Inhoudsopgave
Week 1 ............................................................................................................................................................. 4
Ethisch overtuigen: The TARES Test: Five Principles for Ethical Persuasion (Baker & Martinson, 2001) ........... 4
Bewust/onbewuste communicatie: The role of conscious awareness in consumer behavior (Chartrand, 2005)
............................................................................................................................................................................ 6
Week 2 ............................................................................................................................................................. 8
Weerstand: A typology of consumer strategies for resisting advertising, and a review of mechanisms for
countering them (Fransen et al., 2015) .............................................................................................................. 8
Kennisclip ..................................................................................................................................................... 11
Hoorcollege ................................................................................................................................................. 12
Weerstand: Explaining the Process of Resistance to Persuasion: A Politeness Theory-Based Approach (Jenkins
& Dragojevic, 2013) .......................................................................................................................................... 14
Kennisclip ..................................................................................................................................................... 14
Hoorcollege ................................................................................................................................................. 17
Automatisch vs beredeneerd gedrag: Social Psychological Factors in Lifestyle Change and Their Relevance to
Policy (Maio et al., 2007) .................................................................................................................................. 19
Kennisclip ..................................................................................................................................................... 19
Hoorcollege ................................................................................................................................................. 24
Automatisch vs beredeneerd gedrag: Exposure to television food advertising primes food-related cognitions
and triggers motivation to eat (Kemps et al., 2014) ........................................................................................ 25
Kennisclip ..................................................................................................................................................... 25
Hoorcollege ................................................................................................................................................. 27
Mediator/moderator kennisclip .................................................................................................................. 28
Week 3 ........................................................................................................................................................... 29
Prosociaal gedrag: How Construals of Money versus Time Impact Consumer Charitable Giving (Macdonnell
& White, 2015) ................................................................................................................................................. 29
Kennisclip ..................................................................................................................................................... 29
Hoorcollege ................................................................................................................................................. 34
Prosociaal gedrag: The influence of language style (formal vs. colloquial) on the effectiveness of charitable
appeals (Pfeiffer et al., 2022) ........................................................................................................................... 34
Kennisclip ..................................................................................................................................................... 34
Impulsieve en reflectieve invloeden op gedrag: Impulsive versus reflective influences on health behavior: a
theoretical framework and empirical review (Hofmann et al., 2007) .............................................................. 38
Kennisclip ..................................................................................................................................................... 38
Hoorcollege ................................................................................................................................................. 45
Impulsieve en reflectieve invloeden op gedrag: The Effects of Rarity on Indulgent Consumption: Non-
Impulsives Indulge When Low Frequency Is Salient (May & Irmak, 2018) ....................................................... 45
Kennisclip ..................................................................................................................................................... 45
Week 4 ........................................................................................................................................................... 49
Nudging: Which healthy eating nudges work best? A meta-analysis of field experiments (Cadario & Chandon,
2020) ................................................................................................................................................................ 49
Kennisclip ..................................................................................................................................................... 49
Hoorcollege ................................................................................................................................................. 51
1
, Nudging: Healthy Left, Unhealthy Right: Can Displaying Healthy Items to the Left (versus Right) of Unhealthy
Items Nudge Healthier Choices? (Romero & Biswas, 2016) ............................................................................. 52
Kennisclip ..................................................................................................................................................... 52
Hoorcollege ................................................................................................................................................. 54
Influencermarketing en e-WOM: What Is Influencer Marketing and How Does It Target Children? A Review
and Direction for Future Research (De Veirman et al., 2019) ........................................................................... 55
Hoorcollege ................................................................................................................................................. 57
Influencermarketing en e-WOM: The Importance of Influencer-Message Congruence When Employing
Greenfluencers to Promote Pro-Environmental Behavior (Boerman et al., 2022) ........................................... 58
Hoorcollege ................................................................................................................................................. 59
Week 5 ........................................................................................................................................................... 60
