PERSUASION THEORIES IN COMMUNICATION SCIENCES PROGRAMME COURSE DESCRIPTION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
HIT441	PERSUASION THEORIES IN COMMUNICATION SCIENCES	5	3	3	5

GENERAL INFORMATION
Language of Instruction :	Turkish
Level of the Course Unit :	BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Type of the Course :	Elective
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Assist.Prof. HABİBE GÜNGÖR
Instructor(s) of the Course Unit
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	This course aims to evaluate the approaches and theories about the concept of persuasion in terms of interpersonal and mass communication.
Contents of the Course Unit:	Contents of the course include the subjects such as Aristotle and rhetoric, summarizing the activities of persuasion from past to present, Explanation of elements of persuasion, Explanation of systematic approaches to persuasion, Explanation of persuasion theories, Explaining how persuasion occurs in mass media, Explaining how persuasion occurs in face to face communication, Explanation of the agenda-setting theory, explanation of Spiral of Silence, Comparison of persuasion theories, Explaining the characteristics of persuasive communication, Describing the characteristics of attitude and behaviour.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
List at least 3 features of persuasive communication
List at least 3 of the persuasion items.
Explain the connection between communication and persuasion through a case study
Infer about attitudes and behaviours or conduct of existing attitudes and behaviour with reference to daily relationships
Compare sample public relations and advertising practices through persuasion theories
Distinguish the difference between informative communication and manipulation with the help of a case study
Evaluate the change in the approach to persuasion from past to present over a given reading
Explain at least 4 reasons of resistance to persuasion

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week	Preparatory	Topics(Subjects)	Method
1	Reading the related subject in the coursebook	Presentation of the course content	Lecture & Question and Answer
2	Reading the related subject in the coursebook	Concept of Persuasion, Persuasion Process I: Source	Lecture & Question and Answer
3	Reading the related subject in the coursebook	Persuasion process II: Message, Medium, Receiver / Target (Audience), Effect	Lecture & Question and Answer
4	Reading the related subject in the coursebook	Attitude Concept, Attitude Formation, Attitude Change	Lecture & Question and Answer
5	Reading the related subject in the coursebook	Aristotle and Rhetoric, Mass Psychology	Lecture & Question and Answer
6	Reading the related subject in the coursebook	Motivation Concept, Motivation Process, Homeostasis, Need, stimulation, Impulse and Behavior Relations, Motivation Tools Used in Corporations	Lecture & Question and Answer
7	Reading the related subject in the coursebook	Basic Motivation Theories, Hedonism, Hull's S-R Theory, Psychoanalysis	Lecture & Question and Answer
8	-	MID-TERM EXAM	-
9	Reading the related subject in the coursebook	Theories of Personality I: Alfred Adler, Eric Berne, Karen Horney	Lecture & Question and Answer
10	Reading the related subject in the coursebook	Theories of Personality II: Carl Gustav Jung	Lecture & Question and Answer
11	Reading the related subject in the coursebook	Needs Theories I: Maslow's Hierarchy of Needs Theory and Frederick A. Herzberg's "Two Factor Theory"	Lecture & Question and Answer
12	Reading the related subject in the coursebook	Needs Theories II: Alderfer's ERG Theory, Murray's Psychogenic Needs Theory, Mc Clelland and Atkinson's Need achievement theory	Lecture & Question and Answer
13	Reading the related subject in the coursebook	Mental Theories, Value-Expectation Theories, Vroom's Expectancy Theory, Porter and Lawler's Expectancy Theory,, Locke's Goal Setting Theory, Adams' Equity Theory	Lecture & Question and Answer
14	Reading the related subject in the coursebook	Equilibrium and Harmony Theories: Jean Piaget's theory of cognitive development, Fritz Heider's Balance Theory and Attribution Theory, Leon Festinger's cognitive Dissonance Theory	Lecture & Question and Answer
15	Reading the related subject in the coursebook	Basic Persuasion Techniques	Lecture & Question and Answer
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-

