CPT 23306 literature AND slides Summary 2018
Summary of CPT 23306. All literature and slides. Made in 2018, so very actual.
Communication and persuasion
Very complete, all literature is included.
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Some recensies of other students:
- Samenvatting was goeie man, thanks!! (Summary was good man, thanks !!)
- Great, thanks!
The following literature is reviewed:
Cialdini, R.B., & Goldstein, N.J. (2004). Social influence: Compliance and conformity. Annual Review of Psychology, 55, 591–621. DOI: 10.1146/annurev.psych.55.090902.142015
- Understand the role of social influence (compliance & conformity) in persuasive communication strategies.
- Be able to recognize principles of compliance and conformity in persuasive attempts and be able to analyse the strong and weak point of the way they are used.
Morewedge, C & Kahneman, D. (2010). Associative processes in intuitive judgement. Trends in Cognitive Sciences, 14(10), 435–440. DOI:10.1016/j.tics.2010.07.004.
- Understand system 1 and 2 thinking in contexts of persuasion
- Be able to apply principles of system 1 and 2 in persuasive communication strategies.
2. Social dilemmas and how groups in society try to influence politics
Adone, C. (2016) Argumentative patterns in the political domain: the case of European Parliamentary Committees of Inquiry. Argumentation 30, pp. 45-60. DOI: 10.1007/s10503-015-9372-4
- Recognize the role of argumentative patterns in public policy debates.
- Be able to apply pragmatic argumentation and majority evokement (qualitative and quantitative) in persuasive communication strategies.
Seyranian, V., Sinatra, G. & Polikoff, M. (2015). Comparing communication strategies for reducing residential water consumption. Journal of Environmental Psychology 41, pp. 81-90. http://dx.doi.org/10.1016/j.jenvp.2014.11.009
- Be able to explain why more information in KDM lead to mixed results for behaviour change.
- Understand the differences between social and personal identity and its implication for persuasive communication strategies.
3. Rhetoric’s of speech
Lagerwerf, L. Boeynaems, A., Egmond-Brussee, C. & Burgers, C. (2015) Immediate Attention for Public Speech: differential effects of rhetorical schemes and valence framing in political radio speeches. Journal of Language and Social Psychology 34(3), pp. 273-299. DOI: 10.1177/0261927X14557947
- Understand the relation between valence framing and rhetorical schemes.
- Be able to sue elements of LC4MP in persuasive communication strategies.
Handley, I.M. & Runnion, B.M. (2011) Evidence that unconscious thinking influences persuasion based on argument quality. Social Cognition 29,6, pp.668-682. https://doi.org/10.1521/soco.2011.29.6.668
- Understand the differences between conscious and unconscious thinking.
- Understand the implication for persuasion and dual process models.
- Understand the target group specificity in relation to the quality of arguments.
4. Guest lecture: Ethics of persuasive political campaigns
Gutmann, A.& Thompson. D. F. (2013) Valuing Compromise for the Common Good. Daedalus 142.2,pp. 185- 198. https://doi.org/10.1162/DAED_a_00212
- Understand the role of compromise in the changing political debate/landscape
- Understand how compromise can be used in persuasive communication strategies in and outside politics. Beckman, A. (2018) Political marketing and intellectual autonomy. The Journal of Political Philosophy, 26(1), pp.
- Understand the different perspectives on political marketing and their characteristics
- Understanding different political marketing techniques, their intended and unintended consequences for attitude shifts and re-enforcement.
- Understand the impact of political marketing on political autonomy.
5. Gossip, storytelling and framing
Bartsch, K. & Cole Wright, J. (2009) Young children’s persuasion in everyday conversation: tactics and attunement to others’ mental states. Social Development 9(2), pp. 394-416. DOI: 10.1111/j.1467- 9507.2009.00537.x
- Understand the role of persuasion in (early) socialization.
- Recognize persuasion chunks, initiators and goals in every (informal) communication.
Thompson, R. & Haddock, G. (2012) Sometimes stories sell: when are narrative appeals most likely to work? European Journal of Social Psychology 42, pp. 92-102. https://doi.org/10.1002/ejsp.850
- Understand the persuasiveness of stories shared aware and unaware
- Understand the role of transport and transportability for the persuasiveness of stories.
- Apply persuasive narratives in communication strategies for behaviour change taking into account the susceptibility of individuals and groups.
Pelletier, L. & Sharp, E. (2008). Persuasive communication and pro-environmental behaviours: how message tailoring and message framing can improve the integration of behaviours through self- determined motivation. Canadian psychology 49(3), pp. 210-2017. DOI: 10.1037/a0012755
- Understand message framing and its effects in terms of persuasive communication in pro- environmental behaviour
- Apply framing effectively in persuasive communication strategies
6. Persuasion in the workplace
Garvin, D. A. & Roberto, M. A. (2005). Change through persuasion. Harvard Business Review, February, pp. 104-112.
- Analyse the four phases of a campaign aimed to persuade your workforce to embrace and execute needed change.
- Be able to apply such a persuasion campaign for each stage of an organizational turnaround.
