The following textbook is available in the Textbook Annex.

Perloff, M. R. (2008). The dynamics of persuasion (3^rd Ed.). Mahwah, NJ: Lawrence Erlbaum Associates.

I. BACKGROUND

Sep 8, 10            Introduction. The nature of attitudes and persuasion.

                           Perloff, Ch. 1.

Sep 15, 17          Attitudes. Definition, structure, and measurement.    

Perloff, Chs. 2 and 4.

Sep 22, 24          Attitudes and Behavior.

Perloff, Ch 3.

Sep 29, Oct 1     Determinants of Intentions and Actions.

Ajzen (2005). Chs. 5 and 6. (Available online)

II. PERSUASIVE COMMUNICATION

Oct 6, 8              Overview: Historical perspective; Elaboration Likelihood Model.

Perloff Ch. 5.

Ajzen (1992), Persuasive communication theory in social psychology: A historical perspective. (Available online)

Oct 13                Monday schedule - No class

Oct 15, 20          The Hovland School: Source, message, and receiver factors in persuasion.

                           Perloff Chs. 6 and 7.

Oct 22                Influencing Behavior: A comprehensive framework.

Fishbein & Ajzen (1981), Acceptance, yielding, and impact: Cognitive processes in persuasion. (Available online)

Oct 27                First Exam. Short-answer questions covering lecture and reading materials. (Sample exam available online.)

III. INTERPERSONAL INFLUENCE

Oct 29, Nov 3    Personality and Cognitive Dissonance

                           Perloff Chs. 8 and 9.

Nov 5, 10           Reciprocation: Favors, concessions, and commitment.

                           Perloff, Ch. 10.

Nov 12, 17          Liking, Scarcity, and Conformity

                           Cialdini (2001), Chs. 4 and 6 (Available online)

Nov 19, 24          Elections and Other Campaigns.

Sears & Kosterman (1994), Mass media and political persuasion. (Available online)

                           Perloff, Ch. 12.

Nov 26                Thanksgiving vacation - No class

IV. APPLICATIONS

Dec 1, 3             Advertising: Conceptions and misconceptions.

                           Perloff, Ch. 11. 

Dec 10               Second Exam. Short-answer questions covering lecture and reading materials since the first exam.