Persuasive messages aim to influence people’s behavior. Arguments in these messages typically refer to the positive consequences of the advocated behavior or the negative consequences of failing to do so. It has been claimed that people automatically generate a judgment about the message’s convincingness. We present the Perceived Convincingness Model (PCM) to explain how people generate this judgment based upon the fluency with which they process the message and the intensity of the resulting emotions. When these experiences are elicited by the processing of the message’s arguments, they can be crude, yet relevant indicators of the extent to which the arguments meet the normative criteria of acceptability, relevance, and sufficiency. Thus, under some conditions, trusting one’s feelings may be a rational strategy when deciding to heed an advice or not.

Netspar, Network for Studies on Pensions, Aging and Retirement, is een denktank en kennisnetwerk. Netspar is gericht op een goed geïnformeerd pensioendebat.


Missie en strategie           •           Netwerk           •           Organisatie           •          Podcasts
Board Brief            •            Werkprogramma 2023-2027           •           Onderzoeksagenda


Onze partners

B20160708_university of groningen
B20220518_BNP Paribas logo_voettekst
B20211201_Cardano_Logo 2021_website
AFM logo 2023 zwart wit
Bekijk al onze partners