HOW DECISION-MAKING STYLES AFFECT CROSS-CULTURAL EVANGELISTIC METHODS
Introduction - Helping people make decisions is at the very heart of evangelism. This made me wonder why nearly all of Christ’s evangelism endeavors varied to best suit the hearer’s decision-making processes? In each case Jesus took into consideration the patterns of the person’s previous decision-making.
He knew people’s natures, their goals, desires, allegiances, problems, needs, and their overall world views. Moreover, He was able to best fit the key of the gospel into their particular keyhole to make the tumblers turn. However, he left each person with the option of opening the door of their mind, will, and emotions to the Lord. All of this intrigued me so that I decided to examine my seminary students decision-making processes in their evangelistic appeals.
The following is a list of 22 continuum types of decision-making styles found in both evangelists and receptor cultures found in Jos E.C.W.A./S.I.M. Seminary Nigeria. These styles represent a broad array of the kinds of decisions made by seminary evangelists.
Their decision-making styles tend to determine the kinds of evangelistic appeals as well as the kinds of responses given by the receptors of the gospel. The ways in which decisions are made varies greatly according to the needs, world views, age, gender, social class, and rewards anticipated.
By reflecting on the various appeals of the seminary evangelists, one can understand how to adjust the evangelistic methods to suit the receptors’ culturally preferred decision making style. It was learned that by teaching the evangelists to modify their decision-making style in their methods of presenting the message of Christ they were better able to find points of felt needs in the receptor audience. This allowed them greater access to the deeper levels of belief in the respondents.
Discovering the normal ways of decision-making seemed to be one of the keys for the evangelists to bring the message across cultural barriers most effectively. Also finding how the receptors’ made decisions during times of crisis proved to be another key in opening up the people for lasting decisions for Christ. The following chart gives a pictorial idea of how the evangelists can match their decision-making methods with the host cultures’ decision-making styles. The parallel to the key and the lock is to illustrate the need for evangelist to be ready to use multiple keys to adjust to the set locking defensive devices imbedded in every culture:
illustration:
DISILLUSION
Babe Ruth had hit 714 home runs during his baseball career and was playing one of his last full major league games. It was the Braves versus the Reds in Cincinnati. But the great Ruth was no longer as agile as he had once been. He fumbled the ball and threw badly, and in one inning alone his errors were responsible for most of the five runs scored by Cincinnati. As the Babe walked off the field after the third out and headed toward the dugout, a crescendo of yelling and booing reached his ears. Just then a boy jumped over the railing onto the playing field. With tears streaming down his face, he threw his arms around the legs of his hero. Ruth didn’t hesitate for one second. He picked up the boy, hugged him, and set him down on his feet, patting his head gently. The noise from the stands came to an abrupt halt. Suddenly there was no more booing. In fact, hush fell over the entire park. In those brief moments, the fans saw two heroes: Ruth, who in spite of his dismal day on the field could still care about a little boy; and the small lad, who cared about the feelings of another human being. Both had melted the hearts of the crowd.
Ted W. Engstrom, The Pursuit of Excellence, 1982, Zondervan Corporation, pp. 66-67.
MATCHING DECISION-MAKING STYLES
Biblical Receptors’ Culture
Evangelists’
The following is a brief overview of the twenty-two continuum styles of decision-making found in through the J.E.T.S. evangelists’:
Traditional Progressive
1 2 3 4 5 6 7 8 9 10
a. Authoritative ...... Participatory
b. Dependence ......... Independence
c. Idealism ............Pragmatism
d. Past Examples .......Present examples
e. Art Methods .........Scientific Methods
f. Group Networking ....Individual Merit
g. God’s Sovereignty ...Moral Choice
h. Avoiding Shame ......Avoiding Guilt
i. Trial and Error .....Learning Theories
j. Discontinuity .......A.T.R. Continuity
k. Character Evaluation.Behavioral
l. Propitious ..........Calculating
m. Obligations to group.Self
n. Resist Change .......Admire Change
o. Natural Gifts .......Spiritual Gifts
p. People ..............Tasks
q. Autocratic ..........Democratic
r. Crisis ..............Non-Crisis
s. Compartmentalizes ...Integrates
t. Status Given ........Status Earned
u. Static Perceptions ..Changing
v. Majority approach ...Early Adaptors
w. Uniformity learning .Diversification
1. Themes -
a. Authoritative ...... Participatory
Out of the myriad of worldview assumptions represented in our seminary student population, I observed that there seems to be a continuum of themes. On the one hand I observed students who make decisions for their evangelistic methods on the authoritative scale. They stress decisions must be made through the following themes:
a. God demands primary allegiance to Himself on the basis of his commands. The appeals are directed to individual responsibility to decide for Christ or reject His word.
b. The Bible emphasizes that unless people repent they will all perish and be lost for eternity in the flames of hell.
c. God is the supreme judge who knows all and to whom all must give an account of their lives.
d. Their preaching is essentially monologue with an emphasis on warnings of judgment, punishment, and consequences for sin.
On the other end of the spectrum, I see students that appeal to cultural consensus styles of decision-making:
a. Some student evangelists emphasize that a person’s greatest obligation is to be loyal to the highest ideals of their culture. They emphasize that each tradition holds the keys to eternity.
b. They emphasize the key to relationships in the human and supernatural world are equally built around trust. They will work through trusted mediators in order to gain that trust, understanding, and confidence.
c. They stress forming opinions of agreement through the recognized authorities in the village. They are sensitive to showing a great deal of respect for the chief and his elders.
d. They allow for decision-making to happen through the networking processes of group interactions.
