Sleeper Effect

Knowledge Center

   

Description of Sleeper Effect. Explanation.

Contents

Premium

 
Sleeper Effect
 

Definition Sleeper Effect. Description.


The Sleeper Effect is a persuasion technique based on the phenomenon that when people are exposed to a persuasive message followed by a discounting cue (e.g., a message disclaimer, a low-credibility source), people tend to be more persuaded over time.

 


The Sleeper Effect has been researched first by Carl I. Hovland, Arthur A. Lumsdaine and Fred D. Sheffield in 1949, and was revised by Stiff in 1994. Contrary to general Principles of Persuasion, the Sleeper Effect states that messages from low-credibility sources or with a message disclaimer at the end might be more persuasive if certain conditions are met. See also more about: Persuasion Theory. If a message dissociates from its source, it might become more credible and thus more persuasive.



A communicator can exploit the sleeper effect by focusing on the message instead of on the source. When a message is able to get through then the source is often forgot.


Sleeper Effect Special Interest Group


Special Interest Group (5 members)


Sleeper Effect Forum  

Recent topics

  Cases of the Sleeper Effect. Examples      
 

Best Practices - Sleeper Effect

Expert Tips - Sleeper Effect



Advance yourself in business administration and management



Resources - Sleeper Effect

40 Proven Ways to Be Persuasive

 
 

News about Sleeper Effect


     
 

Videos about Sleeper Effect


     
 

Presentations about Sleeper Effect


     
 

Books about Sleeper Effect


     
 

More about Sleeper Effect


     



Accelerate your management career



Compare with: Bait and Switch  |  Persuasion Techniques  |  Door in the Face  |  Foot in the Door  |  4 Ps of Persuasion  |  Mirroring and Matching  |  Validity Effect  |  Low Ball Technique  |  Forced Compliance  |  Framing  |  Balance Theory  |  Cognitive Dissonance

Special Interest Group Leader















 

Return to Management Hub: Communication & Skills  |  Ethics & Responsibility  |  Marketing


More on Management  |  Return to Management Dictionary  | 

 

This ends our Sleeper Effect summary and forum.



About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
2018 12manage - The Executive Fast Track. V14.1 - Last updated: 16-10-2018. All names of their owners.