Science in Christian Perspective
Social Psychological Analysis
of Mass Evangelism
KEN MATHISEN
Graduate School of Psychology Fuller Theological Seminary Pasadena, California
91101
CRAIG W. ELLISON
Departments of Psychology and Urban Studies
Simpson College
San Francisco, California 94134
From: JASA 31 (March 1979): 25-29.
Mass evangelism is examined in the light of social psychological research on mass communication, attitudes and attitude change. Four principles of mass communication, with respect to its effectiveness in changing attitudes, are explored. Implications for mass evangelism strategy are discussed.
Mass evangelism is a widely discussed subject among contemporary evangelicals.
Church leaders vary greatly in their feelings toward it. A British bishop has
asserted, "Mass evangelism has been permitted by the Devil to
keep the Church
from practicing the biblical ideal of community evangelism."' This extreme
view is balanced on the other hand by those who eagerly embrace any method that
will increase audience size, motivated by the naive assumption that a
large audience
guarantees a large response.
It is undeniable that modern technological advances have opened up numerous new
and exciting methods for fulfilling the Great Commission not
available to previous
generations. Television, radio, tape-cassettes and other means have been used
in an attempt to reach greater numbers of the unsaved with the Gospel. Although
we have seen some positive results through utilization of a mass communication
approach, the church is far from fully realizing the potential power of its new
tools. This is due largely to a failure to understand the strengths
and weaknesses
of mass communication which leads in many eases to a haphazard
evangelism strategy.
Careful study of existing mass communications research needs to he explicitly
coupled with research which specifically investigates mass evangelism.
The purpose of this paper is to examine mass evangelism in light of
contemporary
social psychological research. By examining literature on mass communication, attitudes, and attitude change we are better able to understand
mass evangelism
and its proper application. Studies of attitudes are particularly relevant to
mass evangelism because faith, which may be considered the end goal
of Christian
evangelism, meshes well with the contemporary understanding of
attitudes. Attitudes
are conceptualized with three components: (1) cognitive (or beliefs),
(2) emotional
(or feelings), (3) behavioral (or action). These three components are
all a part
of Christian faith .2
Components of Christian Faith
First, there is a cognitive element in Christian faith. The early
kerygma of the
Christian church, as summarized by Professor C. H. Dodd,3 contained statements
which were essentially factual. "The faith, in the sense of the
message which
the apostles and evangelists proclaimed, was an affirmation of what
God had done
in Christ.4 Orthodox theologians have always understood faith
as being rational,
or based on belief in objective, historical events.
Christian faith is also emotional. This is to say that a Christian
strongly identifies
with his faith and has
strong feelings toward it. Faith in Christ can never simply be
intellectual understanding
devoid of feelings. It must always consist of the "yes of the
whole personality
to the facts of Christ.5
There is also an action component in the Christian faith. "Faith . . involves personal decision, trust, commitment and obedience; it is a wholehearted acceptance of the claim of God upon a man, in the situation in which he exists, with the appropriate response in life and action."6 True Christian faith must involve not only understanding, but also commitment and obedience. This point is made clear by James when he says, "You believe that God is one. You do well; the demons also believe, and shudder." (James 2:19) The mere cognitive acceptance of a sound creed is not enough. It is necessary for a person to commit himself actively to what lie is intellectually arid emotionally convinced of.
Inasmuch as faith consists of the same three elements that constitute attitudes, it can he examined in the light of research dealing with attitudes and attitude change. We will now examine some of the characteristics of mass communication with respect to its efficacy in changing attitudes. This will aid us in evaluating mass evangelism.
Mass Communication Research
Joseph T. Klapper reviewed some twenty-odd years of mass communication research and reports the following four basic principles as clearly emerging.
1. Mass communication rarely serves as an agent of attitude conversion.
2. Mass communication ordinarily serves as an agent of reinforcement for such attitudes, opinions, arid behavioral tendencies as the individual audience members already possess.
