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

Jan 29, 31          Introduction. The nature of attitudes and persuasion.

                           Perloff, Ch. 1.

Feb 5, 7              Attitudes. Definition, structure, and measurement.    

Perloff, Chs. 2 and 4.

Feb 12, 14          Attitudes and Behavior.

Perloff, Ch 3.

Feb 19                Monday schedule - No class

Feb 21               Determinants of Intentions and Actions.

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

II. PERSUASIVE COMMUNICATION

Feb 26, 28          Overview: A historical perspective; Elaboration Likelihood Model.

Perloff Ch. 5.

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

Mar 4, 6            The Hovland School: Source and receiver factors in persuasion.

                           Perloff Ch. 6.

Mar 11, 13         The Hovland School: Fear appeals and other message factors.

                           Perloff, Ch. 7.

Mar 18, 20         Spring recess - No classes

Mar 25               First Exam. Short-answer questions covering lecture and reading materials. (Sample exam available online.)

Mar 27              Influencing Behavior: A comprehensive framework.

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

Apr 1, 3             Personality and Cognitive Dissonance

                           Perloff Chs. 8 and 9.

III. INTERPERSONAL INFLUENCE

Apr 8, 10           Reciprocation: Favors, concessions, and commitment.

                           Perloff, Ch. 10.

Apr 15, 17           Liking, Social Proof, & Scarcity.

                           Cialdini (2001), Ch. 4. (Available online)

Apr 22, 24           Authority, Conformity, and Obedience.

                           Cialdini (2001), Ch. 6. (Available online)

IV. APPLICATIONS

Apr 29, May 1   Advertising: Conceptions and misconceptions.

                           Perloff, Ch. 11. 

May 6, 8             Elections and Other Campaigns.

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

                           Perloff, Ch. 12.

May 13              Second Exam. Short-answer questions covering lecture and reading materials since the midterm.