The Design Features Of Messages

Design Features: Messages

Accessibility: Attitudes with greater accessibility more readily come to mind (Stiff & Mongeau, 2003, p. 73)

Counterattitudinal advocacy (CAA): Procedure in which people argue for a position counter to their current position (Stiff & Mongeau, 2003, p. 79)

Involvement: People with higher involvement pay better attention to the message (Stiff & Mongeau, 2003, p. 131)

Value-relevant involvement: People with become more concerned about an issue tied to their values (Stiff & Mongeau, 2003, p. 182)

Outcome-relevant involvement: People with become more concerned about an issue tied to positive outcomes (Stiff & Mongeau, 2003, p. 183)

Impression-relevant involvement: People with become more concerned about an issue tied to social consequences (Stiff & Mongeau, 2003, p. 184)

Rational appeals: Messages use logic to persuade (Stiff & Mongeau, 2003, p. 129)

Emotional appeals: Messages use emotion to persuade (Stiff & Mongeau, 2003, p. 145)

Distractors: Focus is shifted away from the message (Stiff & Mongeau, 2003, p. 194)

Personal relevance: People are more motivated to think about more personally relevant messages (Stiff & Mongeau, 2003, p. 219)

Ability: People are more motivated to think about messages that they are more able to process, and messages are more likely to be processed when they have less message difficulty (Stiff & Mongeau, 2003, p. 219)

(FITD): Process of making a smaller and then larger request (Stiff & Mongeau, 2003, p. 246)

(DITF): Process of making a larger and then smaller request (Stiff & Mongeau, 2003, p. 250)

Low-balling: Process of gaining compliance and then increasing the costs of being compliant (Stiff & Mongeau, 2003, p. 255)

Contrast principle: If two things differ, people perceive the difference as bigger than reality (Cialdini, 2009, p. 12)

Reciprocation: If people receive a favor, they feel obligated to return the favor (Cialdini, 2009, p. 19)

Social proof: We look to others to determine what is correct (Cialdini, 2009, p.99)

Scarcity: A rare item is valuable (Cialdini, 2009, p. 199)

Representativeness: If two objects are similar, the first object acts like the second object (Aronson, 2008, p. 132)

Halo effect: Impression of a person affects subsequent judgment about a person (Aronson, 2008, p. 137)

False-consensus effect: Overestimation of agreement with our opinion (Aronson, 2008, p. 138)

Confirmation bias: Tendency to give greater weight to evidence that supports a point of view (Lockton, 2012, p. 3)

Anchoring: Setting reference points (Lockton, 2012, p. 4)

Recognition: People will choose something similar to what they already know (Lockton, 2012, p. 13)

Design features: Dissemination

Credibility: Perception of a source as trustworthy and expert (Stiff & Mongeau, 2003, p. 106)

Similarity: Perception of source as similar to oneself (Stiff & Mongeau, 2003, p. 119)

Physical attractiveness: Perception of source as good looking (Stiff & Mongeau, 2003, p. 122)

Likeability: Perception of source of likeable (Cialdini, 2009, p. 142)

Authority: Perception of course as authoritative (Cialdini, 2009, p. 175)