2. Styles of Leadership -
a. Dependence ...... Independence
Four kinds of leadership are usually seen throughout the students of Jos E.C.W.A. Theological Seminary (JETS). They are characterized by where the seat of authority generally lies in their families, clans, tribes, or social environment. The more progressive side of the decision-making continuum scale could be called the Independence style grouping. They are characterized by the following styles in their decision-making:
a. Dynamic leadership that is based on solving social crisis according to one’s unique experience, gifts, and training. They are able to persuade people to follow them on the sheer strength of their individual charisma.
b. The dynamic leader puts a great deal of confidence in knowing people. This enables the leader to make his own decisions on one’s intuitive sense of who people are.
c. Motivations come from a personal sense of accomplishment for the dynamic leader. As a result they allow people to represent Christ in positions of leadership almost from the beginning of the evangelistic outreach. They are not afraid of hoarding all of the power for themselves.
d. Self-confidence is based on one’s own self-image. This is often misunderstood as self-ambition by many.
The other side of the continuum is in sharp contrast to the independence style of leadership. It is more appropriately characterized by its dependence mechanisms of decision-making. These students present the gospel with a greater reliance on traditionally accepted sources of authority. For example:
a. They stress approaching the traditional leaders for their permission to present the gospel to the people.
b. They are secure only when they are able to pass through proper bureaucratic channels. They are secure only when proper procedures are followed acceptable to the hosts’ culture.
c. They are firm only if the decisions are made through the proper exercise of traditional lines, committees, and procedures set down in the laws of the community.
d. They preferr to progress through the chain of command from lesser to higher authorities for proper sequencing of decision-making.
3. Applicational level decision-making is often done in the name of idealism or pragmatism.
a. Idealism ......Pragmatism
In other words, if the application provides greater benefits than disadvantages, the decision is made to proceed regardless of the ideology that is rationalized away. Again, the students showed a range of position on this continuum. On the far left were students who saw the advantages of using all means to save some, quoting from Paul in I Cor. 9:22,23. They could best be characterized in their decision-making by pragmatism.
a. These students tended to stress the practical means and saw the results in their evangelistic pitches. For this reason real problems were discussed in each evangelistic appeal and a search for their solutions in Christ.
b. By emphasizing the results, students went straight to the essential points of belief rather than providing lengthy explanations of background information.
c. Though criticized for their lack of follow-up, the students took a practical outlook toward their range of responsibility to sow the seeds to all men with the means available.
d. Motivation came largely from a desire to see results with most effective means of film evangelism.
The right side of the continuum, however was characterized by students sharing an idealistic perspective on decision-making:
a. These students felt that a thorough background of creation and Old Testament stories should be laid before the gospel is presented. The use of the parables of Jesus were also heavily emphasized like the parable of the lost sheep, the lost coin, and the lost son from Luke 15.
b. Spiritual gifts were strongly considered as to who and how the gospel should be presented.
c. Emphasis was laid on obedience to God rather than making the message contextual.
d. The mysterious nature of conversion was presented to the people. Knowing God through the study of His word was a real emphasis.
4. Examples of decision-makers provided a sharp contrast in the students’ illustrations for evangelism. On the one hand some students preferred to use examples of successful contemporaries to the people while others chose leaders out of the past that represented more traditional values.
a. Past Examples ......Present examples
a. The contemporary leaders were men who had shown competency in an area of business, education, or governmental service.
b. These contemporary leaders provided the models for the more progressive evangelistic illustrative models.
c. The contemporary examples were often more popular with younger people.
d. The contemporary examples reflected a greater respect for ones’ peers who had shown how to navigate through upwardly mobile efforts in todays world.
The students who reflected more respect for traditional leaders exhibited the following characteristics:
a. They tended to revere the work of great men of the Bible like Abraham who staggered not at the promises of God, but grew strong in faith.
b. They preferred highlighting the founding missionaries and the commitments it took to see their work to its completion.
c. They tended to give honor to traditional chiefs, elders, and rulers who led the people through difficult times.
d. They enjoyed giving a panorama of the great leaders of the Old Testament over those of the New Testament.
5. Another contrast in the continuum of evangelistic appeals for decision-making could be seen in the difference of those who emphasized the art versus the science aspects of choosing. Those stressing the artistic aspects of evangelism represented a modern shift to the subjective aspects of decision-making. This was seen in contrast to the more scientific emphasis of stressing the objective determinants in conversion.
The subjectivists stressed the following aspects in their evangelism:
a. Art Methods ......Scientific Methods
Using The Artistic Emphasis in Evangelizing Non-Westerners
a. A generous use of stories, case studies, legends, myths, and traditions to bridge the cultural knowns to the gospels’ unknowns.
b. Emotional presentations of the gospel through drama, singing, film, and intense personal communications.
c. Demonstrations of power through encounters with forces of evil through prayer, fasting, and lifestyle.
d. Working through the social hierarchy to win the confidence of the people through love, rapport, and mutual dependence.
e. Showing how evangelism is both a process and an event.
f. An emphasis on allowing the Spirit of God to lead through inductive preaching.
The Science of Evangelism Generally Includes:
a. The emphasis on the absolute Truth about Sin, Salvation, Christ, Man, God, and Faith.
b. The precision of the gospel’s message.
c. Teaching the meanings of the truths about redemption, regeneration, justification, atonement, propitiation, sanctification, substitutionary payment, repentance, adoption, and being born-again etc.
c. Analysis of the processes of conversion from faith in self, idols, traditions, spirits, myths, legends, ancestors etc. to Christ alone for salvation.
d. Emphasis on the cognitive decisions necessary for salvation.
e. The use of theories of evangelism and cross-cultural evangelism.
f. Pointing out the mainpoints of the gospel’s message through deduction.
6. The strength of decision-making in relying on group networking versus individual merit. These contrasting evangelistic appeals are an index of the trust level between a group-consensus decisions versus a decision made by a proven individual leader.
