Question

Examples of cues used in peripheral route persuasion include all of the following except ______. a. celebrity endorsement b. positive emotions c. attractive models d. factual information

Short answer

The answer is 'd. factual information'. This is not typically used in peripheral route persuasion, which relies on factors outside the message's content or the product's detail.

Step-by-step solution

Understand Peripheral Route Persuasion

Peripheral route persuasion is an indirect route to persuasion that involves factors other than the quality of the message or product to influence attitudes. This can involve cues such as the attractiveness of the speaker or the form of the message rather than its content.

Evaluate the Options

Now, look at the provided options and eliminate those that fit the description of peripheral route persuasion cues. Options 'a', a celebrity endorsement, 'b', positive emotions, and 'c', attractive models, are all examples of peripheral route persuasion as they do not explicitly focus on the content or facts about the product or message.

Identify the Exception

Finally, identify the option that does not fit with the other examples of peripheral route persuasion. Option 'd' is factual information. The inclusion of factual information in a persuasive approach is related to the content or quality of the message or product, and therefore, does not represent a peripheral route persuasion strategy.

Key concepts

Persuasion Strategies

Persuasion is an art form utilized to convince others to adopt a particular viewpoint or to take specific action. It's a foundational element of social interaction, marketing campaigns, and political discourse. One key concept in the realm of persuasion is understanding the various strategies that can be employed.

Two main routes of persuasion defined by the Elaboration Likelihood Model are the central and the peripheral routes. The central route is about logical arguments and quality information that requires cognitive processing, whereas the peripheral route relies on superficial cues that don't involve logical processing. These cues might include the attractiveness of the person delivering the message, background music, and emotional appeal.

Examples of Peripheral Cues

• Celebrity endorsements that leverage the fame of a person to validate a product.
• Positive emotions elicited through uplifting music or imagery, leading to a more favorable view of a message.
• The use of attractive models to draw attention and create a positive association with the product.

Choosing the appropriate persuasion strategy requires consideration of the target audience and the desired outcome of the persuasive effort.

Social Influence

Social influence encompasses the array of ways in which individuals change their behavior to meet the demands of a social environment. It plays a crucial role in persuasion, as people often look to others when making decisions. This influence can come in various forms, such as conformity, compliance, and obedience.

Types of Social Influence

• Conformity: Adjusting one's behavior or thinking to align with a group standard.
• Compliance: Acquiescing to a request from another person, often as a result of persuasive tactics.
• Obedience: Following orders from an authority figure, even if one might not agree with the directive.

Understanding social influence is crucial when crafting persuasion strategies as it could determine the success or failure of the persuasive message based on how well it aligns with social norms and the influence of peer groups or authority figures.

Attitude Change

Attitude change is the end goal of most persuasive efforts — to transform the audience's existing beliefs, feelings, or intended behaviors regarding a topic. This psychological shift is complex, as attitudes are deeply ingrained and often based on personal values, past experiences, and social identities.

Factors Affecting Attitude Change

• The credibility of the source: People are more likely to be persuaded by trustworthy and knowledgeable sources.
• The emotional appeal: Leveraging emotions can be more effective than just presenting factual information, especially when using the peripheral route of persuasion.
• The relevance of the message: Messages that resonate with personal experiences or current needs are more likely to be effective.

An effective attitude change technique in the peripheral route does not focus on the strength of the arguments but rather on contextual or environmental factors that can subtly influence an individual's predisposition towards an idea or product.