De zintuigen aanspreken: An integrative reviw of sensory marketing: Engaging the senses to affect
perception, judgment and behavior (Krishna, 2012) ........................................................................................ 60
Kennisclip ..................................................................................................................................................... 60
Hoorcollege ................................................................................................................................................. 62
De zintuigen aanspreken: How sensory language shapes influencer’s impact (Cascio Rizzo et al., 2023) ...... 63
Kennisclip ..................................................................................................................................................... 63
Hoorcollege ................................................................................................................................................. 65
Branding: Performance brand placebos: How brands improve performance and consumers take the credit
(Garvey et al., 2016) ......................................................................................................................................... 66
Kennisclip ..................................................................................................................................................... 66
Hoorcollege ................................................................................................................................................. 69
Branding: Too exciting to fail, too sincere to succeed: the effects of brand personality on sensory
disconfirmation (Sundar & Noseworthy, 2016) ................................................................................................ 71
Kennisclip ..................................................................................................................................................... 71
Hoorcollege ................................................................................................................................................. 75
Week 6 ........................................................................................................................................................... 76
Framing: Health message framing: moderators, mediators, and mysteries (Updegraff & Rothman, 2013) ... 76
Kennisclip ..................................................................................................................................................... 76
Hoorcollege ................................................................................................................................................. 80
Framing: Frame by frame, attitude by attitude – the effect of information framing in videos on consumers’
acceptance of sustainable food production innovations (Ploll et al., 2023) ..................................................... 83
Kennisclip ..................................................................................................................................................... 83
Hoorcollege ................................................................................................................................................. 86
Sociale beïnvloedingstechnieken: Social influence: Compliance and conformity (Cialdini & Goldstein, 2004)87
Kennisclip ..................................................................................................................................................... 87
Hoorcollege ................................................................................................................................................. 92
Sociale beïnvloedingstechnieken: A guilt-based explanation of the Door-in-the-Face influence strategy
(O’Keefe & Figgé, 1997) .................................................................................................................................... 92
Kennisclip ..................................................................................................................................................... 92
Hoorcollege ................................................................................................................................................. 95
Week 7 ........................................................................................................................................................... 95
Communicatie en sociale normen: Coupling social norms and commitments: testing the underdetected
nature of social influence (Jaeger & Schultz, 2017) .......................................................................................... 95
Kennisclip ..................................................................................................................................................... 95
Hoorcollege ................................................................................................................................................. 98
Communicatie en sociale normen: Influences of social norms on climate change-related behaviors (Cialdini &
Jacobsen, 2021) ................................................................................................................................................ 99
2
,Kennisclip ..................................................................................................................................................... 99
Hoorcollege ............................................................................................................................................... 102
3
, Week 1
Ethisch overtuigen: The TARES Test: Five Principles for Ethical
Persuasion (Baker & Martinson, 2001)
Waarover gaat dit artikel?
Het artikel introduceert en bespreekt de TARES-test, een ethisch framework dat ontworpen
is om te beoordelen of persuasieve communicatie, zoals advertenties, ethisch verantwoord
is. De TARES-test bestaat uit vijf principes die moeten worden nageleefd om ervoor te
zorgen dat de communicatie eerlijk, respectvol en moreel verantwoord is.
Wat zijn de belangrijkste concepten / theorieën die in het artikel worden besproken?
• TARES Test: Dit is het centrale concept van het artikel. Het acroniem TARES staat
voor:
1. Truthfulness (Waarheidsgetrouwheid): Is de boodschap waarheidsgetrouw en niet
misleidend?
➔ True (feitelijk waar): stuk taart heeft 50% minder calorieën als dat daadwerkelijk zo
is.
➔ Truthfulness (waarheidslievend): niet juist wanneer stuk taart ook veel kleiner is
geworden.
2. Authenticity (Authenticiteit): Is de communicatie authentiek en oprecht?
➔ Zou jij deze boodschap communiceren aan je naasten en geliefden?
➔ Past het bij de zender?
➔ Gaat echt om degene die de boodschap zendt
3. Respect (Respect): Wordt het publiek met respect behandeld, zonder manipulatie?
➔ Alle andere principes staan in dienst van dit principe
➔ Gaat echt om de ontvanger
➔ Geef ik ontvangers de vrijheid om zelf te beslissen wat voor hen het beste is? Geef ik
ze dus voldoende en goede informatie om die afweging te kunnen maken?
➔ Advertenties mogen niet inspelen op lagere driften (behoeftes waar we weinig
controle over hebben), zoals in advertentie van McDonalds (the thing you want when
you order salad)
4. Equity (Gelijkwaardigheid): Is de communicatie eerlijk en worden alle partijen gelijk
behandeld?
➔ Zou ik willen dat het een algemene regel werd om zo te communiceren? Zou
iedereen zo moeten communiceren?
➔ Gaat om de inhoud en de manier van communiceren > moet eerlijk en
waarheidsgetrouw zijn
➔ Staat het middel in verhouding tot het doel?