The individual leader’s binding decision-making powers are represented by the more progressive school of decision-makers:
a. Group Networking ......Individual Merit
a. Group decisions are often seen to be suspicious and manipulated by back-room politicizing.
b. Strong individual leaders who have made decisions receive greater respect by virtue of their position, powers, and potential threats of intimidation.
c. The strength of an individual’s decisions rest with one’s ability to carry out one’s accompanying responsibilities.
d. The changes produced by the individual’s decisions are subject to change with new information or contact with other important decision-makers.
e. The leader continues to have the respect to make decisions as long as they benefit the greater needs of the group.
In contrast the more traditional leaders’ decisions are only as strong as the consensus of those supporting him. For example:
a. The group decides on the basis of lengthy deliberations, debates, and sizing up of each others’ positions.
b. The group prefers the consensus style of decision-making because of its safety, security, and lifting of any individual responsibility.
c. The group prefers to change its minds only when the mood of the social climate blows favorably.
d. The group is as strong in its decisions as it exhibits unity.
e. The group forces compliance to its decisions through coercion if necessary or by excommunication.
7. Decision-making in evangelistic appeals can vary from a reliance on God’s sovereignty to moral responsibility.
a. God’s Sovereignty ......Moral Choice
a. Those who emphasize moral responsibility tend to stress the particular ways that one is liable to be called to account.
b. There is a definite emphasis from the moral choice decision-makers on the rational conduct of the person in the light of the claims of Jesus and Paul.
c. There is an implied threat of losing credibility, face, and security if a proper decision is not made toward the gospel.
d. There is a stress laid down for the primary responsibilities to be followed through after the decision is made.
Those emphasizing the decision based on the sovereign will of God exhibited the following traits:
a. Almost a fatalistic view toward accepting the inevitable judgment of God. This manifested itself in a "Prophet style of evangelism". Once the message was delivered, personal responsibility for persuasion was exonerated.
b. A sense that the Spirit of God will take the word of God and complete the job of persuading men to decide for Christ. Out of this choosing style comes many churches emphasizing the miraculous work of God. Yesterday, I visited a new church in Jos, Nigeria called, "The Home of the Signs and Wonders Church!". This is an example of a group of people who prefer to let God make up their minds for them mainly through miraculous signs of His sovereign will in most matters of life.
c. A belief that the sovereign will of God could only be known by God through His predestined plan. This led to a strong hyper-Calvinistic theology in their preaching.
d. Almost a laissez-faire- passive attitude toward evangelism based on the "irresistible grace of God stance".
8. Avoidance tendency in decision-making appeals told a great deal about one’s underlying presuppositions in evangelism. These two extremes could be seen both in the evangelists and respondent cultures:
a. Avoiding Shame ......Avoiding Guilt
The more contextually dependent groups tended to try to avoid bringing shame to their groups. However, the more culturally independent groups are motivated to avoid feeling guilty about failure to live up to their inner voice or their objective standards. The shame avoidance group is very sensitive to what the elders or peer groups will say about their behavior so they often act in secret. They find that what people do not know will not necessarily hurt them. However, the guilt avoidance people are more individualistically oriented in their decision-making. They prefer to be approached with an appeal that shows the dissonance between the ideals and their present real experiences.
9. The Knowing Versus the Doing dichotomy emerges when people struggle over which is more important in decision-making.
a. Trial and Error ......Learning Theories
For some, the recognition of the development of one’s cognitive process is the real way to make an intelligent decision. By teaching people how to ascend the ladder of cognitive development (Knowledge, understanding, application, analysis, synthesis, and evaluation) this man feels that he has properly taken a person through the necessary processes for making a thorough decision. For example an evangelist emphasizing learning theories can show from Mark 10 how Jesus Christ took the Pharisees through the six levels of cognitive development in explaining to them reasons for God’s view on divorce. He knew about their plots to trick Him, but He outwitted them through a clever cognitive display of higher level evaluations. However, the doing person rejects this as largely impractical and too complicated. He prefers to use his experience and the wise experiences of others as a basis for his decisions. He believes that experience is always the best teacher when it comes to making wise decisions that are verifiable. Jesus showed the disciples in Mark 10 how the kingdom of God is like childrens’ decision-making processes: - guileless, innocent, and believing. He demonstrated His acceptance of them as an example for how they should recognize true believers.
10. Continuity from A.T.R. (African Traditional Religions) to the truths of Bible versus the discontinuity thinkers in decision-making.
a.Discontinuity...A.T.R. Continuity
The continuity thinkers believe that one can simply extrapolate from one’s understanding of God through A.T.R. directly into the Biblical truths. However, the discontinuity thinker totally rejects this ideal since he believes that the Bible’s truths are the only ones totally inspired by God through human authors. Depending on one’s presuppositions, an evangelist will have to vary his presentations to the ways in which people are most responsive. For example, Don Richardson explained the Gospel through the "Eternity in their hearts" concept with a tribe that could then relate something they were familiar with to the God of the scriptures. Other evangelists prefer to start with the gospel regardless of the background of the people. Behind this is a firm belief that the scriptures are all sufficient for communicating trans-culturally.
11. An emphasis on character development decisions versus a trial and error kind of decision-making.
a.Character Evaluation ......Behavioral
The character development group puts its emphasis on the values of honesty, justice, and love of a person as a priority in all decisions. If there is the slightest question of jeopardizing one’s character, this evangelist will not agree with the method. There is a great emphasis on the exercise of faith through one’s pure motives in humble obedience to God. Through these perceptions an evangelist will have to demonstrate a blameless character before the people will be ready to make a decision. However, the trial and error decision makers are willing to try several alternatives in presenting the gospel. They are willing and eager to work in the farms with the people,preach several messages to them, and experiment with several prayers in attempting to heal some of their people from illness. They are only ready to challenge the people to make a decision when they have seen the results of the peoples’ understanding of the messages. Usually this will only come when the people have been given confirmation that the evangelist’s lifestyle is consistent with his teaching, work, and ministry. Depending on the emphasis of the people they will be much more accepting of an evangelist who helps them make decisions according to their normal, preferred, and meaningful way of choosing what is best.
