This chapter provides an overview of dual process theories in social psychology, focusing on their historical and conceptual developments. Dual process models of persuasion request pdf researchgate. Dual process models of persuasion flashcards quizlet. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Request pdf dual process models of persuasion the dual. 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. Thompson, in psychology of learning and motivation, 2014. However, they have been attacked as a category, incorrectly assuming there is a generic version that applies to all. Attitudes contents attitude formation mere exposure associative learning selfperception functional approach attitudes and behaviour determinants of the attitudebehavior relationship the theory of planned behavior reasoned action versus spontaneity attitude change cognitive dissonance persuasion dual process models of persuasion. Dual process theory definition psychology glossary. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Dualprocess and dualsystem theories in both cognitive and social psychology have been subjected to a number of recently published criticisms.
Dual process models of persuasion xu major reference. Concurrently, with the rise of mass media and the pervasiveness. Dual process models in attitude change and persuasion dual processing is probably best known to marketing scholars in the context of persuasion and attitude change studies, frequently used in advertising research. Dec 31, 20 the current article introduces a dual step ad exposure vs. Discuss the primary components and processes of the elaboration likelihood model elm. Dualprocess theory of supportive message outcomes the. The two most prominent dual process models are the elaboration likelihood model and the heuristic systematic model. Explaining theories of persuasion sage publications. Separating multiple processes in implicit social cognition.
A commitment to creating a supportive and challenging environment for our students. In persuasion, it considers the cognitive and affective mechanisms underlying attitude change, especially dual mode processing models, recipi. Dual process theories divide the realm of mental processes into two general categories depending on whether they operate automatically or in a controlled fashion. Instead of specifying the effects of particular variables, they focus on the process of persuasion. Other readers will always be interested in your opinion of the books youve read. Features include the presentation of a dual perspective the persuader and persuadee. Heuristicsystematic model of persuasion iresearchnet. Developing a dualprocess information seeking model for.
Journal of personality and social psychology, 395, 752766. A persuasion theory saying that change in attitude can result from strategies for processing attitude relevant information involving a high or low degree o. This research is intended to improve our understanding of exploratory search in web search engines and healthrelated websites, develop a model of dualprocess information seeking. Although interest in various topics in social psychology has waxed and waned over the years, persuasion. Developing health promotions to produce sustained behavior change. In psychology, a dual process theory provides an account of how thought can arise in two. Psychology definition of dual process models of persuasion. According to the dual process model of persuasion, which of the following statements is true. A dual process model of impression formation download.
The elaboration likelihood model elm attempts to place these many conflicting results and theories under one conceptual umbrella by specifying the major processes underlying persuasion and indicating the way many of the traditionally studied variables and theories relate to these basic processes. Conceptual integration and links to underlying memory systems show all authors. Dual process models of persuasion andrew luttrell ball. Process theory of supportive message outcomes bodie. 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 both a popular and profitable subject. The dual process theory of supportive message outcomes is a social cognitive theory firmly rooted in constructivism. Dual process theories are built on several key ideas that have a long history in psychology. This paper integrates duality models from the perspective of consumer psychology by identifying three relevant theoretical strands. Department of psychology, claremont graduate university, claremont. Dual process theory dpt is a metatheoretical framework which posits that the. A number of dualprocess models from cognitive and social psychology fazio. In addition to an overall update of the material, i have included a new feature that was stimulated by the responses of prior.
As representatives of the persuasion and attitude change area, we discuss two wellknown dual process theories, namely the. Dualprocess theories purport that individualsl behaviour is con trolled by. Early dual process theories were proposed by the philosopher and psychologist william james and has been. Nonconscious processes and dualprocess theories in health.
First, we now know more about the influence process than before. This site is like a library, use search box in the widget to get ebook that you want. Richard petty and john cacioppos elaboration likelihood model elm of persuasion is a theory of how attitudes are formed and how they change. Identifying three general categories of dual process theories, the chapter distinguishes.
Pdf the effect of cultural orientation on persuasion. Persuasionneuroscience 3 this chapter will cover a brief history of the development of dualprocess and alternative theories in behavioral research on persuasion, provide an overview of the fmri work that has been conducted in this domain, and provide suggestions on how future neuroimaging work might. Motives in persuasion also have been investigated in research on attitude functions and cognitive dissonance theory. This applies to so many facets of life, but lets take one decision everyone has to make at some point. Dual process models of persuasion andrew luttrell ball state. Wideranging research into the brain and the human experience. Conceptual integration and links to underlying memory systems. The dual process theory is a cognitive psychology theory that explains the different levels of information processing in individuals. Their theory is called the elaboration likelihood model of persuasion. It shares with constructivism a focus on explaining individual variability in communication skills and concentrates this focus by explaining the antecedents and consequences of message processing in the domain of supportive communication. Chaiken, 1980 posit that there exist two distinct routes for. More specific, the dual role of affect is taken into account.
Impact others have on our thoughts, behavior, and feelings. Dualprocess models in social and cognitive psychology. Whether youve loved the book or not, if you give your honest and detailed thoughts then people will find new books that are right for them. An evaluation of dualprocess theories of reasoning. Models postulating 2 distinct processing modes have been proposed in several topic areas within social and cognitive psychology. Expanding lewins model 5 social psychology and related fields 7 research in social psychology 9. The elm is an early example of what became an explosion of dualprocess and dualsystem.
