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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 Live (Online)
Coordinator of the Course Unit Assoc.Prof.Dr. ŞÜKRAN GÜZİN ILICAK AYDINALP
Instructor(s) of the Course Unit Assist.Prof.Dr. SEZGİN SAVAŞ

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 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

CONTRIBUTION OF THE COURSE UNIT TO THE PROGRAMME LEARNING OUTCOMES

KNOWLEDGE

Theoretical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Describe basic communication theories with the knowledge gained in public relations and publicity.
3
2
List the main features of communication in items.
5
3
Interpret the basic characteristics of communication and create a creative solution to ensure reconciliation in an existing communication problem.
4

KNOWLEDGE

Factual

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Use the basic information in the field of Public Relations and Publicity in interdisciplinary studies.
4
2
Evaluate the knowledge related to social and natural sciences and produce projects in professional life.
2
3
Tell the basic concepts of public relations and advertising in detail.
1

SKILLS

Cognitive

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Analyze and evaluate social events at national and international level in the light of current debates.
3
2
Use the leadership, communication and presentation skills in occupational events.
4

SKILLS

Practical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Follow the innovations in the field of communication and important written and oral communication tools related to the field.
3
2
Write press releases for the purpose of introducing the institution he/she works at or owns.
0
3
Create communication programs within the public relations and advertising campaign.
2

OCCUPATIONAL

Autonomy & Responsibility

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Use published domestic and foreign data sources related to public relations and advertising in the field of communication and communication area in his / her own works such as articles and projects.
5

OCCUPATIONAL

Learning to Learn

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Evaluate the planning processes of past communication programs, public relations and advertising practices.
1

OCCUPATIONAL

Communication & Social

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Use communication techniques in the right place, environment and time.
5

OCCUPATIONAL

Occupational and/or Vocational

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Plan communication programs in the awareness of ethical values in the professional work.
5

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 14 2 28
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 46 0 127
Total Workload of the Course Unit 127
Workload (h) / 25.5 5
ECTS Credits allocated for the Course Unit 5,0