at the time. The chapter is designed to explain how people mentally process persuasive messages, the role that central and peripheral processes play in persuasion, complexities in studying cognitive processes, and practical applications. The persuasion approach proposed that the recipient of a persuasive communication would not necessarily work to draw a logical conclusion regarding the issue presented in the message. Theory of cognitive dissonance lecturer theory of cognitive dissonance introduction cognitive dissonance is a theory that has greatly changed the way in which psychologists analyze behavior as well as decision making. This book discusses the origin of memories, predicting depression, and attributional bias in aggressive children. The second edition of the sage handbook of persuasion. The issues addressed concern the psychological mechanisms. A cognitive response analysis article pdf available in personality and social psychology bulletin 162.
Developments in theory and practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. Stacks an emotional call for pure cognitivism melissa m. Advances in cognitivebehavioral research and therapy. Examination of psychological processes underlying resistance to persuasion rohini ahluwalia three modes of resistance to persuasion biased assimilation, relative weighting of attributes, and minimization of impact were examined in the context of a longitudinal. Pdf the cognitive processes underlying cultivation effects are a. But, its prediction of a curvilinear association between fear and persuasion is generally held to be incorrect.