Question

Darcy is in the market to buy a new car. The sales person shows her the features of each car she is considering, explaining the pros and cons of purchasing each. The salesperson’s strategy illustrates: a) Central route persuasion b) Cognitive dissonance c)Peripheral route persuasion d) Role playing.

Answer 1

Answer:

A.

Explanation:

The Model of Persuasion in an advertisement was theorised by Petty and Cacioppo in 1980s. They modelled two forms of persuasion route: central and peripheral.

In the given case, the salesperson has used the central route to persuasion.

A central route to persuasion is the one that is content focused. A person who is involved in such form of persuasion tend to show the interest by active listening and ability to comprehend the message.

In the given case, the salesperson is persuading Darcy based on the content, that is pros and cons, of the car; the message is content focused.

So, the correct answer is option A.