12. Propitious versus deliberate decision-making.
a. Propitious ......Calculating
There are some who make decisions propitiously as seems most suitable, favorable, and as the need arises. However, others prefer to make the majority of their decisions through careful planning and on the cooperative basis of committee deliberations. When an evangelist approaches the people he should see to what degree the people or individuals are more prone to make decisions propitiously or deliberately. For example, one evangelist discovered that when the people he was witnessing to discovered that the recent gulf war may signal the time for Christ’s return they dropped all their defenses against the gospel and received Christ in mass. They were afraid of being left behind when Christ returned to usher his saints into heaven. They were afraid of facing the horrors of the tribulation. For years they had resisted giving up their idols on the grounds that it was not the most propitious moment for them to surrender their traditions. Evangelists need to look for these times of emergency, urgency, and crisis to capitalize on people’s willingness to make decisions for Christ.
On the other side of the spectrum are deliberate decision-makers who are very careful to weigh every action in the light of their organization’s policies. Scrupulous to follow procedures they tend to hold the letter of the law higher than the spirit of it. They want to be sure that they have considered all of the advantages and disadvantages before making their decisions. Many times they are so careful to consider every implication of their decisions that their slowness to act discourages many from participating in the giant wheels of their bureaucratic processes. Evangelists to the more deliberate decision-makers need to find the key opinion leaders who will in turn positively influence the tone of the decisions in the committees. For example, one evangelist found that the chief of the village would find something wrong in the gospel everytime it was presented in the company of his elders. However, when the evangelist went to the chief in private and presented it to him on a personal basis, he received Christ as his Savior. The privacy factor allowed the chief to consider the implications of the gospel personally rather than publicly. After this the evangelist went to each of the elders, individually and found the same measure of acceptance. Which leads to the importance of the next factor in decision-making.
13. Obligations to the group versus to the individual.
a. Obligations to group ......Self
When decisions are made on the basis of what will preserve, protect, and facilitate the interests of a group consensus is vital. However, when an individual’s identity, importance, and concerns are on the line, decisions can be made easier by one. Decisions that involve the interests of groups take on the dynamics of a network of discussions, tribal considerations, and reflections of the historical patterns of past group decisions. Whereas, decisions made by individuals are based on one person’s interpretations of the events, persons involved, and the concepts that best fit his point of view. The evangelist needs to learn which interests are predominating in the decision - making powers. For example, an evangelist who goes to a group oriented society will have to learn how the group decides what is in the realm of the obligations to care for one another. Usually there are parameters in every community that determine to what extent they will go to watch out for one another’s interests. However, in more individually oriented community such as those found in urban areas, an evangelist will be wise to approach each person on what is efficacious for their own interests. Notice how Jesus was able to make the switch between the individually oriented rich young ruler in Mark 10 when he said to him, "You sell all that you have, give it to the poor and come follow me." Jesus directed His appeals to the individual interests and concerning stumbling blocks specific to the rich young man. However, when he addressed the multitudes during the sermon on the mount most of his appeals were directed toward a group oriented decision-making audience. For example, Jesus said, "Blessed are the meek for they shall inherit the earth. If anyone wants you to go with him one mile go with him two. If anyone wants to sue you and take your shirt give him your coat also." (Matt. 5-6) Learn to alter your approaches to suit the group or individual orientation of their decisions.
14. Some people, who naturally resist change, make decisions on the basis of the paths of least resistance.
a. Resist Change ......Admire Change
For example, some people enjoy disagreeing on almost any subject just to gain attention. For the following types of decision makers apply the following techniques to ease their dissonance to the ideals you are preaching:
a). Opposers are people who place opposition or suggest contrasting arguments to your viewpoints. The evangelists need to have plenty of positive reasons to outweigh their objections to the gospel.
b). Gatekeepers are people who control strategic entry points into a society. They often have the say about what idea, person, or event is allowed into their communities’ inner circles of importance. They need to be given a great deal of attention as to their importance in the process of exposing their people to helpful ideas that will bring many benefits to all.
c). Apathetics are people who delay decisions by virtue of their passive indifference to new ideas. They are best approached with stimulating their interests through positive or negative rewards.
d). Mockers or backbiters are critics who enjoy sarcastic put-downs of the changes that will require solid decisions from the majority. Since they are accustomed to using cynicism to affect the moods of people, they are also subject to mood swings when they see significant opinion leaders show a positive leaning toward a decision toward God’s will.
e). Questioners are often people who are more interested in bringing out the details of an issue than grappling with the essential points of an argument. They use their techniques to confuse matters so that negative or neutral decisions are made. Evangelists can influence these people as Jesus did with the Pharisees questions about divorce in Mark 10:1-12 when He said, "What did Moses command you? But at the beginning of creation God made them male and female. For this reason a man will leave his father and mother and be united to his wife and the two will become one flesh. What God has brought together let not man separate." Jesus used a reference to creation that superseded the importance of the law which was the basis of their questions. Jesus continually referred to a higher authority, source, and power for His actions.
f). Historical buffs are insistent on referring to traditions before any significant decisions are taken. Whenever this happened to Jesus he would refer them to a greater historical event or re-interpret the historical issue under question. For example, when the Pharisees tried to trick Jesus regarding paying taxes to Caesar, they asked Him, "Teacher, we know you are a man of integrity. You aren’t swayed by men, because you pay no attention to who they are but you teach the way of God in accordance with the truth. Is it right to pay taxes to Caesar or not? Should we pay or shouldn’t we? But Jesus knew their hypocrisy. Why are you trying to trap me? He asked, Bring me a denarius and let me look at it. They brought the coin, and he asked them, Whose portrait is this? And whose inscriptions on this coin? Caesar’s they replied. Then Jesus said to the, "Give to Caesar what is Caesar’s and to God what is God’s. And they were amazed at him!" (Mark 12:13-17) Jesus told the Pharisees about something that they knew, trusted, and understood. He simply re-interpreted what they knew. He gave them a spiritual truth that re-directed their thoughts toward God’s authority, ownership, and will.
