APPLIES TO ACADEMIC YEAR 2014/2015

PRK 3508 Influence and persuasion

Responsible for the course
Christian Fieseler

Department
Department of Communication and Culture

Term
According to study plan

ECTS Credits
7,5

Language of instruction
Norwegian and english

Introduction
The course gives a basic introduction to research on influence and persuasion, and knowledge about how the theories have been applied. The course has an ethical component.

Learning outcome
Knowledge outcomes
On completing the course, students should be able to understand and explain the main concepts and models of influence and persuasion, and conscious and unconscious processes underlying persuasion. Additionally, students should understand ethical dilemmas of persuasion.

Skills outcomes
On completing the course, students should be able to apply theories and models on mass media persuasion and the effects of the mass media to analyze communication messages. Students should be able to analyze ethical dilemmas in PR.

Reflection
On completing the course, students should understand the complexities of reaching persuasion objectives, and be able to raise critical questions and reflect on influence and persuasion.

Prerequisites
None.

Compulsory reading
Books:
Gass, Robert H., John S. Seiter. 2014. Persuasion : social influence and compliance gaining. 5th ed, International ed. Pearson

Collection of articles:
Gerhard E. Schjelderup. 2014. Overtalelsesforskning. Handelshøyskolen BI

Recommended reading

Course outline

• Conscious and unconscious processes in decision-making
• Theories and research on influence and persuasion
• Research on the phases in communication
• The application of persuasion theory
• Ethics of influence and persuasion in PR