3. Mass communication often modifies existing attitudes of the audience . . . but to a degree short of nullifying the attitude or of effecting conversion.
4. Mass communication has been found extremely effective in creating attitudes or opinions in regard to topics on which the audience member had no previous opinion at all.7
The remainder of this paper is organized around these four findings.
Each is examined
with respect to its causes and implications for the Church's
evangelism strategy.
We do believe that the Holy Spirit can and does at times work contrary to these
social psychological principles in His ministry of personal conviction. This,
however, does not excuse us from planning and researching evangelism, relying
simultaneously upon the leading of the Spirit and the fruits of our
academic inquiry.
To ignore either reflects poor stewardship.
1. Mass communication rarely serves as an agent of attitude conversion.
In order to appreciate this finding more fully it is important for us
to understand
some of the characteristiss of the audience. Early psychological
research in the
area of attitude change relied heavily on what has become known as
the "hypodermic
model."8 This model was based on the assumption that the
communication
was a pure stimulus which, when presented to the audience, would either produce
the desired response or
would fail to do so. The audience was regarded as primarily passive
and the majority
of research was directed toward the nature of the message or the
characteristics
of the communicator.
In many ways the church still seems to he operating under the
assumptions of the
hypodermic model. Primary, and often exclusive, emphasis is placed on
the message
in evangelism. This leads to what Engel and Norton call "one-way
communication-the
message is sent from the pulpit, over the air, in print, or in
person; the response
on the other end is only a secondary consideration.9 Message
purity is important
but must not be stressed to the point of ignoring message relevancy.
Present research devotes much more attention to what have become
known as "mediating
factors."10 These mediating factors concern the response of
the individual
audience members to the message. Message recipients are no longer regarded as
passive receivers, but rather as active processors of the information which is
presented to them.
A person will usually ignore, distort or forget any message which threatens a centrally important belief.
One reason for the difficulty in changing attitudes through mass evangelism is
that religious beliefs are likely to be central in the individual's
inter-related
system of attitudes. According to Bokeaeh, "the more a belief is
functionally
connected or in communication with other beliefs, the more
implications and consequences
it has for other beliefs, and, therefore, the more central the
belief."11
Changing a central belief involves repercussions in many other areas
of that person's
belief system. These repercussions can often he seen in the dramatic change in
the lives of new believers. Because of their importance in
maintaining attitudinal
consistency within the individual, attitudes of this type are
extremely resistent
to externally based arguments. A person will usually ignore, distort or forget
any message that threatens a centrally important belief.
One way of avoiding such threatening communication is through "selective exposure". People are more
likely to expose
themselves to information with which they agree. A person is not
likely to subject
himself to media which will challenge attitudes important to his maintaining a
sense of attitudinal balance. This is a major shortcoming of mass evangelism.
It has very little effect in reaching those who are strongly opposed
to the message
of the Gospel for the simple reason that these people do not usually
expose themselves
to "Christian" media.
It must be understood that attitudes serve many, varying needs within
the individual.
Katz has proposed four functions which attitudes perform. They are
(1) instrumental, adjustive, or utilitarian, (2) ego-defensive, (3) value-expressive,
and (4) knowledge.'2
According to his "functional approach" to attitude change,
it is first
necessary to determine the function which a particular attitude serves for an
individual before a
prediction can he made regarding how and when that attitude will be
changed.
This theory accounts for much of the failure of mass communication in producing
attitude conversion. It is particularly relevant in evangelism, for "the
typical religious message which is directed toward attitude change is
constructed with but
one or two aspects of attitudinal function in mind.13
In most cases the knowledge function alone is addressed to the exclusion of the
others.
A major reason for the difficulty in addressing the other attitudinal functions
is the lack of information available to the originator of the
evangelistic communication.
He almost invariably has no data regarding the nature of his
audience's attitudes.
