MBA (TURKISH, THESIS)
Master	TR-NQF-HE: Level 7	QF-EHEA: Second Cycle	EQF-LLL: Level 7

Course Introduction and Application Information

Course Code	Course Name	Semester	Theoretical	Practical	Credit	ECTS
PIH5010	Persuasion and Communication Psychology	Fall	3	0	3	8

This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester.

Basic information

Language of instruction:	Turkish
Type of course:	Departmental Elective
Course Level:
Mode of Delivery:	Face to face
Course Coordinator :	Prof. Dr. HALUK GÜRGEN
Course Lecturer(s):	Dr. Öğr. Üyesi ÖNDER YÖNET Prof. Dr. YAMAN ÖZTEK Prof. Dr. HASAN KEMAL SUHER Instructor DİLEK UÇAY Prof. Dr. HALUK GÜRGEN Dr. Öğr. Üyesi GÜL ŞENER
Recommended Optional Program Components:	None
Course Objectives:	The main objective of the course is to provide students with a solid grounding in theories, principles, and strategies of social influence and persuasion as they apply to everyday contexts in which influence attempts take place. We'll explore this subject from a scientific and psychological perspective. We'll learn basic, effective persuasion tactics that are effective in changing attitudes and behaviors in a variety of situations. Students should gain familiarity with findings from empirical investigations on persuasion, social influence, and compliance gaining, and will learn about strategies and techniques of persuasion relating to a wide variety of real-life communication contexts, situations. and settings.

Learning Outcomes

The students who have succeeded in this course;
I. Functional Approaches to Approaches to Attitude
II. Belief-Based Models of Attitude
III. Cognitive Dissonance Theory
IV. Theories of Behavioral Intention
V. Elaboration Likelihood Model
VI. The Study of Persuasive Effects
VII. Source Factors
VIII .Message Factor
IX. Receiver and Content Factor
X. Personality and Persuasion and Interpersonal Persuasion

Course Content

This course will cover the basic persuasion theories. Also as foundations of these theories, belief, attitude, behavior related theories will be examined.

Weekly Detailed Course Contents

Week	Subject	Related Preparation
1)	Introduction to persuasion Persuasion constancies and Change Persuasion Messages Travel Faster Than Ever Before
2)	Functional Approaches to Approaches to Attitude A Classic Functional Analysis Subsequent Developments Commentary
3)	Belief-Based Models of Attitude Summative Model of Attitude Research Evidence and Commentary
4)	Cognitive Dissonance Theory General Theoretical Sketch Some Research Applications Revisions of, and Alternatives to, Dissonance Theory
5)	Theories of Behavioral Intention Theory of Reasoned Action Research Concerning the TRA model Implications for Persuasion Theory of Planned Behavior Research Concerning the TPB Model PBC as a Persuasion Target Commentary on the TPB The Intention Behavior Relationship
6)	Elaboration Likelihood Model Variations in the Degree of Elaboration Factors Affecting the Degree of Elaboration Influences on Persuasion Effects Under Complexities and Consequences in Persuasion Process Commentary
7)	The Study of Persuasive Effects Experimental Design and Causal Inference Two General Problems in Studying Persuasive Effects
8)	Source Factors Communicator Credibility Liking Other Source Factors
9)	Review
10)	Message Factor Message Structure Message Content Sequential Request Strategies
11)	Receiver and Content Factor Natural Receiver Characteristics Induced Receiver Factors
12)	Personality and Persuasion The Myth of the Vulnerable Other Need for Cognition Self Monitoring Dogmatism Additional Issues Other Personality Factors
13)	Interpersonal Persuasion Foot in the Door Door in the Face Applications Other Compliance Techniques Compliance Gaining Ethical Issues
14)	Communication Campaigns Thinking about Campaigns locating Effects Theoretical Perspectives Campaigns Effects The McGruff Crime Prevention Project Antismoking and Cardiovascular Risk Reduction Campaigns Antidrinking Campaigns Drug Prevention Campaigns Complicating Factors Values and Ethics

Sources

Course Notes / Textbooks:	Persuasion Theory and Research (Second Edition) Daniel J. O’Keefe (University of Illinois) SAGE Publications 2002 The Dynamics of Persuasion Richard M.Perloff Routledge, 4th Ed. 2010.
References:	Konular ile ilgili makaleler gerekli olduğunda sağlanacaktır. Related articles will be provided if necessary.

Evaluation System

Semester Requirements	Number of Activities	Level of Contribution
Attendance	14	% 10
Presentation	1	% 30
Midterms	1	% 20
Final	1	% 40
Total		% 100
PERCENTAGE OF SEMESTER WORK		% 60
PERCENTAGE OF FINAL WORK		% 40
Total		% 100

ECTS / Workload Table

Activities	Number of Activities	Workload
Course Hours	14	42
Presentations / Seminar	9	45
Homework Assignments	13	39
Midterms	6	30
Final	6	32
Total Workload		188

Contribution of Learning Outcomes to Programme Outcomes

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Being able to develop and deepen their knowledge at the level of expertise in the same or a different field, based on undergraduate level qualifications.	4
2)	To be able to comprehend the interdisciplinary interaction with which the field is related.	4
3)	To be able to use the theoretical and applied knowledge at the level of expertise acquired in the field.	4
4)	To be able to interpret and create new knowledge by integrating the knowledge gained in the field with the knowledge from different disciplines,	4
5)	To be able to solve the problems encountered in the field by using research methods.	5
6)	To be able to systematically transfer current developments in the field and their own studies to groups in and outside the field, in written, verbal and visual forms, by supporting them with quantitative and qualitative data.	4
7)	To be able to critically examine social relations and the norms that guide these relations, to develop them and take action to change them when necessary.	5
8)	To be able to critically evaluate the knowledge and skills acquired in the field of expertise and to direct their learning.	4
9)	To be able to supervise and teach these values by observing social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field.	5
10)	To be able to develop strategy, policy and implementation plans in the fields related to the field and to evaluate the obtained results within the framework of quality processes.	4
11)	To be able to use the knowledge, problem solving and/or application skills they have internalized in their field in interdisciplinary studies.	5
12)	Being able to independently carry out a work that requires expertise in the field.	4
13)	To be able to develop new strategic approaches for the solution of complex and unpredictable problems encountered in applications related to the field and to produce solutions by taking responsibility.	4
14)	Ability to lead in environments that require solving problems related to the field	3