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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. Don't waste your time reading all literature, download this summary! Some recensies of other students: - Samenvatting was goeie man, thanks!! (Summary was good man, thanks !!) - Great, thanks! The following literature is reviewed: 1. Introduction 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 3 - 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. 24-46. https://doi.org/10.1111/jopp.12126 - 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. 4 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 5 - Be able to adjust persuasion techniques in contexts of persuasion resistance. 10. Argumentationinadvertisement 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.

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