Elaboration likelihood model, judgment and decision making. You can also use both systems, acknowledging that you have an intuition, and feeding it into your system 2 model. In persuasion, it considers the cognitive and affective mechanisms underlying attitude change, especially dualmode processing models, recipi. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of heuristic cues on the processing strategies and product evaluations of members of a collectivist culture were compared with findings documented in past. Click download or read online button to get a dual process model of impression formation book now.
We identify three strands associated with dual process and dual system models that are relevant to consumer psychology. Apr 07, 20 psychology definition of dual process models of persuasion. A dualstep and dualprocess model of advertising effects. Dual process theories in social psychology iresearchnet. Changing attitudes through persuasion principles of. Khan academy offers practice exercises, instructional videos, and a personalized learning dashboard that empower learners to study at their own pace in and outside of the. One way is through systematic processing, whereby people think carefully about any available information when forming an opinion to determine whether the information is accurate or valid. In general, these theories assume that people will think about information in a relatively superficial and spontaneous way unless they are both able and motivated to think more carefully. Dual process models of persuasion xu major reference works.
More recently, dual process theories of attitude change point to two different paths. Often, the two processes consist of an implicit automatic, unconscious process and an explicit controlled, conscious process. Dual process theory explanation and examples conceptually. Abstract the dual process models of persuasion explain how attitude. Dual process models of persuasion, 3 dual process models of persuasion in 1957, vance packard published his book, hidden persuaders. Dualprocess models such as the elaboration likelihood model elm. Often, the two processes consist of an implicit automatic, unconscious. Elaboration likelihood model, judgment and decision making e. The cognition in persuasion model has not amassed the comprehensive database of the dualprocess models, but its. This book is an attempt to explore a strange and rather exotic new area of american life. Bizer department of psychology ohio state university in their thoughtprovoking target article, kruglanski and thompson have raised a number of interesting and important questions about the need. Social psychology exampersuasion flashcards quizlet. It is used in many different psychological fields including social, cognitive, and clinical psychology. The study of persuasion, compliance, and change has advanced, and the pages that follow have been adapted to reflect that progress.
Dualprocess models 78 intentionality and attributions 79 attribution biases 80. Oct 16, 2012 dual system and dual process views of the human mind have contrasted automatic, fast, and nonconscious with controlled, slow, and conscious thinking. This article evaluates the arguments and the evidence. The elaboration likelihood model of persuasion communication and persuasion. Special session summary dualprocess theories in affective. European advances in consumer research volume 5, 2001 pages 4750. The dual process models of persuasion explain how attitude change happens by linking persuasion to social cognition. A dualstep and dualprocess model of advertising effects 4 resistance to persuasion persuasion knowledge and media literacy childrens media literacy and persuasion knowledge is often regarded as key for preventing undesired advertising effects brown 2001. In psychology, a dual process theory provides an account of how a phenomenon can occur in two different ways, or as a result of two different processes. The context, including the environment, group dynamics, preamble to the message dual process theories of persuasion such as the elaboration likelihood model maintain that the persuasive process is. A dual process model of impression formation download ebook. Explain the primary components and processes of the heuristicsystematic model hsm.
We advance a new conceptual model of the 2 processing modes. It begins with an outline of the fundamentals of dual process models in cognitive and social psychology, and follows with an examination of the. 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. In psychology, a dual process theory provides an account of how thought can arise in two different ways, or as a result of two different processes. Instead of specifying the effects of particular variables, they focus on the.
Heuristicsystematic model of persuasion definition the heuristicsystematic model is a theory of persuasion that suggests attitudes can change in two fundamentally different ways. How strangely will the tools of a tyrant pervert the plain meaning of words. Lumping versus splitting in attitude change theories richard e. The yale communication model 186 the persuasion process 186 the. The objective of this research is to assess the crosscultural generalizability of persuasion effects predicted by dual process models. The model has garnered some ten bad for attitude change e.
The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. Dual system and dual process views of the human mind have contrasted automatic, fast, and nonconscious with controlled, slow, and conscious thinking. The heuristicsystematic model in its broader context. The concept of attitude has occupied a central place in both social psychology allport 1935 and. Persuasion in society combines contemporary rhetorical theory and criticism with social scientific theory and research to help readers understand and practice more effective persuasion. These models distinguish between qualitatively different modes of information processing in making decisions and solving problems e. Rains department of communication, university of arizona, tucson, az 857210025. Persuasion, attitude change, and the elaboration likelihood. Petty and cacioppo, 1986 and the heuristicsystematic model hsm.
The elaboration likelihood model elm of persuasion is a dual process theory describing the change of attitudes. Dual process and dual system theories in both cognitive and social psychology have been subjected to a number of recently published criticisms. Quantitative and qualitative distinctions in models of persuasion antony s. Dual process theories have been applied in many areas of psychology, including persuasion, stereotyping, person perception, memory, and negotiation. Dualprocess theory from the social psychology domain is used to frame exploratory search behaviors and relate them to cognitive processing of information resources. Dual process theory an overview sciencedirect topics. The systems are identified as having functionally distinct roles, differ according to the type of information encoded, vary according to the level of expressible knowledge, and result in different responses. Dual process models of persuasion psychology dictionary. Persuasion and attitude change, judgment and decision making, and buying and consumption behavior.
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