➔ VB Olaz: het is niet eerlijk dat waarschijnlijk niet iedereen de advertentie snapt
vanwege het jargon
4
Week 1 ............................................................................................................................................................. 4
Ethisch overtuigen: The TARES Test: Five Principles for Ethical Persuasion (Baker & Martinson, 2001) ........... 4
Bewust/onbewuste communicatie: The role of conscious awareness in consumer behavior (Chartrand, 2005)
............................................................................................................................................................................ 6
Week 2 ............................................................................................................................................................. 8
Weerstand: A typology of consumer strategies for resisting advertising, and a review of mechanisms for
countering them (Fransen et al., 2015) .............................................................................................................. 8
Kennisclip ..................................................................................................................................................... 11
Hoorcollege ................................................................................................................................................. 12
Weerstand: Explaining the Process of Resistance to Persuasion: A Politeness Theory-Based Approach (Jenkins
& Dragojevic, 2013) .......................................................................................................................................... 14
Kennisclip ..................................................................................................................................................... 14
Hoorcollege ................................................................................................................................................. 17
Automatisch vs beredeneerd gedrag: Social Psychological Factors in Lifestyle Change and Their Relevance to
Policy (Maio et al., 2007) .................................................................................................................................. 19
Kennisclip ..................................................................................................................................................... 19
Hoorcollege ................................................................................................................................................. 24
Automatisch vs beredeneerd gedrag: Exposure to television food advertising primes food-related cognitions
and triggers motivation to eat (Kemps et al., 2014) ........................................................................................ 25
Kennisclip ..................................................................................................................................................... 25
Hoorcollege ................................................................................................................................................. 27
Mediator/moderator kennisclip .................................................................................................................. 28
Week 3 ........................................................................................................................................................... 29
Prosociaal gedrag: How Construals of Money versus Time Impact Consumer Charitable Giving (Macdonnell
& White, 2015) ................................................................................................................................................. 29
Kennisclip ..................................................................................................................................................... 29
Hoorcollege ................................................................................................................................................. 34
Prosociaal gedrag: The influence of language style (formal vs. colloquial) on the effectiveness of charitable
appeals (Pfeiffer et al., 2022) ........................................................................................................................... 34
Kennisclip ..................................................................................................................................................... 34
Impulsieve en reflectieve invloeden op gedrag: Impulsive versus reflective influences on health behavior: a
theoretical framework and empirical review (Hofmann et al., 2007) .............................................................. 38
Kennisclip ..................................................................................................................................................... 38
Hoorcollege ................................................................................................................................................. 45
Impulsieve en reflectieve invloeden op gedrag: The Effects of Rarity on Indulgent Consumption: Non-
Impulsives Indulge When Low Frequency Is Salient (May & Irmak, 2018) ....................................................... 45
Kennisclip ..................................................................................................................................................... 45
Week 4 ........................................................................................................................................................... 49
Nudging: Which healthy eating nudges work best? A meta-analysis of field experiments (Cadario & Chandon,
2020) ................................................................................................................................................................ 49
Kennisclip ..................................................................................................................................................... 49
Hoorcollege ................................................................................................................................................. 51
1
, Nudging: Healthy Left, Unhealthy Right: Can Displaying Healthy Items to the Left (versus Right) of Unhealthy
Items Nudge Healthier Choices? (Romero & Biswas, 2016) ............................................................................. 52
Kennisclip ..................................................................................................................................................... 52
Hoorcollege ................................................................................................................................................. 54
Influencermarketing en e-WOM: What Is Influencer Marketing and How Does It Target Children? A Review
and Direction for Future Research (De Veirman et al., 2019) ........................................................................... 55
Hoorcollege ................................................................................................................................................. 57
Influencermarketing en e-WOM: The Importance of Influencer-Message Congruence When Employing
Greenfluencers to Promote Pro-Environmental Behavior (Boerman et al., 2022) ........................................... 58
Hoorcollege ................................................................................................................................................. 59
Week 5 ........................................................................................................................................................... 60
