Com 210
Theories of Persuasion - Spring 2002
Tentative Schedule - Subject to Change
Week Date Topic
There will be a QUIZ
EVERY week over the readingHomework Due Gass & Seiter
ChaptersCialdini Web Site 1 Jan 30 Intro to course, Assignments & requirements
Why Study Persuasion?
What Constitutes Persuasion?DQ = discussion
questionsREAD Ethics I
Ethics II2 Feb 6 The pervasiveness of persuasion
Why Study Persuasion?DQs
Chapters
1 & 21 & 2 CLARCCS Why Influence?
Everyday
Modern
Definitions
Foundations3 Feb 13 Attitudes and Attitude Theories
Consistency and Commitment
Cognitive DissonanceDQs 3 & 4
Cialdini Group3 & 4 Ch 1
Group 1
Classical ConditioningDisciplines
Approach
Bad Info
Attitudes
Duality or ELM4 Feb 20 Credibility
The Sleeper EffectDQ 5
Cialdini Group5 Ch 2
Group 2Consistency
Attitudes5 Feb 27 Communicator Characteristics
Staits and Traits
Audience analysis and adaptationDQ 6 6 Attribution
Stages of Change6 Mar 6 Group Influence, Conformity,
Social Proof
Modeling, Language
Review for TestDqs 7 & 8
Cialdini Group7 & 8 Ch 3
Group 3Modeling
Social Judgement
Reinforcement7 Mar 13 Test # 1
Chapters 1-8 plus Cialdini 1-3
Midterm grade review8 Mar 20 Nonverbal Com and Persuasion
Message structure and Organization
Message types
Primacy vs. recencyDiscuss Group Project - Sign ups
Paper # 1 AssignedDq 9, 10
Group Persuasion
Project Starts
Cialdini Group9 & 10 Ch 4
Group 4Message Characteristics
Reactance
Innoculation9 March 27 SPRING BREAK 10 April 3 Compliance-gaining/resistance
Taxonomies of
Sequential requests
foot in the door,
low ball techniquesDqs 11 & 12
Cialdini Group
Paper #1 outline
& sources due11 & 12 Ch 5
Group 5Mindfulness
Mindlessness
6 Principles
Sequential Requests11 April 10 Deception and detection of
Motivational appeals - fear, sex, humorDqs 13 & 14
Cialdini Group
Infomerical Outline13 & 14 Ch 6
Group 6Cults 1-3 12 April 17 Esoteric Forms of Persuasion
The Ethics of PersuasionDqs 15 & 16
Cialdini Group15 & 16 Ch 7 & 8
Group 7Framing 1-8 13 April 24 Test # 2
Chs. 9-16 and Cialdini 5-8
Group Projects14 May 1 12 Angry Men
Your most successful persuasion event
Putting it all together14 May 8 First 3 group presentations 15 May 15 Groups 4, 5, 6 presentation
If you don't come to class you final grade will be lowered one full grade.