Social Influence Processes

Code:

POST07

Acronym:

PIS

Keywords
Classification	Keyword
CNAEF	Psychology

Instance: 2023/2024 - 2S

Active?	Yes
Responsible unit:	Psychology
Course/CS Responsible:	Master Degree in Psychology

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
MPSIC	13	Plano Oficial do ano letivo 2021	1	-	6	54	162

Teaching language

Portuguese

Objectives

To present the main theories and different perspectives on persuasion and social influence. To discuss the different strategies of persuasion and social influence likely to lead to a change in attitudes and behaviors in various contexts, namely advertising, marketing, communication campaigns or political campaigns.

 

Learning outcomes and competences

Students must know the different perspectives on persuasion and social influence must be able to detect the factors and analyze the processes of persuasion and social influence, and the effects of these processes. They must be able to identify and resist to different strategies of persuasion and social influence, as well as to know how to use ethically the strategies likely to induce a change in attitudes, social behaviors and practices.

Working method

Presencial

Program

1. Persuasion: definitions, models and main factors


2. Principles and strategies of interpersonal persuasion


3. Majority influence and minority influence: strategies and effects


4. Mass media: perspectives, strategies and effects


5. Advertising, marketing and communication campaigns


6. Social influence: resistance and ethics

Mandatory literature

Bohner, G., & Wänke, M. ; Attitudes and attitudes change, Psychology Press, 2002
Influence: Science and practice ; Cialdini, R. B. , Pearson education. , 2009
Perloff, R.M.; The dynamics of persuasion, Routledge, 2017
Vala, J., & Monteiro, M.; Psicologia social, Fundação Calouste Gulbekian., 2017

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. Evaluation bears on the acquired theoretical knowledge and on the reflection developed during the semester (75% written work; 25% participation in the class discussions)

 

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: 75% of the grade obtained in the theoretical component and 25% of the grade obtained in the practical component.

The assessment of the theoretical component is made on the basis of a written work.

Evaluation Type

Distributed evaluation without final exam

Assessment Components

designation	Weight (%)
Trabalho de campo	25,00
Trabalho escrito	75,00
Total:	100,00

Amount of time allocated to each course unit

designation	Time (hours)
Estudo autónomo	72,00
Frequência das aulas	54,00
Trabalho de campo	36,00
Total:	162,00

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: 75% of the grade obtained in the theoretical component and 25% of the grade obtained in the practical component. The assessment of the theoretical component is made on the basis of a written work.

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.

The assessment of these works results from the participation in the class discussions (25%).

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, ...)

Students who, by law, are exempt from checking the attendance conditions for classes must complete the two assessment components defined above: weekly works and written work.

To do so, they must contact the professor at the beginning of the semester.

Classification improvement

The final grade may be improved only for the theoretical component (75%), only once, until the supplementary period of the academic year following the one in which approval was obtained, through the completion of a written test, with no place for a new evaluation of the practical component.