Thus, he is unable to structure his message to meet their particular
attitudinal
needs.
According to Katz, the knowledge function of attitudes is most susceptible to
the mass communication approach. This type of attitude will be
changed upon presentation
of new information which creates uncertainty in the mind of the recipient. If
the facts are presented in such a way that they create sufficient
dissonance within
the individual audience member, it is predicted that he will change
his attitude.
Changing the other three types of attitudes via mass communication is somewhat
less successful, especially in the case of ego-defensive attitudes. "The
usual ways of changing attitudes have little effect on . . . (them),
(i.e. increasing
the flow of information, promising and bestowing rewards, and invoking penalties).
In fact, these procedures usually have a boomerang effect."14 Thus, a
person with this type of attitude may, through exposure to a communicator who
is unaware of his particular attitudinal characteristics, become unreceptive to
any further presentation of the Gospel.
This principle must he seriously reckoned with by every Christian communicator
in order to avoid placing stumbling blocks in the future spiritual development
of his audience. The type of audience most susceptible to this boomerang effect
are those who have not chose!) to expose themselves to a particular message but
have had it "forced" upon them. An example would he a spot
ad on secular
radio. Such an evangelistic technique has little chance of effecting
a major attitudinal
change unless it has been specifically designed to meet the need of
the individual
audience member. If it is not so designed, it can cause more harm
than good.
It is poor strategy to spend much money and time beaming evangelistic messages to an audience that consists almost exclusively of Christians.
It would he extremely valuable if evangelists engaged in research prior to any
major presentation of the Gospel. They should try to discern as accurately as
possible the feelings of their audience toward Christianity. If at
all possible,
messages should be directed toward relatively homogeneous
populations. This procedure
would greatly increase the effectiveness of any evangelistie attempt while decreasing its potential for harm.
2. Mass communication ordinarily serves as an agent of reinforcement for such
attitudes, opinions, and behavioral tendencies as the individual
audience members
already possess.
According to Klapper, this finding is probably the most basic and
widely confirmed
principle in the entire field of mass communication. Two intrapsychic
mechanisms,
selective retention and selective perception, are largely responsible for the
reinforcement tendency of mass communication.
Selective retention refers to the tendency of the individual to recall material
with which he is sympathetic far better than material with which he disagrees.
Not only is sympathetic material recalled better in tests of short term memory,
but this difference in recall rapidly intensifies over time:
unsympathetic material
is forgotten more rapidly than sympathetic material. This fact has been borne
out by much research and is another reason for the ineffectiveness of
mass communication
in attitude conversion. When the individual is presented with
material with which
he does not agree, he is more likely to forget it, thus reducing the dissonance
which he may have momentarily experienced.
Selective perception suggests that people tend to misperceive and misinterpret
unsympathetic information in such a way that for them it becomes
information which
supports their own view. A person who receives threatening
information may simply
distort the message and view it as lending credence to what he
already believes.
This response has also been widely validated by much research.
These selective processes point out the importance of feedback in
communication.
Without adequate feedback, a communicator is unable to determine how
his audience
is treating his message. Mass evangelism does not lend itself to
feedback of this
type. The evangelist is therefore not in a position to counter the attempts of
his audience as they mentally struggle to escape the force of his presentation.
Thus, in some instances, audience members will actually use the message of the
evangelist to further strengthen their attitudinal opposition to the
Gospel. Evangelistic
communicators must be careful to avoid this possibility.
The role of mass communication in reinforcing attitudes, opinions,
and behavioral
tendencies which are already held has tremendous implications for building up
the body of Christ. Christian radio stations, television, and
literature, as well
as the usual Sunday morning sermon, have all proven effective in strengthening
the faith of individual believers. This ministry to Christians should
be the main
goal of "Christian" mass media. Such media have little
chance of reaching
the unsaved due to selective exposure-unbelievers will usually change
the station.
