Persuasive Communication Summary
A full summary of all the content you need to know to pass the Persuasive Communication exam in the Communication Science Bachelor course at the University of Amsterdam.
Notes from the book, and notes on some of the external articles.
Van der Pligt & Vliek - The Psychology of Influence - Full, Concise Summary for Persuasive Communication / Decision Making II / Psychology of Media & Communication
Find a full yet concise summary of Joop van der Pligt & Michael Vliek's book The Psychology of Influence, including a summary of the boxes and most relevant models. All chapters are contained within this book. The 225-page book is summarised into just short of 50 pages!
The chapters with key terms in this book are:
1 - Influence. Definition, history and a model (attitudes, behaviour, influences)
2 - Attitudes and behaviour (elaboration likelihood model, ELM, heuristic-systematic model, HSM, implicit attitude measures, Likert scale, semantic scale)
3 - Persuasion through argumentation (syllogism, source effects, reliability, value-expectancy models)
4 - Cognitive heuristics (representativeness, availability, framing, anchoring, affect, more-is-better)
5 - Social heuristics (authority, expertise, likeability, trust, consistency, foot-in-the-door, door-in-the-face, lowballing, reciprocity, that's-not-all, scarcity)
6 - Emotions and influences (happiness, contentment, valence, nostalgia, hope, pride, trust, mood, fear, worry, regret, guilt, shame, contempt, disgust, anger)
7 - Punishment and reward (punishment, reward, naming and shaming, naming and praising, limbic system, orbitofrontal cortex, lateral frontal cortex, ventromedial prefrontal cortex)
8 - Automatic influence (evaluative conditioning, mere exposure effect, priming, subliminal priming, contrast effect, nudging)
9 - Social norms and social comparison (upward comparison, downward comparison, descriptive norms, injunctive norms)
10 - Modification of complex behaviour: from intentions to action (intervention mapping, implementation intentions, self-efficacy, tailored interventions)
11 - Back to the future (serious gaming)
Amongst theories included are:
Theory of Reasoned Action (Fishbein & Azjen)
Theory of Planned Behaviour (Azjen)
Reactance Theory (Brehm)
Somatic Marker Theory (Damasio et al)
Adaptation-level theory (Helson)
Social comparison theory (Festinger)
Social cognitive theory (Bandura)
Broken Windows Theory (Keizer et al)
Inoculation Theory (McGuire)
Cognitive Response Theory (Greenwald)
Amongst models included are:
AIDA model (Kellogg Strong)
Lasswell's Model of Communication
Yale Model of Persuasion (Hovland)
Elaboration Likelihood Model
System 1 and System 2 (Kahneman, Thinking Fast and Slow)
Extended Parallel Process Model / Fear Arousal Model (Ruiter et al)
Model of Intervention Mapping
This summary is ideal for students of University of Amsterdam, PPLE, course Decision Making II (course code 3803DMQPVY), or University of Amsterdam, Communication Sciences, course Persuasive Communication (course code Y) or students of Universiteit Leiden, course The Psychology of Media and Communication (PMC) (course code 6464EC03).
Summary Psychology of Influence
This is a summary for the book Psychology of Influence, used at the University of Amsterdam for the course Persuasive Communication.
Persuasive communication summary of
I had a 9 on average for the multiple choice tests, so I'm sure it will help you guys out as well! I also passed the exam with a 9.1 with this summary, which was the best grade of the entire bachelor.