Communication Studies 395-0: Topics in Communication Studies
Section 22: Advanced Theories of Persuasion

meeting concurrently with

Communication Studies 525-0: Seminar: Problems in Communication Studies
Section 23: Advanced Theories of Persuasion
Spring 2007

 

 

 

Readings for Monday 9 April

 

 

5. Anticipated emotions as a focus for persuasion

 

            Abraham, C., & Sheeran, P. (2004). Deciding to exercise: The role of anticipated regret. British Journal of Health Psychology, 9, 269-278. [online via NU]

 

For further reading:

 

            Grasmick, H. G., Bursik, R. J., Jr., & Kinsey, K. A. (1991). Shame and embarrassment as deterrents to noncompliance with the law: The case of an antilittering campaign. Environment and Behavior, 23, 233-251.

            O'Keefe, D. J., & Figge, M. (1999). Guilt and expected guilt in the door-in-the-face technique. Communication Monographs, 66, 312-324.

            McConnell, A. R., Niedermeier, K. E., Leibold, J. M., El-Alayli, A. G., Chin, P. P., & Kuiper, N. M. (2000). What if I find it cheaper somewhere else?: Role of prefactual thinking and anticipated regret in consumer behavior. Psychology and Marketing, 17, 281-298.

            Hetts, J. J., Boninger, D. S., Armor, D. A., Gleicher, F., & Nathanson, A. (2000). The influence of anticipated counterfactual regret on behavior. Psychology and Marketing, 17, 345-368.

            Landman, J., & Petty, R. (2000). "It could have been you": How states exploit counterfactual thought to market lotteries. Psychology and Marketing, 17, 299-321.

            Lindsey, L. L. M. (2005). Anticipated guilt as behavioral motivation: An examination of appeals to help unknown others through bone marrow donation. Human Communication Research, 31, 453-481.

            Steenhaut, S., & Van  Kenhove, P. (2006). The mediating role of anticipated guilt in consumers’ ethical decision-making. Journal of Business Ethics, 69, 269-288.

 

 

6. Descriptive norms as a focus for persuasion

 

            Clapp, J. D., Lange, J. E., Russell, C., Shillington, A., & Voas, R. B. (2003). A failed norms social marketing campaign. Journal of Studies on Alcohol, 64, 409-414.  [online via NU]

            Wenzel, M. (2005). Misperceptions of social norms about tax compliance: From theory to intervention. Journal of Economic Psychology, 26, 862-883. [online via NU]

 

For further reading (about norm-focused interventions):

            Schultz, P. W. (1999). Changing behavior with normative feedback interventions: A field experiment with curbside recycling. Basic and Applied Social Psychology, 21, 25-36.

            Godbold, L. C., & Pfau, M. (2000). Conferring resistance to peer pressure among adolescents: Using inoculation theory to discourage alcohol use. Communication Research, 27, 411-437.

            Wechsler, H., Nelson, T. F., Lee, J. E., Seibring, M., Lewis, C., & Keeling, R. P. (2003). Perception and reality: A national evaluation of social norms marketing interventions to reduce college students' heavy alcohol use. Journal of Studies on Alcohol, 64, 484-494.

            Campo, S., Brossard, D., Frazer, M. S., Marchell, T., Lewis, D., & Talbot, J. (2003). Are social norms campaigns really magic bullets? Assessing the effects of students' misperceptions on drinking behavior. Health Communication, 15, 481-498.

            Biener, L., Ji, M., Gilpin, E. A., & Albers, A. B. (2004). The impact of emotional tone, message, and broadcast parameters in youth anti-smoking advertisements. Journal of Health Communication, 9, 259-274.

            Lai, M. K., Ho, S. K., & Lam, T. H. (2004). Perceived peer smoking prevalence and its association with smoking behaviours and intentions in Hong Kong Chinese adolescents. Addiction, 99, 1195-1205.

            Campo, S. Cameron, K. A., Brossard, D., & Frazer, M. S. (2004). Social norms and expectancy violation theories: Assessing the effectiveness of health communication campaigns. Communication Monographs, 71, 448-470.

            Mattern, J. L., & Neighbors, C. (2004). Social norms campaigns: Examining the relationship between changes in perceived norms and changes in drinking levels. Journal of Studies on Alcohol, 65, 489-493.

            Lewis, M. A., & Neighbors, C. (2006). Social norms approaches using descriptive drinking norms education: A review of the research on personalized normative feedback. Journal of American College Health, 54, 213-218.

            Smith, S. W., Atkin, C. K., Martell, C., Allen, R., & Hembroff, L. (2006). A social judgment theory approach to conducting formative research in a social norms campaign. Communication Theory, 16, 141-152.

 

For further reading (about norms more generally considered):

            Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). A focus theory of normative conduct: A theoretical refinement and reevaluation of the role of norms in human behavior. In M. P. Zanna (Ed.), Advances in Experimental Social Psychology (Vol. 24, pp. 201-234). New York: Academic Press.

            Kallgren, C. A., Reno, R. R., & Cialdini, R. B. (2000). A focus theory of normative conduct: When norms do and do not affect behavior. Personality and Social Psychology Bulletin, 26, 1002-1012.

            Lapinski, M. K., & Rimal, R. N. (2005). An explication of social norms. Communication Theory, 15, 127-147.

            Rimal, R. K., & Real, K. (2005). How behaviors are influenced by perceived norms. Communication Research, 32, 389-414.

 

 

 

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