15. Spiritual gifts may also determine which types of decisions are emphasized.
a. Natural Gifts ......Spiritual Gifts
These gifts may be represented either by the evangelist or by some of the Christians already represented in the community. Some of these gifts may be considered more a part of what the people consider essential for effective evangelism to take place. They may have been conditioned by this by many factors, but it is usually by what meets the needs of people.
a. Gifted preachers - If the evangelist has gifts in preaching he will be strong in giving challenges for people to accept their responsibility to believe in Christ for salvation. This individual does not mind taking stands on difficult issues. He is ready to confront wrong where he sees it. The problem with the gifted preacher is that he generally sets his expectations so high that when people do not respond to his preaching he tends to get discouraged too easily. By emphasizing the confrontational style of his preaching he tends to put too much faith in the way in which he delivers the message. Actually, God can use the stones to cry out if He deems it necessary. The evangelist needs to realize that preaching is only a part of the process of cross-cultural evangelism. Developing a trust with the people should preceed preaching about the wrongs of a people. Evangelists with this type of gift need to be careful that they do not try to force decisions based on harsh, judgmental, or manipulative preaching.
b. Instructors - These evangelists are gifted with a teaching gift that motivates them to want to explain truth accurately. By emphasizing the clarity, correctness, and the full implications of the scriptures, this evangelist often needs help in challenging the people to action. Balancing instruction with evangelism is the real challenge for this evangelist. His people are always wanting more illustrations and applications from his teaching so they can know how to make decisions that will benefit them. His strength of keeping the presentations accurate needs to be counter-balanced with appeals for decisions for Christ and maturity.
c. Comforters - This evangelist is concerned about bringing healing, comfort, and renewal to the hurting. He is very sensitive to the concerns, problems, and oppression of those people who God has committed to his care. This person would be content to visit people who are afflicted and bring consolation to their souls. He needs to learn from the preachers who are eager to confront, challenge, and persuade people to make decisions for Christ. It is too easy for this evangelist to become such good friends with the people that he hesitates to talk to them about sin, judgment, and hell. This person needs to balance his nurturing ministry with that of proclamation, teaching, and motivating all men to be saved and to come to the knowledge of the truth.
d. Motivators - This evangelist enjoys mixing illustrations and applications with his evangelistic presentations. The theme of his ministry is, "Be doers of the word and not merely hearer who deceive themselves." (James 1:22) This person has a tendency to stress obedience to what people already know to be true. Much of your presentations emphasize a common sense approach to ministry. This man has lots of energy to motivate people to action based on the truths of the gospel. However, this person needs to emphasize the doctrinal passages of scripture along with the Old Testament stories and those of the gospels. Most of all this evangelists needs to see that decisions based on emotions and not on the accurate truths of scripture with a full understanding of one’s responsibilities, will lead to immature decisions and believers.
16. Task versus people orientation in decision-making.
a. People ......Tasks
Evangelists need to realize that some communities put a high value on human interactions and relationships. They are more interested in sharing others hurts, problems, and struggles than simply going straight to solutions about sin. They enjoy hearing sermons that show how the difficulties Jacob had with Laban in obtaining a wife were solved through the power of God. Many times these folks will sacrifice tasks in order to maintain good relationships. Security for these people comes in groups where a sense of belonging is emphasized and everyone is made to feel wanted.
Often this is the value exhibited in more traditional communities. On the other hand some evangelists will find themselves working with more task-oriented people in urban settings. These goal oriented people find their greatest satisfaction from accomplishing jobs that provide visible benefits. They measure their worth and that of others by how much they have been able to get done. They like to hear evangelistic appeals that talk about accomplishing great things for God. A wise evangelist will use passages like John 14:12 where Jesus said, "He who believes in me the works that I do will He do also and greater works than these shall he do because I go to the Father.!" Challenge these task oriented decision-makers to great jobs, tasks, and responsibilities that will yield great results through Christ. These are the Marthas of this world (Luke 10:38-42) who need to take more time to sit at Jesus’ feet and listen to His word. The one big advantage of working with task-oriented people is that they are able to work alone without having a lot of leaders constantly reinforcing their importance, worth, and acceptance. These people may be the next generation of great evangelists for Africa. They are already creating a wave of new independent churches that are some of the continents fastest growing denominations.
17. Democratic versus Authoritarian orientation to decision-making.
a. Autocratic ......Democratic
Evangelists need to recognize that certain cultures make many decisions on the basis of "majority rule." They cannot feel comfortable about the strength of a decision or its validity until they have assessed what the majority of the people prefer. Occasionally they will elect representatives to decide on their behalf. However, as soon as their representatives in government, the church, or business do not reflect their best interests, they quickly move to vote another person in who will comply to majority wishes. People are very suspicious, in a democratic system when one person makes an authoritative decree that has not been filtered through by the majority’s considerations.
An evangelist needs to see that for the democratically oriented societies, people will only decide for Christ if they feel that what is good for them will also be good for the majority of the community. Preach sermons that deal with human freedom, justice, fairness, and equality for all through Christ to the democratically oriented decision-makers.
On the other hand some people are more accustomed to authoritative decision-making, such as is found in many parts of Africa. They are conditioned to follow the directions of authoritative leaders who control land, property, or certain key positions in the community. Evangelists need to assert their authority through Jesus Christ to these communities. These cultures are more willing to respond to sermons that preach Christ as the God of all power, might, and resources. Deal with issues of obedience, submission to God’s authority, and the need for humbling ourselves before the mighty hand of God so that He will exalt us at the proper time. (Phil.2) Always preach a balanced message to both groups of people. However, learn to begin at the point at which they are used to making the majority of their decisions.
