Persuasion in Consumer Communication for Sustainability (CPT23306)
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Wageningen University (WUR)
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Persuasion in Consumer Communication for Sustainability (CPT23306)
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Articles Persuasion in Consumer Communication for
Sustainability
Contents
1. Organized Persuasive Communication: A new conceptual framework for research on public
relations, propaganda and promotional culture.....................................................................................3
Non consensual (propaganda) – not informed and/or not free.........................................................3
Consensual organized persuasive communication – free and informed............................................4
2. Favourite Battlegrounds of Climate Action: Arguing About Scientific Consensus, Representing
Science-Society Relations.......................................................................................................................5
3. Target group segmentation - why knowing your audience is important............................................6
Demographic segmentation approaches............................................................................................6
Geographic segmentation approaches...............................................................................................6
Behavioural segmentation approaches..............................................................................................6
Psychometrical segmentation approaches.........................................................................................6
4. Toward a Theory of Entertainment Persuasion: Explaining the Persuasive Effects of Entertainment-
Education Messages...............................................................................................................................7
Two theoretical dimensions underlie the Six Americas......................................................................7
5. Toward a Theory of Entertainment Persuasion: Explaining the Persuasive Effects of Entertainment-
Education Messages...............................................................................................................................8
Extant theoretical application.............................................................................................................8
Social cognitive theory....................................................................................................................8
Extended elaboration likelihood model..........................................................................................9
Moving forward: Overcoming resistance with entertainment programming.....................................9
6. Narratives in climate change discourse..............................................................................................9
7. Associative processes in intuitive judgement...................................................................................10
8. A systematic review of cognitive biases in tourist decisions.............................................................12
9. Social influence: Compliance and conformity...................................................................................13
Compliance.......................................................................................................................................13
Goal of accuracy...........................................................................................................................13
Goal of affiliation..........................................................................................................................14
Goal of maintaining a positive self-concept..................................................................................14
Conformity........................................................................................................................................14
Goal of accuracy...........................................................................................................................14
Goal of affiliation..........................................................................................................................14
Goal of maintaining a positive self-concept..................................................................................15
,10. Influences of social norms on climate change-related behaviours.................................................15
11. Agri-food in search of sustainability: cognitive, interactional and material framing......................16
12. It's the Mind-Set that Matters: The Role of Construal Level and Message.....................................17
Framing in Influencing Consumer Efficacy and Conservation Behaviours............................................17
13. The Reflexive Persuasion Game: The Persuasion Knowledge Model..............................................18
14. A typology of consumer strategies for resisting advertising, and a review of mechanisms for
countering them...................................................................................................................................19
Consumer resistance strategies........................................................................................................19
Resistance-neutralizing persuasion tactics.......................................................................................20
15. Green nudges: Do they work? Are they ethical?............................................................................21
16. 23 Ways to Nudge..........................................................................................................................22
17. A practitioner's guide to persuasion: An overview of 15 selected persuasion................................23
theories, models and frameworks........................................................................................................23
18. Towards a new model for communicating climate change............................................................24
The cognitive analytical approach....................................................................................................24
The affective-experiential approach.................................................................................................24
The social-normative approach........................................................................................................24
2
, 1. Organized Persuasive Communication: A new conceptual
framework for research on public relations, propaganda and
promotional culture
Define what persuasive communication is
Distinguish persuasion from manipulation and propaganda
Non consensual (propaganda) – not informed and/or not free
Today the term propaganda is usually associated with nefarious communication and most current
definitions include the notion of manipulation
1) Deception= persuasion via lying, distortion, omission, or misdirection
- Contemporary internet environment vulnerable to deception strategies. Fake news stories,
ranging from outright lies to those embracing more subtle deceptive forms (omission, distortion,
and misdirection)
- It violates the requirement of informed consent. The target of persuasion is unable to reach an
informed decision because of inadequate information.
- Lying (untrue), omission (withholding information), distortion (presenting a statement in a
deliberately misleading way to support a viewpoint), misdirection (producing and disseminating
true information indented to direct attention away from problematic issues)
2) Incentivization= a process of persuasion that involves promising or providing benefits
- During elections promised tax cuts
- Exchange programmes, provision of benefits that encourage recipients to be favourably disposed
toward the country/state providing them
- Incentivization can have a coercive dimension – vote for the US-backed candidate or face
continuing US economic warfare. The potential lifting of the sanctions was incentivization and
the threat of their continuation was coercive.
3) Coercion= an act of persuasion that compels an individual to act against their will through the
threat or infliction of costs including, but not limited to, physical force.
- Use of radio broadcasts and air-dropped leaflets. The persuasive effect of these propaganda
leaflet revolved around the implicit threat: surrender or die
3
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