Heuristic Processing (heuristic + processing)

Distribution by Scientific Domains


Selected Abstracts


The influence of evidence type and product involvement on message-framing effects in advertising

JOURNAL OF CONSUMER BEHAVIOUR, Issue 3 2008
Frank E. Dardis
Extrapolating from prior research that describes the persuasive effects of gain- versus loss-framed messages via the heuristic-systematic model (HSM), the current study incorporated two advertising-related factors , evidence type (informational vs. exemplar) and product involvement , and examined their influence on message-framing effects in advertisements for commonplace consumer products. A significant interaction in Experiment 1 indicated that loss-framed messages were persuasive in a higher-involvement context only when coupled with informational evidence, which enhanced systematic processing among participants and thereby elicited the framing effect. No interaction effects occurred in the lower-involvement context of Experiment 2, in which the hypothesized thought-processing patterns did not evince. Consistent with recent theoretical advancements, these results indicate that message-framing effects can be attenuated when both systematic and heuristic processing occur simultaneously. Practical implications are discussed. Copyright © 2008 John Wiley & Sons, Ltd. [source]


The Effects of Stakes and Threat on Foreign Policy Decision-Making

POLITICAL PSYCHOLOGY, Issue 3 2000
Allison Astorino-Courtois
Decision research demonstrates that individuals adapt decision processing strategies according to the characteristics of the decision task. Unfortunately, the literature has neglected task factors specific to foreign policy decisions. This paper presents experimental analyses of the effects of the decisional stakes (i.e., salience of the values at issue) and threat (risk of loss on those issues) on decision-makers' information acquisition patterns and choice rules with respect to one of four hypothetical foreign policy scenarios. Contrary to the notion that normative (rational) decision-making is more likely in less dramatic settings, the results indicate that elevated threat encourages rational decision processing, whereas heuristic processing was more prevalent in less threatening situations. Interestingly, the added presence of high stakes magnified both threat effects. These results, although preliminary, suggest that stakes-threat effects are not direct reflections of stress and/or complexity effects, but should be considered independently in foreign policy analyses. [source]


The influence of past behavior on behavioral intent: An information-processing explanation

PSYCHOLOGY & MARKETING, Issue 12 2008
Blair Kidwell
Despite considerable research on the impact of past behavior on decision making over the past two decades, little is yet known about how past experience moderates decision theoretic factors within models of behavioral intent. This research explores the implications of past behavior within the theory of planned behavior (TPB), and how it influences key decision-making variables. A theoretical model of how past behavior can induce deliberative versus heuristic processing of information is developed and tested. Consumer implications of the impact of past behavior on behavioral intentions are discussed, highlighting the importance of addressing one's experience when making a decision. © 2008 Wiley Periodicals, Inc. [source]


The effects of defendant race, victim race, and juror gender on evidence processing in a murder trial

BEHAVIORAL SCIENCES & THE LAW, Issue 2 2006
Robert ForsterLee Ph.D.
The effects of defendant race, victim race, and juror gender on sentencing and information processing were examined within the context of a murder trial. A sample consisting of 96, jury eligible White Australians read one of four versions of a real trial transcript, in which the race of a male defendant and female victim were varied. The participants imposed the severest sentences on the Indigenous (Black) defendant. Jurors were most lenient with White defendants who killed a White victim. Female jurors were more punitive than the males toward the Indigenous defendant. Jurors processed evidence systematically in same-race trials, but used both systematic and heuristic processing in mixed-race trials. In these instances, female jurors employed significantly more emotive responses, especially when the victim was Black. The effects of subtle racism and the black processing effect when the victim was non-White are considered. Copyright © 2006 John Wiley & Sons, Ltd. [source]


Reaction of mock jurors to testimony of a court appointed expert

BEHAVIORAL SCIENCES & THE LAW, Issue 6 2000
Joel Cooper Ph.D.
A study was conducted to assess the impact of court appointed experts on the judgments of mock jurors. A civil proceeding was adopted for the experiment. Mock jurors heard testimony about a plaintiff's injury in an automobile accident. In some conditions, medical testimony for the plaintiff and defendant was provided by experts hired by each side. In other conditions, a medical expert appointed by the court testified in addition to the two adversarial experts. In one of these conditions, the court expert sided with the plaintiff; in another, the expert sided with the defendant. The plaintiff in the case was always an individual. The defendant was sometimes a corporation and sometimes an individual. The results showed that mock jurors sided with the court appointed expert in every condition except when the expert favored a corporate defendant. The results were discussed in terms of heuristic processing of persuasive information. Copyright © 2000 John Wiley & Sons, Ltd. [source]


Analytic and Heuristic Processing Influences on Adolescent Reasoning and Decision-Making

CHILD DEVELOPMENT, Issue 3 2001
Paul A. Klaczynski
The normative/descriptive gap is the discrepancy between actual reasoning and traditional standards for reasoning. The relationship between age and the normative/descriptive gap was examined by presenting adolescents with a battery of reasoning and decision-making tasks. Middle adolescents (N= 76) performed closer to normative ideals than early adolescents (N=66), although the normative/descriptive gap was large for both groups. Correlational analyses revealed that (1) normative responses correlated positively with each other, (2) nonnormative responses were positively interrelated, and (3) normative and nonnormative responses were largely independent. Factor analyses suggested that performance was based on two processing systems. The "analytic" system operates on "decontextualized" task representations and underlies conscious, computational reasoning. The "heuristic" system operates on "contextualized," content-laden representations and produces "cognitively cheap" responses that sometimes conflict with traditional norms. Analytic processing was more clearly linked to age and to intelligence than heuristic processing. Implications for cognitive development, the competence/performance issue, and rationality are discussed. [source]