18. Evangelists need to differentiate between the crisis versus non-crisis decision-making styles.
a. Crisis ......Non-Crisis
When I first started attending committee meetings at Jos E.C.W.A. Seminary in Nigeria, I failed to realize the importance of the crisis style of management. About every third week we would receive a notice that read something like this, "Emergency meeting - Wed. 2:00 P.M. staff lounge." Coming from a non-crisis society, I thought that calling an emergency meeting must signal something of drastic urgency. However, after waiting two hours for the meeting to start, I understood that it was not as much of a crisis as I anticipated. Instead, one of the first "emergency" meeting was called to discuss if the seminary bus should buy two new front tires! After 10 years of receiving notices for emergency meetings, I have learned to properly get an insider’s interpretation about the nature of the meetings before going into the room uninformed. In fact I usually go to the top man in the committee personally before the meeting where most of the strategic decisions are generally made. Most committee meetings end up being a time to rubber stamp what has already been decided interpersonally between the key decision-makers.
In a crisis oriented society, the evangelist needs to make the gospel’s appeal one of the highest urgency. He needs to emphasize that no man knows what tomorrow will bring, we must be prepared to face our judgment before God immediately. We need to demonstrate the crucial nature of not delaying any decisions for Christ, for His kingdom, or for His will. Crisis may include power encounters with evil spirits, healing, or confrontations with disasters. Learn to put a lot of responsibility on the people to make decisions that directly allow them to solve their crucial problems through Christ. For example, villagers migrating into the urban areas are particularly responsive to help from evangelists. They are facing numerous crisis in adjusting to a whole new culture. Evangelists should look for crisis opportunities to present the gospel in times of greatest need.
In contrast to the crisis oriented decision-makers, the non-crisis people need to have range of alternatives presented to them before they will make an "intelligent decision". Do not force the non-crisis thinker to act without thinking through his options. This person prizes his freedom of choice. Preach sermons that offer him the ideals of the gospel through Christ’s wisdom, strength, and enablement. Preach expositorially to these people as they enjoy thinking through the full ramifications of the problems. They may tend to resent a preacher who relies too heavily on threats of impending judgment. Allow them to contribute some of their well-thought through reflections, questions, and feedback on the gospel. These people base their decisions on careful scrutiny of the entire range and depth of the issues of the truth. They derive their security and satisfaction when they are given choices that allow them to best determine the will of God for their individual lives.
19. Compartmentalization versus integration decision-makers.
a. Compartmentalizes ......Integrates
In some cultures people prefer having the truth laid out to them in black and white terms that they can understand. Evangelists need to use the approaches of Jesus and Paul to explain how people like Zacchaeus came to understand that he must repent of his dishonesty and trust Christ for forgiveness of sins. Jesus showed us that by his acceptance of a tax-gatherer he was willing to identify with anyone who expressed a desire to follow Him. Jesus showed us the ways to win the compartmentalized decision-makers was often through a process of identification. This convicted Zaccheaus in such dramatic fashion that he said, "All those who I have cheated I will give four times back in return. Plus I will give half of my money to the poor." Then Jesus said, in no uncertain terms, "Today, salvation has come to this house." Evangelists need to see that both their messages and their ministries should indicate a willingness to express the gospel in clear terms that are understandable to their right and wrong, dichotomistic ways of deciding.
On the other hand, Mr. Integration prefers a holistic approach to decision-making. He has to see how all of the parts of the gospel’s truths fit into the whole of life before he is ready to respond positively. Satisfaction for him comes through integration of his problems into the solutions offered Biblically, socially, educationally, politically, psychologically, and culturally. He may be frustrated with an evangelist who wants him to apply the scriptures in terms of immediate applications without considering the wider picture. Many times this person needs demonstrations of how the gospel will penetrate all of the dimensions and levels of his world view. Help these people tie their perceptions to those in the Old Testament and New Testament gospels. Demonstrate how they can similarly overcome their problems through the guidelines offered in these culturally akin sections of the scriptures.
20. Status confirmed versus status achieved decision-makers.
a. Status Given......Status Earned
Evangelists to status confirmed people needs to provide plenty of respect to the leaders in positions of authority. For example, if one is approaching a new area with the gospel, be sure that you take time to greet the chief or the village head. This is vital in insuring good appreciation for the built in channels of communication within the community. Jesus experienced this one day when the Pharisees asked him, "Who should we pay taxes to?" Jesus knew what was in their hearts and so answered, "Render to Caesar that which is Caesar’s and to God that which is God’s. In other words, our Lord gave due obedience to human authorities when they did not contradict those of Gods. By working through the status confirmed leaders, their people are much more receptive to making decisions along the same lines as those who have authority over
them.
On the other side of the coin, status achiever societies make decisions on the merit of the issue at hand rather than on the basis of someone in a position of authority’s say so. These people will give as much credence to small men who are accomplished in their fields than a powerful man who knows little. Teach these people that a man’s status is not as much in what he achieves as it is in who he believes - i.e Christ and His word. Help this person avoid the temptation of getting his sense of importance from his own accomplishments, promotions, or successes. Provide opportunities for this man to interact with others who will encourage and love him just for who he is rather than for what he can do.
21. Levels of world view - i.e. reality, truth, beliefs, values, behavior, or emotions affect decision-making.
a. Static Perceptions ......Changing
Evangelists need to be keenly aware that many so-called converts are making salvation decisions on behavioral or emotional levels that are not genuinely producing a transformed life. We need to understand how to use these emotional and behavioral changes to proceed to decisions that affect people at the core of their being. For example, an egg may be rotten on the inside and yet the outward shell still gives one the impression of a good egg. We want the decisions that people make to penetrate to the heart of the mind, will, soul, and spirit. 2 Cor. 5:17 says that if a person is really in Christ, "All things have become new!"
