Samenvatting Resistance and
Persuasion
Anouk de Groot
Inhoud
Lecture 1: Introduction...........................................................................................................................3
Lecture 2: Resistance processes I............................................................................................................3
Psychological reactance......................................................................................................................3
Politeness theory................................................................................................................................4
Lecture 3: Resistance processes II...........................................................................................................5
Persuasion knowledge........................................................................................................................5
Advertising literacy.............................................................................................................................6
Lecture 4: Resistance processes III & Resistance strategies I..................................................................8
Self-threat and cognitive dissonance..................................................................................................8
Resistance strategies...........................................................................................................................9
All resistance strategies....................................................................................................................10
Lecture 5: Resistance strategies II & Sender strategies I.......................................................................11
ACE typology of resistance strategies...............................................................................................11
Alpha and omega strategies for change............................................................................................11
Lecture 6: Sender strategies II..............................................................................................................14
Self-persuasion.................................................................................................................................14
Narrative persuasion.........................................................................................................................14
Lecture 7: Sender strategies III.............................................................................................................16
Humor appeals.................................................................................................................................16
Sexual appeals..................................................................................................................................17
Lecture 8: Sender strategies IV.............................................................................................................18
Influencer endorsement...................................................................................................................18
Native/covert advertising.................................................................................................................18
Lecture 9: Helping receivers to resist persuasion.................................................................................20
Sponsorship disclosures....................................................................................................................20
Inoculation theory............................................................................................................................20
,
, Lecture 1: Introduction
Resistance = the most important element in the persuasion process
Resistance = a reaction, an ability, an outcome, a motivational state
Course themes
Lecture 2: Resistance processes I
Psychological reactance
Reactance theory
Freedom threat to freedom reactance restoring freedom (directly, het toch
doen, of indirectly, resistance strategies)
The nature of reactance
Purely cognitive or affective or combination of the two
(dual-process/linear/intertwined)
A single process cognitive model
o
A single process affective model
o
A dual process cognitive-affective model
o
A linear process affective-cognitive model
Persuasion
Anouk de Groot
Inhoud
Lecture 1: Introduction...........................................................................................................................3
Lecture 2: Resistance processes I............................................................................................................3
Psychological reactance......................................................................................................................3
Politeness theory................................................................................................................................4
Lecture 3: Resistance processes II...........................................................................................................5
Persuasion knowledge........................................................................................................................5
Advertising literacy.............................................................................................................................6
Lecture 4: Resistance processes III & Resistance strategies I..................................................................8
Self-threat and cognitive dissonance..................................................................................................8
Resistance strategies...........................................................................................................................9
All resistance strategies....................................................................................................................10
Lecture 5: Resistance strategies II & Sender strategies I.......................................................................11
ACE typology of resistance strategies...............................................................................................11
Alpha and omega strategies for change............................................................................................11
Lecture 6: Sender strategies II..............................................................................................................14
Self-persuasion.................................................................................................................................14
Narrative persuasion.........................................................................................................................14
Lecture 7: Sender strategies III.............................................................................................................16
Humor appeals.................................................................................................................................16
Sexual appeals..................................................................................................................................17
Lecture 8: Sender strategies IV.............................................................................................................18
Influencer endorsement...................................................................................................................18
Native/covert advertising.................................................................................................................18
Lecture 9: Helping receivers to resist persuasion.................................................................................20
Sponsorship disclosures....................................................................................................................20
Inoculation theory............................................................................................................................20
,
, Lecture 1: Introduction
Resistance = the most important element in the persuasion process
Resistance = a reaction, an ability, an outcome, a motivational state
Course themes
Lecture 2: Resistance processes I
Psychological reactance
Reactance theory
Freedom threat to freedom reactance restoring freedom (directly, het toch
doen, of indirectly, resistance strategies)
The nature of reactance
Purely cognitive or affective or combination of the two
(dual-process/linear/intertwined)
A single process cognitive model
o
A single process affective model
o
A dual process cognitive-affective model
o
A linear process affective-cognitive model
