Objective:
To provide a broad survey of theories of Persuasion and applications of persuasive strategies and tactics. The emphasis will be somewhat experimental, focusing on groups interpretation of grounded examples and critical stance on popular persuasion books. To Midterm the primary focus will be an overview of persuasion theories, primarily social science perspectives -- the last half covers specific application areas.

Attendance:
No specific policy is enforced, as most students are responsible and those who make other choices also own those choices. Materials are covered in class that are not available in the text or readings. Most of the tests will be from topics covered exclusively in lecture and readings.

Week 1: Jan. 12, 14  Introduction – The Atomic Cafe
Week 2: Jan. 19, 21  Overview of Persuasion, Cialdini – Influence
            Addional readings for topics will be posted on Sakai
Week 3: Jan 24, 26, 28.  The Attitude Construct, Attitude/Behavior Consistency

Sign up for Books for the Popular Persusion Book Clubs (and presentation groups)

Week 4: Jan 31, Feb 2, 4. Conditioning & Modeling approaches, Learning Theories, Information Integration
            Reading: Cialdini - Influence
Week 5: Feb. 7, 9, 11. Balance Theories; Judgment Approaches, Social Proof/Social Judgment, Reasoned-Action approach
Week -76: Feb. 14, 16, 18 21,23,25 - Cognitive Approaches I: Attribution Theory, Foot-in-Door, etc. Self-Persuasion, Persistence, Inoculation, Reactance

Week 8: Feb 28 - No Class March 4

March 2 Mid-term examination

Week 9: March 5-13 - Spring Break

Week 10: Feb - Elaboration Likelihood Model; Cognitive Approaches II , Mindlessness, Cognitive Response

Week 11-March 30, much of April Presentations on Book clubs - topical lectures on Friday classes. Reading and notes will be posted as we move along.

April 21 - Term Paper Assignment