Abstract
Influence and persuasion are gaining increased attention in warfare, but often social psychology approaches remain underused or neglected while this academic field has provided useful insights into this approach, especially as a non-kinetic capability. To effectively influence and persuade, we need to understand the adversary and the specific frame of reference of the relevant audience, which can be determined through Actor and Audience Analysis (AAA), a relatively new tool that has shown promising results. Based on the results of AAA, the communicator’s characteristics and persuasion techniques must be tailored to the specific audience. This chapter will use delegitimisation of the adversary, specifically in the context of extremism and terrorism, as an example to demonstrate how influence and persuasion can be applied in a military context.
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Notes
- 1.
Cohen 2016.
- 2.
See for example isisnotinmyname.com. Accessed 7 December 2016.
- 3.
- 4.
- 5.
- 6.
Schaefer 2007, p. 357.
- 7.
- 8.
- 9.
- 10.
- 11.
This chapter is based on the Yale Communication Model, which analyses the audience (whom), the role of the communicator (who) and the message (what and means). See Hovland et al. 1953. For modern applications, see for example Bordens and Horowitz 2002, pp. 217–231; Maio and Haddock 2007, pp. 569–570; Perloff 2010, pp. 126–127.
- 12.
- 13.
Kelman 2001.
- 14.
- 15.
- 16.
- 17.
For rational actor theory see Lebow and Gross Stein 1989; Davis 2012, pp. 70–71; Gross Stein 2012, pp. 51–52; Miller 2013, pp. 139–140; Sauer 2015, p. 113. Rational actor theory has also been criticised as a psychological approach, see for example McAllister and Schmid 2011, p. 222; Rogers 2011, pp. 38–40. For strategic culture, see Booth 1981, p. 15; Coskun 2007; Bunn 2007, pp. 1–8; Long 2009; Toje 2009; Williams and Covarrubias 2009, p. 267; Echevarria 2011, pp. 431–445.
- 18.
- 19.
- 20.
- 21.
- 22.
- 23.
See for example AJP-3.4.4. nrs. 0217, 0446.
- 24.
- 25.
- 26.
- 27.
- 28.
- 29.
Interview with Meike Wolf, Senior Actor and Audience Analyst at the Dutch Civil and Military Interaction Command (1 CMI-Commando).
- 30.
- 31.
- 32.
- 33.
- 34.
- 35.
Tatham 2015a, pp. 27–29.
- 36.
Ibid. See also Tatham 2015b.
- 37.
Interview with Meike Wolf.
- 38.
- 39.
- 40.
- 41.
For examples on how measures are tailored to the specific audience, see Veenkamp and Zeiger 2015.
- 42.
Note that authors tend to differentiate between de-radicalisation (changing beliefs) and disengagement (changing behaviour), since some persons may disengage from violence but maintain radical thoughts and beliefs. See for example Metz and Millen 2004; Gompert 2007, p. 44; Horgan 2009; Fink and El-Said 2011; Clubb 2014; Jasparro 2015, p. 95.
- 43.
- 44.
- 45.
Barrelle 2014.
- 46.
Barrelle 2014, p. 83.
- 47.
Boer and Boehnke 2016, p. 131.
- 48.
- 49.
More on this from a counter- and de-radicalisation perspective can be read in El-Said 2015, pp. 1–11: ‘soft measures (…) have yielded more benefits than purely kinetic approaches (…) particularly in reducing the rates of terrorist incidences’.
- 50.
- 51.
Perloff 2010, p. 13.
- 52.
- 53.
For an extensive overview of theories of influence and persuasion, see Paul et al. 2015, pp. 317–348.
- 54.
- 55.
Borum 2004, pp. 49–50.
- 56.
- 57.
- 58.
- 59.
- 60.
- 61.
Dovidio et al. 2013.
- 62.
Barrelle 2014, pp. 60, 101–102.
- 63.
O’Brien 2008.
- 64.
Espí 2015.
- 65.
Data was found in the Euskobarómetro, an analysis made every year by the University of Basque Country which measures, amongst others, support for ETA. Whereas 64% of the Basque population totally rejected ETA, whereas the remaining 36% either thought that violence was justified in the past, but not in the present, or presented a total rejection of the violence. The last group still supports the goals, but not the manner in which ETA tried to achieve them. See Universidad del País Vasco 2011. For ETA’s statement, see Europa Press (2011) ETA anuncia el cese definitivo de su actividad armada (Video File). Youtube, 20 October 2011. Accessed 16 December 2016.
- 66.
- 67.
Logan 2016.
- 68.
Cialdini 2007.
- 69.
- 70.
- 71.
- 72.
- 73.
- 74.
- 75.
- 76.
- 77.
Bjorgo et al. 2009, pp. 144–146.
- 78.
- 79.
Shapiro 2013, p. 201.
- 80.
Franzese 2013, p. 286.
- 81.
Al Jazeera 2015.
- 82.
For an overview, see Baumeister et al. 2013, p. 261.
- 83.
Evans and O’Doherty 2014.
- 84.
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van Kuijck, C. (2017). Delegitimising the Adversary: Understanding Actor and Audience Analysis as a Tool to Influence and Persuade. In: Ducheine, P., Osinga, F. (eds) Netherlands Annual Review of Military Studies 2017. NL ARMS. T.M.C. Asser Press, The Hague. https://doi.org/10.1007/978-94-6265-189-0_11
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