It is poor strategy to spend much money and time beaming evangelistic messages
to an audience that consists almost exclusively of Christians.
3. Mass communication often modifies existing attitudes of the audience . . but to a degree short of
nullifying the attitude or effecting conversion.
This finding is extremely important in helping to
outline our evangelism strategy. It seems reasonable, in light of the fact that
mass communication rarely produces major attitude conversion, that we
should take
a closer look at our concept of mass evangelism. Must
"conversion" always
be the immediate goal of every evangelistic effort or would it
perhaps he better
to set a goal of attitude modification when using a mass
communication approach?
Research suggests that the latter would prove far more fruitful.
Rokeach has defined an attitude as a "relatively enduring organization of
beliefs about an object or situation predisposing one to respond in
some preferential
manner."15 The "central objects" of Christian faith are Christ:
his life, death and resurrection. This belief is organizationally
related to many
other beliefs (i.e. beliefs dealing with the nature of man, the
church, the purpose
of life, etc.). Since mass communication is relatively unsuccessful
in effecting
a major change in the uusaved persons attitudinal core, it would be far better
to direct the bulk of our mass communication efforts to changing more
peripheral
beliefs and aiming toward modification of existing attitudes rather
than conversion.
This modification would "soften" a person's attitude and pave the way
for a future conversion.
James Engel has devised a model of what he calls the "Spiritual Decision
Process'" (see Figure 1). This model, along with well-planned
pre-evangelism
research aimed at determining the nature of a particular audience's attitudes
is a helpful tool in planning evangelism strategy. Engel illustrates how people
vary in their attitude toward, and their understanding of, the
Gospel. According
to Engel, people range in their attitude toward the Gospel all the way from -8
(awareness of a supreme being-nothing more) to -1 (at which point a
person makes
a commitment to Christ).
The point which seems most relevant to this study is -4 (positive
attitude toward
the Gospel). It is this point which seems to set the limit for those who could
be converted by mass evangelism. Conversion for those between -4 and -1 would
not require a major attitude change, as those people are not strongly oppossed
to Christianity. Thus, it is only necessary to clarify and modify
those attitudes
which the individuals already possess. Research suggests that mass evangelism
would be very successful in modifying and clarifying the attitudes of persons
with these basically positive attitudes. This type of person is often found at
large scale evangelistic crusades due to the weeding out process of selective
exposure. This, along with the working of the Holy Spirit, most likely accounts
for a great deal of the success of men such as Billy Graham.
We should avoid trying to "convert" those in the -5 through -s stages
via mass evangelism. Not only will our successes with these
individuals be extremely
sparse, but we might even inadvertently strengthen a person's opposition to the
Gospel. With an audience of this type it is more important to
concentrate on proclamation,
rather than persuasion. Attitude modification should be the goal-not
conversion.
4. Mass communication has been found extreme!,,, effective in
creating attitudes
or opinions in regard to topics on which the audience member had no
previous opinion
at all.
When no previous opinions are held the importance
FIGURE 1. ENGEI. SPIRITUAL DECISION PROCESS MODEL
God's Role Communicator's
Role
Man's Response
General
Revelation
-8 Awareness of Supreme Being but not of Gospel
Conviction
Proclamation
-7 Initial Awareness Gospel
-6 Awareness of Fundamentals of Gospel
-5 Grasp of Implications or Gospel
-4 Positive Attitude Toward Gospel
-3 Personal Problem Recognition
Persuasion
-2 Decision to Act
-1 Repentance and Faith in Christ
Regeneration
New Creature
Sanctification
+1 Post Decision Evaluation
Follow-up
+2 Incorporation into Body
Cultivation
+3 Conceptual and Behavior Growth
+4
+5
"
"
Eternity
of mediating factors is greatly reduced. In these cases the
"hypodermic model"
mentioned previously is helpful. The intrapsychic dynamics of the
audience become
less important because the individual's attitudinal balance is not
being threatened.
