SP314: PERSUASION
MWF, 10:15-11:20*

Note: This syllabus is not entirely final. The general plan of the class will not change but I may alter some of the assignments and due dates before fall quarter begins.

Professor David Ritchie, Neuberger 41; phone 725-3550 e-mail a href="mailto: cgrd@pdx.edu"> cgrd@pdx.edu Web Page: http://web.pdx.edu/~cgrd/

Office Hours: MW, 11:30 - 1:00, or by appointment.

Texts:

Gass, R. H., and Seiter, J. S. (2007). Persuasion, social influence, and compliance gaining. Boston, MA: Pearson Press.

Objectives of this course:

The primary objectives of this course are: To become a more conscious and conscientious participant in persuasion activities and to learn to understand public issues and interpersonal discourse better by identifying and understanding persuasion strategies used by advocates of various positions.

Course Policies:

1. Regular attendance and informed participation in class, on WebCT, or both is expected of all students. Roll will not be taken, but students are responsible for all materials covered in class, including new or altered assignments as well as theories not covered in the textbooks. If you miss class, it is your responsibility to consult other students about anything you may have missed.
   The class is partially on-line, so the scheduled Friday meetings will be held only when there is a need, either to clear up difficult concepts or to maintain the scheduled progression of topics. The one exception is the mid-term exam, which will be held in class on Friday, Oct. 27.


2. Your full attention is expected whenever class is in session. No cell-phones or other communication devices may be used in class. Laptops may be used to take class notes but not for any other purpose. Reading newspapers or other materials, conducting side-bar conversations, or other distracting activities will not be tolerated. Students who violate this policy or are otherwise disruptive will be asked to leave for the remainder of the class session.


3. Grade changes: If you think you deserve a better grade on an assignment, I will discuss it only in my office, after you have presented me with a written justification. You must cite all relevant passages from the textbook and syllabus and explain why your answer is justified by those passages. No request for a grade change will be discussed in the classroom, or later than one week after the class meeting at which the assignment was returned.


4. I will assume that all students are familiar with the policies of the university regarding academic honesty. Use of another person's words or ideas without proper citation, re-cycling a paper written for another class, submitting work written in part or in whole by another person as your own or allowing another person to copy your work all constitute plagiarism and will result in a zero on the assignment for everyone involved, with no opportunity for makeup. I encourage you to work together and to ask others to read, critique, and copy-edit your written work, but if any part of your work was written (or dictated to you!) by someone else it must be clearly marked and properly cited. If I find evidence of plagiarism I will assign a zero without asking for clarification or explanation. You are expected to keep all of your notes, outlines, and every rough draft of your term paper and be prepared to provide them upon request. (Note that a paper that consists primarily of quoted material will not receive a passing grade, even if it is properly cited. A maximum of 8-10% quotations is a good rule of thumb.) Even if you change the wording slightly or paraphrase the original wording, if you use another author's ideas without attribution it is still plagiarism. If in doubt, ask me first.


5. I give extensions and incompletes only for emergencies and circumstances that are clearly beyond the student's control. You must contact me as soon as you know there may be a problem, and be prepared to offer documentation.

Persuasion: Weekly web-based assignments (a total of 40% of your grade)

1. Post reading notes by midnight Sunday evening. If you are unable to post them for any reason, turn in a typed version at the very beginning of class on Monday morning. 10%


• 1-2 paragraph summary of key ideas.
• How the material covered in this chapter is related to previous material.
• Explain how at least one theory covered in this chapter applies to a real-life persuasion incident.
• New vocabulary words encountered with definitions (relevant to this class).
• At least one question the reading raised in your mind, or at least one point you need to have clarified.
• Grading: thoroughness, overall comprehension, reasonableness of examples and explanations. I will not be hypercritical about writing style but I do expect you to review and correct what you have written before posting it and will mark off for consistently poor writing. 0, ½, or 1. 0 if your work appears to have been plagiarized.


2. Post responses to other student or to in-class discussion; at least two full paragraphs. You may address unclear points, discuss examples, relate class material to information and theories from other classes. 10%

Grading: thoroughness, relevance to the topic, responsiveness to other students, clarity and thoughtfulness. I will not be hypercritical about writing style but I do expect you to review and correct what you have written before posting it and will mark off for consistently poor writing. 0, ½, or 1. 0 if your work appears to have been plagiarized.

Monday and Wednesday classes: we will go over questions; provide added material and examples in group discussions and lecture.


3. On-line quiz, to be completed by midnight Friday evening. Multiple-choice, 2 points. If you have problems with your computer connection print whatever you have and e-mail me immediately. 20%

1. There will be a mid-term exam worth 15% of the grade for the class.


2. There will be a final exam worth 25% of the grade. The final exam will be comprehensive and will cover all material from the entire quarter, including both assigned readings and lectures.


3. Term paper. The term paper is worth 20% of the grade. Recommended length is 8-10 pages. You will describe and analyze an advertising campaign, television ad, or other persuasion attempt (including an attempt to persuade you or an acquaintance to do something you initially did not wish to do). You will describe the persuasion attempt in detail, describe at least two persuasion theories (covered in the assigned readings) used in the persuasion attempt, and explain how each persuasion theory applies to your example. Your explanations must be detailed and must refer in detail to the discussion in the assigned readings and in lectures.
   Standards for written work: I grade for style and grammar as well as content. A passing paper (C) is satisfactory on both counts, and an "A" paper is outstanding on both counts. Use your dictionary and style manual. Papers must be typed or printed in a standard font (12 point), double spaced, with 1" margins and a list of references.
   The term paper is due at the beginning of class. Unless excused in advance, work submitted late will be penalized by one sign; work submitted after the due date will be penalized by one full grade. The term paper will not be accepted more than two days late.

Outline of Topics

Week 1. Sept. 25, 27, 29. Introduction; Elaboration Likelihood Model

Reading Assignments: This Syllabus; Gass & Seiter,, Ch. 1 and 2.Reading notes and questions on all readings due prior to class on Wednesday.

Week 2. Oct. 2 & 4; Oct. 6 if needed. Theory of Reasoned Action and Consistency Theories

Reading Assignments: Gass & Seiter,, Ch. 3. Pay attention to the differences between these theories.

Week 3. Oct. 9 & 11; Oct. 13 if needed. Communicator characteristics; credibility.

Reading Assignments: Gass & Seiter,, Ch. 4 & 5

Week 4. Oct. 16 & 18. Conformity, influence in groups.

Reading Assignments: Gass & Seiter,, Ch. 6

Week 5. Oct. 23 & 25; (Mid-term on Oct. 27). Language

Reading Assignments: Gass & Seiter,, Ch. 7

Week 6. Oct. 30 & Nov. 1. Non-verbal; structure and order of messages

Reading Assignments: Gass & Seiter,, Ch.8 & 9

Week 7 Nov. 6 & 8. Foot in the door; door in the face

Reading Assignments: Gass & Seiter,, Ch. 10
Review: How does Cognitive Dissonance help explain the Milgram experiments?

Week 8 Nov. 13 & 15. Compliance gaining; deception

Reading Assignments: : Gass & Seiter,, Ch. 11 & 12

Week 9 Nov. 20 & 22. Motivational appeals; visual persuasion.

Reading Assignments : Gass & Seiter,, Ch. 13-15.

Week 10. Nov. 27 & 29 Ethics of Persuasion

Reading Assignments: Gass & Seiter,, Ch. 16

Week 11. Wed., Dec. 26, 10:15-12:05 Final.

The final exam will be comprehensive and will cover all material from the entire quarter. Expect to be asked to compare, contrast, and synthesize various theories and perspectives we have covered.