| A | B |
|---|
| Leon Festinger | developed the cognitive dissonance theory |
| cognitive dissonance theory | states that when there is a disagreement between what we do and what we believe, we change our attitudes |
| elaboration-likelihood model | proposes that there are two types of persuasion that leads to change of attitude: Central Route and Peripheral Route |
| central route persuasion | logical evidence and arguments that aim to trigger favorable thoughts about an ideal; long lasting |
| peripheral route persuasion | incidental cues that make them see an idea favorably (think celebrity endorsements); quick, termporary |
| influence of commercials | where the peripheral route is used to get you to want something |
| Foot in the door phenomenon | starts with a small request and builds up to a larger request |
| Door in the face phenomenon | starts with a large request that the other person would turn down, and then asking a more reasonable request |
