Samenvatting articles Persuasion in Consumer Communication for Sustainability (CPT23306). Gegeven aan de Wageningen Universiteit. Wordt momenteel nog aan gewerkt.
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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