How we change what others think, feel, believe and do |
Heuristic-Systematic Persuasion Model
Explanations > Theories > Heuristic-Systematic Persuasion Model Description | Example | So What? | See also | References
DescriptionPeople 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:
ExampleWhen 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 itEmbed heuristics and trite statements in a peripherally-aimed speech and there’s a good chance they will get through. DefendingWhen things are important do not use short-cut decision-making, especially if others are encouraging you to do so. See alsoAttitude, Elaboration Likelihood Model ReferencesChaiken (1987), Chaiken, Liberman and Eagly (1989), Chaiken, Wood and Eagly (1996) |awa| |
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| 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 | |
| Home | Top | Menu | Quick Links | |
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