First, preaching for a change in people’s allegiances is at the core of producing a positive decision for Christ. They are to transfer their faith from one god, ideal, or belief to that of Christ. Many people for example, who claim to be Christians still practice juju, dodo, and okpange worship of evil spirits for protection from their enemies. We must preach for a change of basic realities of viewpoints. When a person accepts Christ as Savior, he is acknowledging that Christ is the highest power, greatest source of authority, and the complete sacrifice for the sins of all time. Christ’s realities become ours that we live and move and have our existence through.
Secondly, decisions for Christ should reflect a change in what people view as truth. If people really know the truth, Jesus promised, they would be free from evil, doubt, and fear. (John 8:31,32) Truth is primarily found in Jesus Christ as the only way to God. All truth is God’s truth. We need not fear integrating the truths that we can learn from sociology, anthropology, and communications etc. These are truths that can build on the inerrant truths of the scripture which are foundational for all that is necessary for life and godliness, says 2 Pet. 1:3-8.
Thirdly, when people make a change in their beliefs they are making a switch in their perceptions about what is trustworthy. If you ask some people, "Do you believe in Christ?" They will say, "Yes!" However, even the demons believe in God and tremble yet they are condemned to hell forever. We want to help them have saving faith and not just general faith. Saving faith is placing one’s trust, reliance, and adherence in Christ’s substitutionary payment for my individual sins so that I can obtain forgiveness and eternal life through Him. This allows the grace of God to take effect in making me a born again member of His family. No one can then ever take me out of that permanent status.
Fourthly, one’s values are indicated by priorities. What is foremost is determined by what he places first in his decisions. Every person has something that he considers most important. This may be marriage, family, tribe, clan, or one’s individual interests. African societies rank family high on their value index. However, in America, the individual is usually more important than one’s family. Evangelists should assess the values of a people in order how to address the most important values first. These are the values that are most generously and visibly rewarded. The values that are least important are seldom talked about or are ignored by the majority of the people. For example, in Africa, having children is a very important value. However, where I am from in Southern California in the U.S, one’s individual freedom is hampered by having children. As a result 42% of all adults are single. While another 30% of the adults are choosing not to have children. The remainder of the population are choosing to only have one or two children because they value their individual freedom too much to surrender it to taking care of children. This will seem ridiculous to an African who values children for multiple reasons. Learn to preach to the values that the people will be most responsive to.
Fifthly, behavioral practices are determined by what the culture deems acceptable, practical, and suitable. When people feel that it is wrong to steal they know that the culture has built in ways of punishing thieves. However, when various degrees of thievery such as "kick-backs, bribery, or mobilization fees" are sanctioned by those in power, thievery takes on a different level of sophistication. Behavior that is suitable is usually determined by the moral developmental level of a culture, community, or people group.
For example, the punishment-obedience level of moral development tells people that if they only do what is right they will avoid being punished. Ethics plays little in decision-making for this person’s behavior. The only determining factor for one’s obedient actions is he is afraid of being shamed, disciplined, or losing some of his privileges.
Example: Most of the thieves in Jos, Nigeria operate on this level. They are stealing successfully until they are caught and sent to jail. The second level of moral development is the instrumental orientation. These people make decisions on the basis if it will bring benefits to them. Unless there is some tangible reward awaiting them at the end of their task, they will refuse to cooperate. This person responds best to evangelists who tell him how to profit from Christ’s free offer of forgiveness of sins and avoid the judgment of hell.
Thirdly, there are those who are at the social orientation level of moral development in their behavior. They live morally acceptable lives because they know it will bring social acceptance. They are willing to abide by the rules of society because they are afraid of being ostracized. This person responds best to evangelistic appeals that show them how to get more love, compassion, and group recognition. Fellowship is very important for this person as it is here that he gains approval for his right behavior.
The fourth and highest level of moral developmental behavior is called the ethical orientation. This person perform according to a Biblical ethical code. He is responsive to preaching that speaks to his conscience, ethics, and inner code of morality. He is able to make a decision based on the principles of the scripture without having to test it first with his friends, family, or experiences. This person operates by faith more than feelings, traditions, or what society deems acceptable. Evangelists will find that preaching the ethics of Jesus and Paul is the best way to produce solid decisions for Christ with this person.
22. Evangelists need to try to reach the receptive early - adaptor decision-makers.
Majority ....Early Adaptors
Several years ago new insights were given by a man named MacDonald, about the ways in which certain change agents influence community decision-making. The researchers discovered five different groups of people represented most communities.
The first groups were called the innovators which represented an average of 7% of the population. These were people who were quick to try a new product, idea, or practice. They enjoyed innovation for they felt a great need to be the first to set precedents for the rest of the people in their community circles. However, the research showed that after a period of time the innovators proved to be an unstable unit since within two months they were bored with the innovation seeking another change to adopt. The second group represented the early adaptors -14%. These were the genuine leaders of a community that made a change only when they observed the successful implementation of the idea from the innovators experiences. Even Jesus Christ majored on working with early adaptors in his day -
i.e. Peter, James, and John - Paul etc. These were men who others admired and respected for their opinions. They were the ones upon which Jesus used to build the foundations of His church upon. They were the ones of whom men spoke great things. They were able to affect the majority opinions through the demonstrations of what they believed, taught, and practiced. Evangelists are wise to pray, work, and concentrate their efforts on the early adaptors in any society. For these are the leaders of the community that are best able to bring about the greatest qualitative and quantitative changes for the greatest period of time.
