Tag Archives: Persuasion

This summary is provided by the IPR Behavioral Insights Research Center Edelman and LinkedIn conducted their sixth annual study examining how thought leadership influences buying behaviors among B2B decision-makers and C-suite executives. Thought leadership was defined as content that offers expertise, guidance, or a unique point of view on a topic or in a field. This … Continue reading The Impact of Thought Leadership on Engaging Out-of-Market B2B Buyers

One hundred years ago, Edward Bernays, the father of public relations, dedicated the fifth  chapter in his book, “Crystallizing Public Opinion” to show how public relations and human behavior are codependent. Today, the cognitive revolution is still alive and well, and in fact, is more influential than ever. Looking at recent examples in the news, … Continue reading Persuasion and the PR Practitioner: Reflecting on Edward Bernays’s Work 100 Years Later

This summary is presented by the IPR Behavioral Insights Research Center Key Findings People experience less reactance, a negative feeling that someone is trying to impose a behaviour on them, when persuasive communications employ self-persuasion, instead of direct persuasion. Self-persuasion is a strategy that gets audiences to generate their own arguments for an intended behaviour change. … Continue reading Self-Persuasion in Media Messages: Reducing Alcohol Consumption Among Students with Open-Ended Questions

This blog post, written by Dr. Terry Flynn and Tim Li, is based on a research paper by Gordon Pennycook, Assistant Professor at the University of Regina; and David G. Rand, Associate Professor of Management Science and Brain and Cognitive Sciences at Massachusetts Institute of Technology.  Key Findings • People often fall for misinformation, or … Continue reading When People Engage in “Cognitive Laziness,” They are More Likely to Accept Misinformation as Truth