Lecture Outline for February 22, 2000
Changing Attitudes


I. Change

• A. Balance Theory
  
  
• B. Reactance Theory
  
  
• C. Expectancy Value Theory
  

II. Manipulating Messages

A. Evidence

B. Fear Appeals

C. Organization

1. Foot in the door
2. Door in the face
3. Good news vs. bad news
4. Problem vs. solution
5. Agreement vs. disagreement
6. Revealing intent
7. Drawing conclusions
8. Sidedness

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