Rock, D. & Cox (2012). SCARF in 2012: Updating the social neuroscience of collaborating with others. Neuroleadership Journal 4, pp. 1-14.
- Understand that insights from neuroleadership can be applied to influence others, i.e., by addressing five domains of experience (Status, Certainty, Autonomy, Relatedness and Fairness; SCARF) that activate threats and rewards in the brain.
- Be able to apply insights from social neuroscience to influence, motivate and engage with others.
7. Persuasion in the health sector
Burgers, C., Beukeboom, C. J., & Sparks, L. (2012). How the doc should (not) talk: When breaking bad news with negations influences patients’ immediate responses and medical adherence intentions. Patient education and counseling, 89(2), 267-273. DOI: 10.1016/j.pec.2012.08.008.
- Understand message framing and negations and their effects in terms of persuasive communication in doctor-patient interaction
- Apply framing and negation effectively in persuasive communication strategies in a health context
Carroll, J. K., Flocke, S. A., Sanders, M. R., Lowenstein, L., Fiscella, K., & Epstein, R. M. (2016). Effectiveness of a clinician intervention to improve physical activity discussions in underserved adults. Family practice, 33(5), 488-491.
- Recognise the 5A’s in a patient-provider interaction
- Explain how a 5A discussion in between patient and provider may lead to effects
8. Guest lecture: Belastingdienst
Stok, F.M., de Ridder, D., De Vet, E. & J. de Wit. (2014) Don’t tell me what I should do, but what others do: the influence of descriptive and injunctive peer norms on fruit consumption in adolescents. British Journal of Health Psychology 19, pp. 52-64. https://doi.org/10.1111/bjhp.12030
- Understand the different types of social norms in terms of peer eating.
- Be able to apply social norms in persuasive communication strategies.
- Understand the role of reactance in processing persuasive communication strategies.
Comello, M. L., Myrick, J. G. & Raphiou, A. L. (2016). A health fundraising experiment using the “foot-in- the-door” technique. Journal of Health Marketing Quarterly 33(3), pp. 206-220. http://dx.doi.org/10.1080/07359683.2016.1199209
-Understand FITD technique.
-Be able to analyse FITD technique in existing persuasive communication strategies. Also of interest: https://www.influenceatwork.com/principles-of-persuasion/
Also of interest: the Door in the Face technique.
9. Coping with persuasive attempts
Fransen, M. L., Verlegh, P. W., Kirmani, A., & Smit, E. G. (2015). A typology of consumer strategies for resisting advertising, and a review of mechanisms for countering them. International Journal of Advertising, 34(1), pp. 6- 16. https://doi.org/10.1080/02650487.2014.995284Jenkins, M., & Dragojevic, M. (2013). Explaining the process of resistance to persuasion: A politeness theory-based approach. Communication Research, 40(4), pp. 559-590. https://doi.org/10.1177/0093650211420136
- Understand the process and strategies of resistance to persuasive attempts - Understand tactics to counter resistance to persuasive attempts
- Be able to apply tactics to counter resistance to persuasive attempts
Also of interest: Friestad M. & Wright, P. (1999) Everyday persuasion knowledge. Psychology and marketing 16(2), pp. 185-194. https://doi.org/10.1002/(SICI)1520-6793(199903)16:2<185::AID- MAR7>3.0.CO;2-N- Understand how everyday persuasion knowledge limits/enables persuasion attempts
- Be able to adjust persuasion techniques in contexts of persuasion resistance.
Ploos van Amstel, D., Heemskerk, M., Renes. R.J. & Hermsen, S. (2017) The Value of Agile Methods in Designing for Behavioural Change: A Case Study, The Design Journal, 20:sup1, S681-S690, DOI: 10.1080/14606925.2017.1353014
- Understand the agile design method, its pro’s and con’s.
- Be able to apply the steps identified in the design tool (fig. 1) for analysing persuasive attempts.
Das E. , Kerkhof, P., & Kuiper, J. (2008) Improving the Effectiveness of Fundraising Messages: The Impact of Charity Goal Attainment, Message Framing, and Evidence on Persuasion. Journal of Applied Communication Research, 36, pp. 161-175. DOI: 10.1080/00909880801922854
- Understand that the type of argumentation and message framing can influence the effectiveness of the message.
- Be able to apply the gained knowledge to design an effective persuasive campaign.
Also interesting: nudging as a persuasive technique.
11. Persuasion across cultures
Hofstede, G. (2011). Dimensionalizing Cultures: The Hofstede Model in Context. Online Reading in Psychology and Culture, 2 (1), 1-26. https://doi.org/10.9707/2307-0919.1014
- Develop intercultural awareness.
- Understand the six different cultural dimensions, and their implications to persuasive communication strategies across cultures.
Hornikx, J. & le Pair, R. (2017). The influence of high-/low-context culture on perceived ad complexity and liking. Journal of Global Marketing, 30(4), 228-237. https://www.tandfonline.com/doi/full/10.1080/08911762.2017.1296985
- Understand how to effectively communicate in high-context and low-context cultures.
- Evaluate and advertisement taking into account these high-/low-context cultures.