APPLIES TO ACADEMIC YEAR 2014/2015
PRK 3508 Influence and persuasion
Responsible for the course
Department of Communication and Culture
According to study plan
Language of instruction
Norwegian and english
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.
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.
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.
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.
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
- 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
Learning process and workload
The course is implemented as classroom teaching.
Use of hours
|Preparation for lectures||
|Self study / reading of curriculum / preparations for exams||
|Total recommended use of hours||
A 4-hour individual written examination.
PRK 35081 - Written examination, accounts for 100 % of the final grade in PRK 3805 Influence and persuasion , 7,5 credits.
Examination support materials
Next time the course runs