100% tevredenheidsgarantie Direct beschikbaar na betaling Zowel online als in PDF Je zit nergens aan vast
logo-home
Lecture notes persuasive communication €6,49   In winkelwagen

College aantekeningen

Lecture notes persuasive communication

 7 keer bekeken  1 keer verkocht

Notes of the lectures from the course Persuasive Communication

Voorbeeld 3 van de 23  pagina's

  • 5 juni 2023
  • 23
  • 2020/2021
  • College aantekeningen
  • Tim groot-kormelink
  • Alle colleges
book image

Titel boek:

Auteur(s):

  • Uitgave:
  • ISBN:
  • Druk:
Alle documenten voor dit vak (5)
avatar-seller
msvrxx
Lecture 1 course introduction and dual process model

Read: H1, H2

Persuasion is neutral, purpose of persuasion is what matters, persuaders' motives can be
ethical or unethical

Viral persuasion
- "Law of the few" (a small number of influential people can generate a groundswell of
support for an idea, brand, or phenomenon.)
- Context: the right time and place
- Messages must be "sticky"
- Scalability is requirement
- Oxymoron of viral campaigns
- Planned to appear unplanned
- Intended to seem genuine

Nudges theory (Thaler & Sunstein)
The way choices are presented can affect behavior
Critique: lack of theoretical grounding, ethical concerns

Defining persuasion → limiting criteria:
- Intentionality
- Is it conscious/purposeful? Can it be accidental?
- Effects
- Has it taken place if no one is persuaded?
- Is persuasion a product or a process?
- Free will and conscious awareness
- Distinction between persuasion and coercion?
- Can it occur without awareness of receiver?
- Symbolic action
- Does it involve more than words and symbols?
- Actors
- How many actors are required for it to take place?
- Context
- Contextual factors?

Dual process models of processing information
- Fast vs. slow thinking
- Reflexive vs. reflective thinking
- Mental shortcuts vs. thoughtful deliberation

Elaboration likelihood model
Central route:
- Thoughtful and deliberate
- Requires much cognitive effort

,Peripheral route:
- Relies on mental shortcuts
- Requires little cognitive effort

Parallel processing is possible, but people tend to favor one.
Route depends on motivation, ability and personal characteristics (need for cognition).
Need for cognition = an individuals' tendency to engage in and enjoy activities that require
thinking.

Heuristic System Model of Persuasion
- Similar to ELM
- Systematic processing vs. heuristic processing
- Motivation and ability determine processing mode
- Sufficiency principle: people strive to know as much as needed to make a decision

Three challenges in digital information system
1. Relatively low trust in institutions and experts
○ Disinformation and fake news
2. Major platforms not regulated as media companies
3. Attention economy
○ Effect = algorithms privilege more extreme content



Lecture 2 what are persuasive effects?

Read: H3 Attitudes and Consistency, H4 Credibility, Article Wojdynski

Key aspects of attitudes:
- They are predispositions guiding our behavior
- They represent favorable or unfavorable evaluations
- They have valence and intensity
- They are directed toward an attitude object

Attitudes can't be observed directly as they are in our heads

Explicit attitude measures:
- Self-report scales
- Likert scales (choices ranging from strongly agree to strongly disagree).
- Semantic differential scales
- Bipolar adjective pairs (dark-light, young-old)

Pitfalls in measuring attitudes:
- Social desirability bias (giving the socially correct answer)
- Non-attitudes (making up an attitude to appear informed)
- Mindfulness (no conscious knowing of their attitudes)

, Implicit Association Test (IAT)
- Snap judgements reveal underlying attitudes
- IAT to measure implicit attitudes towards a variety of topics (countries, weight,
sexuality, skin color, age, gender)

Physiological measures:
- Affect or emotion is often accompanied by physiological reactions (heart rate, blood
pressure, skin conductance, pupil dilation)
- Mixed results: physiological measures often bi-directional

Attitude Behavior Consistency increases when:
- Attitudes are strong
- Attitudes concern a specific situation, time & place
- Attitudes are based on (direct) personal experience
- Attitudes are important to a person
- Attitude certainly is high
But other factors are involved → Reasoned Action Approach (intentions are the best
predictor of behavior)

Intentions are formed through beliefs and attitudes
Normative beliefs:
- Descriptive norms
- What people generally do
- Injunctive norms
- What people should do
- Social pressure

Perceived behavioral control = a person's confidence that he/she is capable of performing
a given behavior.

Attitudes as associative networks
- Attitudes exist in associative networks
- Associations are often unconscious or implicit
- Changes in one attitude can have a ripple effect in a person's cognitive system
- Persuaders seek to establish connections among attitudes
- Goal is to link product, brand, idea to favorable attitudes

Manufacturing positive associations:
- Brand personality
- Brand relationships
- Authenticity
- Aspirational brands
- Sponsorship
- Cause-related marketing
- Sloganeering

Voordelen van het kopen van samenvattingen bij Stuvia op een rij:

Verzekerd van kwaliteit door reviews

Verzekerd van kwaliteit door reviews

Stuvia-klanten hebben meer dan 700.000 samenvattingen beoordeeld. Zo weet je zeker dat je de beste documenten koopt!

Snel en makkelijk kopen

Snel en makkelijk kopen

Je betaalt supersnel en eenmalig met iDeal, creditcard of Stuvia-tegoed voor de samenvatting. Zonder lidmaatschap.

Focus op de essentie

Focus op de essentie

Samenvattingen worden geschreven voor en door anderen. Daarom zijn de samenvattingen altijd betrouwbaar en actueel. Zo kom je snel tot de kern!

Veelgestelde vragen

Wat krijg ik als ik dit document koop?

Je krijgt een PDF, die direct beschikbaar is na je aankoop. Het gekochte document is altijd, overal en oneindig toegankelijk via je profiel.

Tevredenheidsgarantie: hoe werkt dat?

Onze tevredenheidsgarantie zorgt ervoor dat je altijd een studiedocument vindt dat goed bij je past. Je vult een formulier in en onze klantenservice regelt de rest.

Van wie koop ik deze samenvatting?

Stuvia is een marktplaats, je koop dit document dus niet van ons, maar van verkoper msvrxx. Stuvia faciliteert de betaling aan de verkoper.

Zit ik meteen vast aan een abonnement?

Nee, je koopt alleen deze samenvatting voor €6,49. Je zit daarna nergens aan vast.

Is Stuvia te vertrouwen?

4,6 sterren op Google & Trustpilot (+1000 reviews)

Afgelopen 30 dagen zijn er 73918 samenvattingen verkocht

Opgericht in 2010, al 14 jaar dé plek om samenvattingen te kopen

Start met verkopen
€6,49  1x  verkocht
  • (0)
  Kopen