Try Magic Notes and save time.Try it free

Try Magic Notes and save timeCrush your year with the magic of personalized studying.Try it free

Persuasion Com359 Final

Get a hint

Social judgment theory (SJT):

Click the card to flip 👆

1 / 74

1 / 74

Terms in this set (74)

Social judgment theory (SJT):

o Effects of persuasion depends on how the receiver evaluates position in the messaged
o Tend to arrange in meaningful order ie height, age, likeablity

♣ Latitude of acceptance- range of conditions I'm comfortable w/
♣ Latitude of rejection- Too extreme
♣ Latitude of non-commitment- falls between rejection and acceptance
♣ Contrast effect (rejection likely) exaggerate it
♣ Asssimilation effect (attitude change likely) make u feel closer w/ person than actually are

♣ Six different weights ranging from 55-141 grams
♣ When there were anchor weights, the results for different
♣ Assimilation: when the anchor was 141 (displaced toward)
♣ Contrast: when the anchor was 347 (displaced away)

Ego involvement

latitude of rejection increases, latitude of acceptance decreases, latitude of non-commitment decreases

Reactance theory (Brehm):

Why people resist persuasion or authority
o In order to have reactance you need to: perceive limitation (feel threatened) and perceive it is unjust