10/30/07 WEEK 10: HEURISTIC (CLICK-WHIRR) RESPONDING
Discussion Leader: Jamie
An Overview
Cialdini, R. B. (2001). Influence: Science and practice. Chapters 1 (“Weapons of Influence”) and 8 (“Instant Influence”).
Burger, J. M. (2007). Fleeting attraction and compliance with requests. In A. R. Pratkanis, (Ed.). The science of social influence: Advances and future progress. New York: Taylor & Francis. (Chapter 6)
Heuristic Responding and Stress
Keinan, G. (1987). Decision making under stress: Scanning of alternatives under controllable and uncontrollable threats. Journal of Personality and Social Psychology, 52, 639-644.
Preferences for Heuristic Responding
Kahn, B. E., & Baron, J. (1995). An exploratory study of choice rules favored for high-stakes decisions. Journal of Consumer Psychology, 4, 305-328.
The Effectiveness of Heuristic Responding
Gigerenzer, G. & Goldstein, D. G. (1996). Reasoning the fast and frugal way: Models of bounded rationality. Psychological Review, 103, 650-669.
In reading these papers, consider the following questions and be ready to discuss them in class:
- What are some of the advantages of heuristic responding?
- What are some of the pitfalls of heuristic responding?
- Based on the results of these articles, under what circumstances are individuals more or less susceptible to heuristic responding to influence attempts?
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