Forewarning creates resistance (Freedman and Sears 1965). If an audience is warned ahead of time that they are about to be exposed to a persuasion attempt, it is less likely that they will be persuaded. In the courtroom, for instance, if a defense attorney warns the jury of the prosecution’s upcoming evidence, potential attitude change can be mitigated (Dolnik et al. 2003).
What this means for vegan activism is that a “surprise attack” should be more effective. Vegan Outreach successfully employs this tactic by hiring unassuming college-aged advocates to quietly hand out booklets to students during the rush between classes. Students usually accept the booklets without any interaction with the Vegan Outreach employee. It is only as they flip through the material en route to class that they are presented with the case for vegetarianism. Other groups prevent forewarning by offering free vegan cookies or cupcakes to passerby. It is only after the treat is tasted that activists divulge that it was actually vegan and offer them animal liberation literature.
Sneaky advocacy is sometimes the more effective approach. If people know that a persuasion attempt is imminent, they will fortify their mental defenses so as not to budge. While there is something to be said for being straightforward (recall that the mere-exposure effect illustrates that familiarity with a message increases positive association), forewarning may not be helpful when giving a one-time presentation
In general, avoiding forewarning is advised when activists know they will be dealing with a stubborn audience. In the Freedman and Sears (1965) study, the title of the presentation was all it took to dissuade the audience. Thus, activists might avoid titles such as, “Why You Should Be Vegan.”
For the Vegan Toolkit
- Do not forewarn audience that a persuasion attempt is imminent
- For outreach events, do not use titles that suggest a persuasion attempt
References
Dolnik, L., T. Case, and K. Williams. 2003. “Stealing Thunder as a Courtroom Tactic Revisted: Processes and Boundaries.” Law and Human Behavior 27: 265-285.
Freedman, J. and D. Sears. 1965. “Warning, Distraction, and Resistance to Influence.” Journal of Personality and Social Psychology 1: 262-266.
Readers can learn more about the social psychology of veganism in my 2016 publication, A Rational Approach to Animal Rights. Receive research updates straight to your inbox by subscribing to my newsletter.
This essay was originally published with The Examiner in 2012.
