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. NEZİHA MUSAOĞLU
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 theoretical, political, economic and administrative theories used in the field of Political Science and International Relations.
2	Explain the political history, political ideas, intellectual accumulation of understanding international relations and the way that the history of diplomacy has passed from past to present.
3	List the norms of universal law and human rights, the principles of the modern legal system, the names of modern bureaucratic and administrative structures.

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain the Turkish state tradition, the influence of Islam, the accumulation of political thought and its historical background, and compare this accumulation with the current approaches.
2	Evaluate the chronological development of relations between political and diplomatic developments and political / diplomatic facts / events / ideas / actors from past to present.
3	Analyze the structure and functioning of actors, organizations and organizations that determine international relations.

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	In the light of current theoretical debates, apply relevant concepts to current political and international developments.
2	Evaluate the Turkish political tradition, developments with the Turkic community.
3	Use information on the field when comparing the administrative structures of different countries and their diplomatic traditions.

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Formulate the current political developments, developments and arrangements in international relations in the historical and theoretical accumulation.
2	Analyze the functioning of modern political regimes in the light of political and public bureaucratic structures, regulations and developments.
3	Examine and analyze current political developments in the Balkans, the Middle East, Central Asia, North Africa and the Caucasus in terms of both Turkish political history and international relations discipline.

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	To conduct a field-specific study individually and to complete it with discipline and responsibility.
2	To assume duties and responsibilities in a team work as leader or team member and to fulfil them flawlessly.

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Follow the political and administrative developments in the international political system and the bureaucratic organizations operating in this system.
2	Examine the international problems and conflicts, and the problems in the field of administration and politics in detail.

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Follow the current developments in the field of Political Science and International Relations and collaborate with leading names in the field.
2	Examine and analyze academic resources and the written and oral studies on the political developments in the region and the world, especially in the Middle East.
3	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	With the current historical and theoretical knowledge of the field, suggest sustainable, organizational and administrative arrangements aimed at meeting specific goals and solving certain problems.
2	Using the theoretical, economic, political and managerial knowledge, and produce reports on current developments, conflicts and agreements in geography related to world politics and especially in the Middle East.
3	Construct arguments on the current developments in Turkish politics in the light of the laws, regulations, and the important changes in the constitution and administrative law that determine Turkish political life and foreign relations.

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