Persuasive Communication - How Audiences Decide. 2nd Edition

Person’sbehavior

recognized?Get frustrated

Ye s

1

Perception

Person’sbehavior

interesting?

Focus attention

elsewhere

Ye s

2

Attention

Person’s

trait/emotion

inferred?

Input more or subtract

situational causes

Ye s

3

Trait/Emotioncomprehension

Role

schema

activated?

Ye s

4

Schemaactivation

Slot valuepresent? Redirect

search

Ye s

5b

5a

Informationacqusition

Person’s

value best?

Reject person or

discount information

Ye s

6

Informationintegration

All slotsfilled?

Reject person or

discount information

Ye s

No

No

No

No

No

No, searchexhausted

Accept personand theirinformation

No

No

Searchfor nextvalue

Search

for schema

cues

FIGURE 6.1

A Cognitive Process Model of Person Perception