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Heuristic-Systematic Persuasion Model

 

Explanations > Theories > Heuristic-Systematic Persuasion Model

Description | Example | So What? | See also | References 

 

Description

People either use heuristics and short-cuts in decision-making or they systematically process the merits and demerits of a given argument.

Heuristics include our own emotions as we ask ‘How do I feel about this?’ although this can cause a problem where we mix up the cause and effect of our emotions.

Systematic processing is more likely when:

  • Careful thought is likely to generate judgment confidence.
  • The message is uncertain or unexpected and more thought is needed to work out what it means.
  • The message is particularly relevant to the person, such as when it is about them personally or about their goals or interests.
  • The person does not agree with the message or feels threatened, and is seeking to resist any persuasive attempts.

Example

When asked to donate to a charity I will quickly dig into my pocket. If asked to help more actively, I will think about it more carefully.

So what?

Using it

Embed heuristics and trite statements in a peripherally-aimed speech and there’s a good chance they will get through.

Defending

When things are important do not use short-cut decision-making, especially if others are encouraging you to do so.

See also

Attitude, Elaboration Likelihood Model

References

Chaiken (1987), Chaiken, Liberman and Eagly (1989), Chaiken, Wood and Eagly (1996) 

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© Changing Works 2002-
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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed