F11-02·F11 — Marketing Ethics & Regulation
Persuasion vs Manipulation — The Line
55 min read
The productive tension
Influenceandautonomy
marketing must move people, and must respect the people it moves
The synthesis
There is a real line between persuasion and manipulation, and it runs through autonomy-respecting influence: appeals that offer reasons the target can evaluate and would endorse on reflection are persuasion; appeals that bypass conscious reasoning by exploiting biases the target cannot defend against are manipulation.
Learning objectives
- →Distinguish persuasion from manipulation using the autonomy test
- →Apply Cialdini''s influence principles as ethically neutral tools and identify when their use crosses the line
- →Recognise common dark patterns and explain why regulators now treat them as unfair practices
- →Run the three-part persuasion/manipulation test on a UX flow, a creative brief, or a media plan
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