ࡱ> 352)` 0 bjbj .{{ 2 @BBBBBB$h[>fK KKf {---K"  @-K@-- X bp= mv$@0,,:XXl  - X ff KKKKZ dZ  CHAPTER 7 PERSUASION 1. What is Persuasion? 2. What are the elements of the Persuasion model? 3. What Paths Lead to Persuasion? The Central Route-what it and under what conditions is ot effective? The Peripheral Route: What is it and under what conditions is it effective? Different Paths for Different Purposes 4. What Are the Elements of Persuasion? Who Says? The Communicator Credibility: What makes a source credible? Attractiveness and Liking What Is Said? The Message Content Reason Versus Emotion One-Sided Versus Two-Sided Appeals Primacy Versus Recency: is a message recievbed first more effective than a message received later? 5. How Is It Said? The Channel of Communication Active Experience or Passive Reception? Personal Versus Media Influence 6. To Whom Is It Said? The Audience How Old Are They? Be familiar with the Generational vs. the Life-Cycle explanations What Are They Thinking? 7. How Can Persuasion Be Resisted? Strengthening Personal Commitment Developing Counterarguments Real-Life Applications: Inoculation Programs Inoculating Children Against Peer Pressure to Smoke Inoculating Children Against the Influence of Advertising Implications of Attitude Inoculation   + , h h|+6]h|+h|+6 h|+6h|+h|+OJQJ -` = e  $  + ^`gd|+^gd|+ & Fgd|+^gd|+gd|+ $]a$gd|+ $]a$gd|+  , ` gd|+gd|+^gd|+ ,1h/ =!"#$% @@@ NormalCJ_H aJmH sH tH Z@Z |+ Heading 1$<@&5CJ KH OJQJ\^JaJ DA@D Default Paragraph FontRi@R  Table Normal4 l4a (k@(No Listtot |+ Outline 13 8p @ 0<^`0CJ_HmH sH tH >o> |+ Outline 28^8`bob |+ chapter title $a$"5;CJ OJQJ_HmH sH tH hoh |+chapter number$1$7$8$H$a$5;CJ OJQJ^J_HaJ -`=e$+,`000000000 000 00 0 000000000000000 =e$+,`@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070@070 00:    8@0(  B S  ?^j; #>*urn:schemas-microsoft-com:office:smarttags PersonName IR,2 AHu|333333333 *,5%h^`OJQJo(hHhpp^p`OJQJ^Jo(hHoh@ @ ^@ `OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHhPP^P`OJQJ^Jo(hHoh  ^ `OJQJo(hH5%         m/.QYG?<Ic Xr    g& P Rp  - = Q ' 9rjZ4CVrTZ  Eg5}=??< W V }!/"Sq""$q%3&>'j'\ ){*|+Mh+r+,f,}./'0A0r$1{1'5Ff56h6r8P9*:+\:5;=7=W=T> 8?p?K!B/D_uIpugCvdwv{x1z@"z8{Ve0Ev( TV n"[!R}ES^d?g@H/+KMbts;s]QxJKkqk2J@K+d.qq.J QN}Eh$reJAn5t"X1B/+D"kU#)+Db.E|t=Vw"PYoz&?:iGU`W]2;^ytqc1/H"io^(,3_b7jrS(E<?|'oK`(RCiU]8l]|u $g9&U(cIO{&FPX;: f}}5 zO pa +)d+MjTz}6",j=lno@|@UnknownG:Ax Times New Roman5Symbol3& :Cx Arial?5 :Cx Courier New;Wingdings"qh