With audiences of this type, message and source factors often are sufficient to
"produce" successful attitude formation.
Unfortunately, there are few people, at least in America, who do not
have rather
centralized religious attitudes. It is rare to find an individual
lacking beliefs
regarding Christianity. For this reason, the principle of attitude creation has
little relevance for mass evangelism in America.
The implications for foreign missions, however, are great. This
finding suggests
that mass communication could he used very successfully in effecting conversion
in those who are relatively unaware of the basics of Christianity. Although the
potential for foreign missions is great, the temptation to assume
that mass communication
will always work when a person is unfamiliar with Christianity must be avoided
for the following reasons. Due to the nature of Christian faith,
belief in Christ
must be integrated with a great many other beliefs in a person's interrelated
belief structure. Thus, a presentation of the Gospel is potentially threatening
to an individual's attitudinal balance even though the beliefs which have been
challenged do not specifically relate to Christianity. Examples of such beliefs are those
dealing with moral
behavior, societal structure, cultural norms etc.
For this reason, Christian communicators must he extremely cautious
to strip the
Gospel of its American, middle class clothing when presenting it to
foreign cultures.
This will reduce the chance of a person rejecting the message of Christ because
he perceives it as threatening a previously held belief, which in reality might
have nothing to do with Christianity. While making certain that
biblical principles
are not compromised, missionaries should make every effort to adapt the message
of Christ to those beliefs which members of a particular culture already hold.
This will reduce greatly the role of mediating factors and increase
the effectiveness
of the communication.
Conclusions
Four principles of mass communication have been examined and each has
been shown
to have relevance for mass evangelism strategy. In most eases the
term "mass
evangelism" has been used in its most general sense. Specific
forms of mass
evangelism (i.e. mass rallies, television, radio, literature,
mailings etc.) each
have their own particular characteristics and for that reason it is necessary
for the Christian communicator to examine his own media with respect
to the four
principles described. In that way a specific program of evangelism
can he mapped
out taking into account the nature of the audience's attitude
structure, the degree
of immediate attitude change desired and the type of
media to he used. Hopefully this sort of evangelism
strategy will he used by the Holy Spirit to bring many
to an attitude of saving faith in Jesus Christ.
REFERENCES
1Quoted in Edward F. Morphey, "Mass Evangelism is not
Obsolete," Christianity Today, Feb. 28, 1975. pgs. 6-9.
2For a more in depth study of Christian faith as an attitude see
Vern C. Lewis, "A Psychological Analysis of Faith," Journal
of Psychology
and Theology, 1974, 2, pgs. 97-103.
3C. H. Dodd, The Apostolic Preaching, new ed., 1944.
4Alan Richardson, An Introduction to the Theology of the New
Testament (New York,
1958), p. 24.
5ibid, p. 24.
6ibid, P. 30.
7Joseph T.Klapper, "Mass Communication, Attitude stability, and
Change"
in Attitude, Ego Involvement, and Change, Sherif and Sherif (Ed,.)
(New York, 1967),
P. 298.
8ibid, p. 298.
9James F. Engel, and H. Wilbert Norton, What's Gone Wrong With the
Harvest? (Grand
Rapids: Michigan, 1975), p.24.
10Klapper, op cit, p. 300.
11Milton Rokeach, Beliefs, Attitudes and Values (San Francisco, 1968), p.
5.
12D. Katz, "The Functional approach to the study of
Attitudes," Public
Opinion Quarterly, 1960, 24, 163-177.
13Bichard Sizer, "Christian Worship: Preaching as a Technique of Behavior
Change," unpublished paper presented at Western Association of Christians
for Psychological Studies convention May, 1975.
14Katz, op cit, p. 174.
15Rokeach, op cit, p. 134.
16James F. Engel, "World Evangehzation: A Myth, A Dream, or a
Reality?" Spectrum, 1975, 1, pgs. 4-6.