Outline the Elaboration Likelihood Model of Persuasion. Explain How a Mobile Phone Company Might Use Knowledge of This Model in a Campaign to Market a New Phone.

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Outline the Elaboration Likelihood model of persuasion. Explain how a mobile phone company might use knowledge of this model in a campaign to market a new phone. (4 marks + 6 marks) Petty and Cacioppo suggested that there are two different routes to effective persuasion. The more effective route depends on whether the audience focus’ on the message itself, or outside factors, such as the credibility of the source; otherwise known as the central route and the peripheral route. The central route to persuasion is taken when the audience is more likely to focus on the content of the message, i.e. the strength of its arguments, than the context they are in. Because this route tends to be more measured and well-thought out than the peripheral route any attitude changes made in this way tend to be more lasting. The peripheral route of persuasion focuses on things surrounding the message, i.e. the attractiveness or credibility of the source, rather than the message itself. Fiske and Taylor support this idea by saying we are ‘cognitive misers’ and will always look for the easiest route when making decisions, and this often means evaluating peripheral information rather than taking the time to evaluate the validity of the message. Attitude changes brought about through this route tend to be less personally important and less permanent. Mobile phone companies could use this information to market a new mobile phone dependent on the audience they are trying to appeal to. Adverts which encourage the central route should provide detailed information about the specific features of the phone. For example, Blackberry might use this route to appeal to business users. Adverts designed to stimulate peripheral processing will use messages with a preference for attractive imagery, imaginative contexts and emotional stimulation rather than fact-based arguments. For example, showing

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