De zintuigen aanspreken: An integrative reviw of sensory marketing: Engaging the senses to affect
perception, judgment and behavior (Krishna, 2012) ........................................................................................ 60
Kennisclip ..................................................................................................................................................... 60
Hoorcollege ................................................................................................................................................. 62
De zintuigen aanspreken: How sensory language shapes influencer’s impact (Cascio Rizzo et al., 2023) ...... 63
Kennisclip ..................................................................................................................................................... 63
Hoorcollege ................................................................................................................................................. 65
Branding: Performance brand placebos: How brands improve performance and consumers take the credit
(Garvey et al., 2016) ......................................................................................................................................... 66
Kennisclip ..................................................................................................................................................... 66
Hoorcollege ................................................................................................................................................. 69
Branding: Too exciting to fail, too sincere to succeed: the effects of brand personality on sensory
disconfirmation (Sundar & Noseworthy, 2016) ................................................................................................ 71
Kennisclip ..................................................................................................................................................... 71
Hoorcollege ................................................................................................................................................. 75
Week 6 ........................................................................................................................................................... 76
Framing: Health message framing: moderators, mediators, and mysteries (Updegraff & Rothman, 2013) ... 76
Kennisclip ..................................................................................................................................................... 76
Hoorcollege ................................................................................................................................................. 80
Framing: Frame by frame, attitude by attitude – the effect of information framing in videos on consumers’
acceptance of sustainable food production innovations (Ploll et al., 2023) ..................................................... 83
Kennisclip ..................................................................................................................................................... 83
Hoorcollege ................................................................................................................................................. 86
Sociale beïnvloedingstechnieken: Social influence: Compliance and conformity (Cialdini & Goldstein, 2004)87
Kennisclip ..................................................................................................................................................... 87
Hoorcollege ................................................................................................................................................. 92
Sociale beïnvloedingstechnieken: A guilt-based explanation of the Door-in-the-Face influence strategy
(O’Keefe & Figgé, 1997) .................................................................................................................................... 92
Kennisclip ..................................................................................................................................................... 92
Hoorcollege ................................................................................................................................................. 95
Week 7 ........................................................................................................................................................... 95
Communicatie en sociale normen: Coupling social norms and commitments: testing the underdetected
nature of social influence (Jaeger & Schultz, 2017) .......................................................................................... 95
Kennisclip ..................................................................................................................................................... 95
Hoorcollege ................................................................................................................................................. 98
Communicatie en sociale normen: Influences of social norms on climate change-related behaviors (Cialdini &
Jacobsen, 2021) ................................................................................................................................................ 99
2
,Kennisclip ..................................................................................................................................................... 99
Hoorcollege ............................................................................................................................................... 102
3
, Week 1
Ethisch overtuigen: The TARES Test: Five Principles for Ethical
Persuasion (Baker & Martinson, 2001)
Waarover gaat dit artikel?
Het artikel introduceert en bespreekt de TARES-test, een ethisch framework dat ontworpen
is om te beoordelen of persuasieve communicatie, zoals advertenties, ethisch verantwoord
is. De TARES-test bestaat uit vijf principes die moeten worden nageleefd om ervoor te
zorgen dat de communicatie eerlijk, respectvol en moreel verantwoord is.
Wat zijn de belangrijkste concepten / theorieën die in het artikel worden besproken?
• TARES Test: Dit is het centrale concept van het artikel. Het acroniem TARES staat
voor:
1. Truthfulness (Waarheidsgetrouwheid): Is de boodschap waarheidsgetrouw en niet
misleidend?
➔ True (feitelijk waar): stuk taart heeft 50% minder calorieën als dat daadwerkelijk zo
is.
➔ Truthfulness (waarheidslievend): niet juist wanneer stuk taart ook veel kleiner is
geworden.
2. Authenticity (Authenticiteit): Is de communicatie authentiek en oprecht?
➔ Zou jij deze boodschap communiceren aan je naasten en geliefden?
➔ Past het bij de zender?
➔ Gaat echt om degene die de boodschap zendt
3. Respect (Respect): Wordt het publiek met respect behandeld, zonder manipulatie?
➔ Alle andere principes staan in dienst van dit principe
➔ Gaat echt om de ontvanger
➔ Geef ik ontvangers de vrijheid om zelf te beslissen wat voor hen het beste is? Geef ik
ze dus voldoende en goede informatie om die afweging te kunnen maken?
➔ Advertenties mogen niet inspelen op lagere driften (behoeftes waar we weinig
controle over hebben), zoals in advertentie van McDonalds (the thing you want when
you order salad)
4. Equity (Gelijkwaardigheid): Is de communicatie eerlijk en worden alle partijen gelijk
behandeld?
➔ Zou ik willen dat het een algemene regel werd om zo te communiceren? Zou
iedereen zo moeten communiceren?
➔ Gaat om de inhoud en de manier van communiceren > moet eerlijk en
waarheidsgetrouw zijn
➔ Staat het middel in verhouding tot het doel?
➔ VB Olaz: het is niet eerlijk dat waarschijnlijk niet iedereen de advertentie snapt
vanwege het jargon
4
