Attitudes and Social Influence

Code:

P816

Acronym:

AIS

Keywords
Classification	Keyword
OFICIAL	Psychology

Instance: 2012/2013 - 2S

Active?	Yes
Responsible unit:	Psychology
Course/CS Responsible:	Integrated Master Psychology

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
MIPSI	11	Official Curricular Structure	4	-	6	54	162
		Official Curricular Structure 2012	4	-	6	54	162

Teaching language

Portuguese

Objectives

At the end of the semester, students must know the main theories that were developed on attitudes and social norms – underlying the processes of persuasion and social influence -, different perspectives on persuasion and social influence, as well as several applications of the main theories. Students must be able to detect and analyze the processes of persuasion and social influence, and the effects of these processes. They still must know how to use ethically different persuasion strategies, likely to induce a change in attitudes and behaviors in various contexts, namely, advertising, marketing, communication campaigns or political campaigns. They must also know how to identify and resist to unethical influence strategies.

Program

Attitudes: Definitions, models, measurement
Attitudes: Functions and consequences. Attitudes and behavior.
Persuasion: ancient and modern theories
Persuasion: The source, the message, the target
Majority influence. Norms and normative behaviors
Minority influence. Strategies and effects
Authority, obedience, mind control
Principles and strategies of interpersonal persuasion
Persuasion, influence and mass media
Advertisement, marketing and communication campaigns
Ethics of persuasion. Resistance to persuasion.

Mandatory literature

Perloff, R.M. ; The dynamics of persuasion (2nd edition), Lawrence Erlbaum, 2003
Brown, R. ; Group processes: dynamics within and between groups (2nd edition), Blackwell, 2000
Oskamp, S. & Schultz, P.W.; Applied Social Psychology, Prentice Hall, 1998
Cialdini, R. B.; Influence. Science and practice (4ª ed.) ., Allyn & Bacon, 2001
Ramonet, I.; Propagandas silenciosas: Massas, televisão, cinema. , Campo das Letras, 2001
Singer, M. T.; Cults in our midst, Jossey-Bass, 2003
Poeschl, G.; A persuasão, Fundação Calouste Gulbenkian, no prelo

Teaching methods and learning activities

The program is divided into components, the theoretical aspects of which are presented by the teacher. Each component is also accompanied by a text (article or chapter) to be read by the students in preparation of the exposition made in classes. A practical part is dedicated to group discussions that are based on practical exercises that are made each week by the students and that are registered on filing cards that are handed over to the teacher for evaluation. Evaluation bears on the theoretical knowledge acquired and the reflection developed during the semester (50% theoretical exam; 50% filing cards handed over). reflection developed during the semester (50% theoretical exam; 50% filing cards handed over).

keywords

Social sciences > Psychological sciences > Psychology > Social psychology
Social sciences > Psychological sciences > Psychology > Applied psychology

Evaluation Type

Distributed evaluation with final exam

Assessment Components

Description	Type	Time (hours)	Weight (%)	End date
Attendance (estimated)	Participação presencial	38,50
	Total:	-	0,00

Eligibility for exams

Attendance required in 75% of the classes

Calculation formula of final grade

The final grade is calculated through the arithmetic mean of the grades obtained in the theoretical and practical components of the discipline and is expressed on a scale from 0 to 20. The final grade is obtained by the following grade weighting: 50% of the grade obtained in the theoretical component and 50% of the grade obtained in the practical component. The assessment of the theoretical component is made on the basis of a written test consisting of four questions to be briefly answered and one question to be developed. The assessment of the practical component of the discipline is made on the basis of the carrying out of small weekly works of reflection/observation about the presented topics that will be discussed in group and handed over to the teacher. The assessment of these works results from the written presentation (30%) and the participation in the class discussions (20%). A minimum grade of 8 is required in all works/reports, activities or tests included in the assessment, and a final grade of 10 is necessary to complete the discipline.

Examinations or Special Assignments

Small weekly works of reflection/observation in relation to the presented topics.

Special assessment (TE, DA, ...)

The students who are legally exempted from class attendance have to complete the two above-mentioned components of the assessment: weekly works about the presented topics and final test. They have to contact the teacher at the beginning of the semester.

Classification improvement

The final grade may be improved through a second participation in the written test of the theoretical component, but there is no possibility to improve the grade of the practical component.