When using the central route to persuasion, people attend carefully to the message, and they consider relevant

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When using the central route to persuasion, people attend carefully to the message, and they consider relevant evidence and underlying logic in detail. People are especially likely to go through this route when motivation is high (for example, the issue has personal consequences) and ability is high (for example, they have a lot of knowledge in the domain). With the central route, people are sensitive to the quality of the persuasive arguments, leading them to be more persuaded by strong arguments than by weak ones.

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Social Psychology

ISBN: 105452

6th Edition

Authors: Tom Gilovich, Dacher Keltner, Serena Chen, Richard E. Nisbett

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