SOURCE MATERIALS & RECOMMENDED READING
Karadoğan Doruk, E. (2015). İknanın Sosyal Psikolojisi Temel Kavramlar ve Kuramlarıyla. İstanbul: Derin Yayınları
Savaş, S. (2016). Arketipsel imgelerin ikna boyutu ve Türk reklamlarında görülme sıklığı üzerine bir araştırma. (Yayınlanmamış yüksek Lisans Tezi). İstanbul Üniversitesi
DeVito, J. A. (2010), Kişilerarası İletişim,. Ankara: Gazi Üniversitesi İletişim Fakültesi Yayınları
Petty, R. E. (2018). Attitudes and persuasion: Classic and contemporary approaches. Routledge.
Petty, R. E., ve Cacioppo, J. T. (2012). Communication and persuasion: Central and peripheral routes to attitude change. Springer Science & Business Media.
Perloff, R. M. (1993). The dynamics of persuasion. Lawrence Erlbaum Associates, Inc.
Karadoğan Doruk S. ve Savaş, S. (2017). Benzer Sektörde Faaliyet Gösteren Kurumların Kuruluş Tarihi Sıralamasının Kurum Kültüründe Ortaya Çıkan Yansımaları: Alfred Adler Üzerinden Coca Cola ve Pepsi Kurumları Üzerine Bir Değerlendirme. İstanbul Üniversitesi İletişim Fakültesi Dergisi| Istanbul University Faculty of Communication Journal, (53): 103-137.

ASSESSMENT
Assessment & Grading of In-Term Activities	Number of Activities	Degree of Contribution (%)	Description

Level of Contribution
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain the historical development process of Aviation Management
2	Use computer programs related to Aviation Transportation
3	Define basic concepts related with aviation management.

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Relate the information and facts in the field with other social sciences such as law, sociology, philosophy and history.
2	Classify the relationship between the basic functions of the business and the interactions between these functions.
3	Apply knowledge and skills related to his / her field by considering the legal aspect of occupational health and safety.
4	Explain the concepts of entrepreneurship and innovation with the field.

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Manage operational activities related to the airline.
2	Gain lifelong learning skills and use knowledge of the field in the business life with the awareness of social responsibility.

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Prepare written agreements with relevant institutions in accordance with the legislation.
2	Perform the theoretical and practical knowledge related to the field with appropriate analytical methods and modeling techniques in business life.
3	Cooperate with stakeholders related to air transport.
4	Develop the modern techniques and tools necessary for applications related to the field.
5	Manage all phases from planning to implementation of aviation operations as a member of a team.

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Execute a study in his/her field independently.
2	Decide as an individual or a team member to solve the problems encountered in applications related to the field.

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Evaluate advanced knowledge and skills in his/her field with a critical approach.
2	Apply activities to improve his/her performance and his / her responsibility in line with the learning objectives by determining the learning needs.

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Communicate with people and institutions related to the field in writing and verbally.
2	Explain his/her thoughts on the issues related to the field and suggestions for solutions to the problems by the related departments by using supporting quantitative and qualitative data.
3	Organize projects and activities for the social environment with social responsibility consciousness and to be able to apply those.

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Manage airports and terminal operations efficiently using aviation and business information.

WORKLOAD & ECTS CREDITS OF THE COURSE UNIT
Workload for Learning & Teaching Activities
Type of the Learning Activites	Learning Activities (# of week)	Duration (hours, h)	Workload (h)
Lecture & In-Class Activities	14	3	42
Preliminary & Further Study	14	3	42
Land Surveying	0	0	0
Group Work	0	0	0
Laboratory	0	0	0
Reading	5	5	25
Assignment (Homework)	0	0	0
Project Work	0	0	0
Seminar	0	0	0
Internship	0	0	0
Technical Visit	0	0	0
Web Based Learning	0	0	0
Implementation/Application/Practice	0	0	0
Practice at a workplace	0	0	0
Occupational Activity	0	0	0
Social Activity	0	0	0
Thesis Work	0	0	0
Field Study	0	0	0
Report Writing	0	0	0
Final Exam	1	1	1
Preparation for the Final Exam	1	7	7
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	1	6	6
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	37	0	124