The third group represents the majority of the people - 58% of the population. These people will only make a life-changing decision when they see that early adaptors who they know, trust, and associate with have succeeded with their own decisions. They want plenty of proof that their decisions are not going to back-fire on them. By emphasizing middle of the road mentalities they do not want to appear to be too quick to change or too slow to decide on a good thing. The majority are like the sheep that Jesus referred to in John 10, "They hear my voice and follow me for they know Me." They are essentially followers of the early adaptors. Still, they are able to become early adaptors if they are taught and motivated how to take responsibilities for discipling others for Christ. (2 Tim. 2:2)
The fourth group represents the late adaptors - 14% of the population. These are people who resist change even when the majority of the population has made a decision for Christ. However, when a sufficient enough percentage of the majority makes a positive decision they are afraid of being cast as dissidents so they go along after much persuasion. These are people who are usually the most difficult people in any society to convince for Christ. They are people who are educated, opinion leaders, and respected for their accomplishments. These are men who are like the Pharisees in the New Testament era. They are men of whom we could say like Jesus did in Mark 12:22, "They err because they do not know (experience for themselves) the scriptures or the power of God." They need special proofs, evidences, and demonstrations from members of the majority to help them change their minds.
The fifth and last group are the resistors - 7% of the population. These are people who enjoy rejecting, resisting, and opposing most decisions for change. They pride themselves on their ability to revel in the traditional ways of doing things. Their attitude towards life is, "We have got along fine using our old ways of life, why change now?" Resistors actually pride themselves on opposing decisions for change. They enjoy being recalcitrant for the sake of being stubborn. They have allowed their difficulties to make them bitter, resentful, and suspicious of nearly everyone. Evangelists should realize that these are the ones of whom Jesus said are like the roadside. There is very little fertile soil left in their minds to grow anything new.
An evangelist should concentrate on trying to help the early adaptors become his chief change agents. They are the key to bringing about the greatest changes throughout the community for the longest period of time. By teaching the early adaptors through Bible Colleges, Seminaries, and special leadership training courses, the evangelist can make the greatest changes in a culture through acceptable lines of decision-making channels.
23. Uniformity approach versus the diversification approach to learning.
Uniformity learning....Diversification
While some cultures assume that there is preferred method of learning other societies recognize the validity of a diversity of styles of learning, teaching, and processing information. Some decision-makers choose on the basis of the composition of the different learning styles represented in the group. For example, if one recognizes that there is a wide variety of idealists versus practicalists, a different approach to choosing must be brought into consideration. For example there may be some who learn best through asking innovative questions that center on "why" questions. They enjoy looking for reasons behind the surface factors. This enables them to think in terms of the theories that support the practices. They function best in the realm of philosophies. The second group may function best when they are learning new information by asking "what" types of questions. Their favorite ways of thinking is to gather as much information about a subject as possible and then to reflect on it through discussion. They enjoy the traditional classroom setting as they are good at learning by thinking about ideas on their own. They enjoy thinking about the details of every idea, concept, and experience. They are generally not satisfied until they have discovered the underlying reasons behind truths. The third style of learning is characterized by a common sense approach. This person enjoys asking the question, "how to". He wants to know the practical value of any truth, concept, or experience. He wants to learn the best methods for accomplishing a task in the most expeditious and economical efficient way possible. This person enjoys practical problem-solving approach to learning and teaching. He needs to know how things work in real life if he is going to be motivated to decide positively for Christ. He prefers specific guidelines that he can use his senses to verify in real life experiences.
The fourth learner is a dynamic thinker who enjoys asking the question, "If this is truth, then what can this become"? He enjoys discovering how to use old truths to synthesize new ways of applying ideas. He enjoys learning about how to create relevant ways of discovery better ways to improve upon old practices. He likes to analyze ideas and behavior to see if they are most relevant to his experiences. He prefers discovering for himself the best ways that truths apply to his situation and needs.
Evangelists who are wise will learn to teach to all four styles of learning. These styles of learning are also found in the styles of teaching in each culture. However, certain cultures reward certain styles more than others. Western cultures tend to reward the "What and Why" learners where African cultures tend to reward the "How and the What if" learners more. This varies depending on the level of education and the social class. Further variation of the above four types of learners will be seen depending on the degree of urbanized environment one is working in. Generally the more rural context one works in the more emphasis is on the "How and what if" learning where the urban environment will tend to rely on all four. Adjusting the styles of teaching and learning will greatly influence the ways people make their decisions for Christ and His kingdom!
Conclusion - When helping people make decisions for Christ learn to adjust to the normal ways of choosing. This will require a wise evangelist to pray asking God for supernatural wisdom in discerning people’s patterns of decision-making. In this paper I have given you 23 different dimensions of decision-making in various cultures. In most cases the descriptions are presented in a continuum form so that the reader can see the two extremes between the conservative and the progressive kinds of decision-making for each aspect. Normally, you will be able to find the whole range of decision-makers in every culture. Many decisions involve a complex process of movements in a direction toward Christ. The critical question is where are the majority of people found on the spectrums and what is hindering them from becoming Christians or growing in the faith. Use the above information to help you gear your approach to the ways in which people will make the most positive, effective, and Biblical decisions for Christ.
BIBLIOGRAPHY
1. Friesen, Gary Decision-Making and the Will of God, Multnomah Press, pp.56-78. Oregon, 1981
2. Fritz, Paul How To Successfully Study, Preach, and Communicate the Scriptures, pp.84-102, Great Commission Movement, 1991
3. Fritz, Paul An Evaluation of Evangelical Seminary Curricula For Teacher Training Effectiveness as it Applies in Nigeria, Ph.D. Dissertation, William Carey International University, Pasadena, California, 1988
4. Hesselgrave, David Communicating Christ Cross-Culturally, Grand Rapids, Zondervan, 1978
5. Rice, Delbert Evangelism and the Decision-Making Process, found in Readings in Missionary Anthropology II, edited by William Smalley, p. 530-535, William Carey Library, Pasadena, 1978
6. Srinivasan, Lyra Perspectives on NonFormal Adult Learning,seminary paper, World Education, New York, 1977
