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Samenvatting - Persuasieve communicatie
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Persuasieve communicatieSchooljaar 2024-2025
Tim Smits
Laura Peeters
Persuasieve communicatie Schooljaar ‘24-‘25
1
,INHOUDSOSPGAVE
Introductie (HC1) .......................................................................................................................... 6
Wat is? ........................................................................................................................6
Attitude en gedragsverandering ....................................................................................7
Daniel Kahneman: thinking fast and slow ......................................................................7
Inleiding en experimentele psychologie (HC2) ............................................................................... 8
Massive daily exposure to persuasion ...........................................................................9
Inleiding in experimentele psychologie .........................................................................9
Latent vs observeerbaar ............................................................................................. 10
Kahneman ................................................................................................................. 11
Tijdslijn van cognitieve processen en verwerking van boodschappen ........................... 11
Bargh: the unconscious mind ..................................................................................... 11
Attitudes (HC3) ........................................................................................................................... 12
H2: attitudes .............................................................................................................................. 14
Attitudemetingen ....................................................................................................... 14
Expleciet vs impliciet ................................................................................................. 15
Soorten attitudemetingen (HC4) .................................................................................................. 16
Indirecte metingen gebaseerd op gedrag..................................................................... 17
Indirecte metingen gebaseerd op oordelen ................................................................. 17
Indirecte attitude metingen gebaseerd op fysiologische reacties ................................. 18
Hoofdstuk 3: link tussen attitude en gedrag ................................................................................. 19
Link attitudes en gedrag (HC5) ..................................................................................................... 19
LaPierre, 1934 ............................................................................................................ 19
Corey, 1937................................................................................................................ 19
Moderatoreffecten in vier types .................................................................................. 20
Hoe vormen we die attitude? ...................................................................................... 21
Hoofdstuk 4: link tussen gedrag en attitudes ............................................................................... 23
Link gedrag en attitudes (HC6) ..................................................................................................... 23
Persuasieve communicatie Schooljaar ‘24-‘25
2
, Cognitieve dissonatie: Festinger (1957) ....................................................................... 23
Hoofdstuk 5: twee routes van overtuiging .................................................................................... 24
The elaboration likelihood model................................................................................ 24
Centrale route ........................................................................................................... 25
Perifere route............................................................................................................. 25
Empirische evidentie: variabelen ................................................................................ 25
Situationele imact op motivatie .................................................................................. 26
Individuele verschillen in motivatie ............................................................................ 26
Elaboration Likelihood model (HC7) ............................................................................................ 27
Capaciteitseffecten ................................................................................................... 28
Vertekende processen ............................................................................................... 29
Gezamelijke effecten van variabelen .......................................................................... 29
Vertrouwen in eigen cognities..................................................................................... 29
Perifere cue effecten.................................................................................................. 30
Hoofdstuk 6: Narratieve overtuiging ............................................................................................ 31
Transportatie theorie (HC8) ......................................................................................................... 31
Inleiding .................................................................................................................... 31
Persuasieve kracht van een narratief .......................................................................... 32
Theorie ...................................................................................................................... 32
Persoonlijkheid: transporteerbaarheid ....................................................................... 34
Transportatie deel 2 (HC9)........................................................................................................... 34
Empirische evidentie ................................................................................................. 34
Feit of fictie................................................................................................................ 35
Persistentie van attitudeverandering .......................................................................... 36
Advanced effects on bodily posture/behavior on attitudes .......................................... 37
Hoofdstuk 10: politieke communicatie........................................................................................ 38
Politieke communicatie (HC10) ................................................................................................... 38
Historisch overzicht ................................................................................................... 38
Persuasieve communicatie Schooljaar ‘24-‘25
3
, Visuele media ............................................................................................................ 38
Visuele en sociale media ............................................................................................ 39
Kritiek op sociale media ............................................................................................. 39
Media-effecten .......................................................................................................... 40
Directe politieke beïnvloeding .................................................................................... 41
Hoofdstuk 7: interpersoonlijke beïnvloeding Robert Caildini ........................................................ 42
Interpersonal influence (HC11) ................................................................................................... 42
Introductie ................................................................................................................ 42
Reciprocity ................................................................................................................ 42
Authority & expertise.................................................................................................. 43
Social proof ............................................................................................................... 44
Commitment & Consistency....................................................................................... 44
Liking ........................................................................................................................ 45
Scarcity ..................................................................................................................... 45
Pre-suasion ............................................................................................................... 46
Hoofdstuk 8: groepsbeïnvloeding................................................................................................ 47
Groepsbeïnvloeding (HC12 & 13) ................................................................................................. 47
Informational social influence .................................................................................... 47
Normative social influence......................................................................................... 48
Meerderheidseffecten................................................................................................ 48
Minderheidseffecten .................................................................................................. 49
Groepsbeslissingen meerderheidseffecten ................................................................ 51
Groepsbeslissingen minderheidseffecten................................................................... 52
Hoofdstuk 9: gezondheidscommunicatie .................................................................................... 53
Gezondheidscommunicatie (HC14) ............................................................................................ 53
Inleiding .................................................................................................................... 53
Theoretische modellen .............................................................................................. 55
Gezondheidscommunicatie (HC15) ............................................................................................. 56
Persuasieve communicatie Schooljaar ‘24-‘25
4
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