Perloff, R.M. (2017). The dynamics of persuasion. New York: Routledge.
Cavazza, N. (2018). La persuasione. Bologna: Il Mulino.
Stefanile, C. (2011). Fear appeals in psicologia della salute. In: A. Pazzagli, P. Vanni, S. Casale, & D. Vanni (Eds.). Psicologia: Storia e Clinica (pp. 241-250). Firenze: Fondazione Giorgio Ronchi.
Information and updates will be available on the course website (e-learning)
Learning Objectives
- Knowledge and understanding: critical and deep knowledge of
theoretical and methodological aspects of attitude and behavior change,
of social influence and persuasion processes; ability to recognize and
examine psychological factors able to facilitate or hamper changes
through communication. Comprehension of attitudes formation dynamics;
comprehension of persuasive strategies used to change attitudes.
- Applying knowledge and understanding: developing conceptual,
theoretical and methodological skills for the analysis and use of
persuasive communication. Ability to apply knowledge, skills and abilities
to the communication process, with the aim of planning effective
communication strategies. Developing critical skills and abilities to realize
persuasive interventions, with particular attention to emotion appeals.
Ability to develop frameworks for the analysis of specific communication
campaigns. Understanding ethical implications of interventions aimed at
changing attitudes and behaviors through persuasive communication.
- Making judgments: ability to integrate and strengthen knowledge
related to attitudes and attitudes change; skills for identifying scientific
and reliable references, for analyzing autonomously and critically the
communication process, for building persuasive communication and
developing specific competence for efficacy evaluation. Being able to
think autonomously about deontological aspects concerning persuasive
communication.
- Communication skills: ability to communicate acquired knowledge
clearly and make interesting observations about the course contents,
using specific terms adequately.
- Learning skills: learning ability necessary for analyzing critically and
autonomously research material related to the course contents.
Prerequisites
Knowledge and skills in Psychology (Level: Bachelor's degree)
Teaching Methods
- Knowledge and understanding: lessons, lectures and the use of
audiovisual aids and bibliographic material.
- Applying knowledge and understanding: practice in classroom, group
work.
- Making judgments: group work and discussions.
- Communication skills: oral presentation of the papers, group discussion.
- Learning skills: a participatory approach to learning will be emphasized.
Further information
none
Type of Assessment
Written and oral exam.
Written: multiple-choice questions and open or filling questions.
Oral: admission subject to passing the written test.
The final vote will take into account - together with the written and oral
test - the evaluation of classroom activities (for attending students).
Grade (18/30 as a pass mark).
Knowledge and comprehension skills will be evaluated through written
and oral exams.
Applying knowledge and understanding will be assessed during group
work and they will be evaluated through a practical written test.
Making judgments will be assessed through oral exam.
Communication skills will be evaluated through written (practical exam)
and oral exams
Learning skills will be evaluated through written and oral exams
Course program
This is an advanced course in social psychology that addresses
psychological processes underlying attitude and behavior change. This
course studies communication and persuasive communication
campaigns, with particular emphasis on main theories and their
application in the light of current scientific debate; it focuses on the
analysis of key aspects of social campaigns and interpersonal
communication. Relevant models of social influence and persuasion are
examined critically and their usefulness is evaluated; the course focuses
on the following issues: organization of persuasive communication;
psychosocial factors of persuasion; definition of persuasive strategies;
appeals to emotions; communication effectiveness; interventions in
health psychology through persuasion; ethical issues in persuasive
communication.