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	Prof. ŞENOL DURGUN
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	Define the basic concepts of economics, administrative and human sciences.
2	Explain the general structure, operation and public policy formation process of administration.
3	Relate the principles and rules of political behavior, behavior and leadership in organizations.
4	Relate the knowledge of ecological, economic and social sustainability with information related to the field.

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Use information about his / her field in professional life and everyday life.
2	Use information related to ecological, economic and social sustainability in professional life and everyday life.

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Interpret current political and administrative developments and the functioning of the democratic system by using the knowledge of political science and public administration.
2	Define the basic concepts of management, urbanization, environmental policies, political and legal sciences.
3	Relate professional knowledge of management, urbanization, environmental policies, politics and legal sciences to universal values

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Compare the administrative structures and country management models by using the theoretical knowledge in the field of political science and public.
2	Organize events between the public, private sector and voluntary organizations.

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Collaborate with the people in the field of political science and public administration.
2	By using the accumulation of knowledge in political science and public administration; manage project, event and social responsibility activities.

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Analyze existing structures with a critical approach based on universal legal norms and administrative structures.
2	Apply the written and unwritten legal rules and ethical codes in his / her personal and professional life.

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Improve himself/herself by following the political and administrative agenda and the written-oral work on the agenda.
2	Debate in the field of political science and public administration with different target groups in multicultural environments.

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Taking advantage of the existing history and theoretical knowledge of the field; interpret and analyze current issues, events and problems.
2	Develop original plans and programs to guide the functioning of political and bureaucratic institutions.
3	Develop alternative public policy proposals in the construction and implementation of sustainable and effective public policies.
4	Design reform programs aimed at making and improving the functioning of political and administrative organizations.

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