Change of attitude and social influence

Duration

30h Th

Number of credits

Lecturer

Benoît Dardenne

Language(s) of instruction

French language

Organisation and examination

Teaching in the second semester

Units courses prerequisite and corequisite

Prerequisite or corequisite units are presented within each program

Learning unit contents

Study of the main processes of attitude change and social influence. Depending on the date of release (september 6th), lectures might come from :
 
Pre-Suasion
A Revolutionary Way to Influence and Persuade By Robert Cialdini     The author of the legendary bestseller Influence, social psychologist Robert Cialdini shines a light on effective persuasion and reveals that the secret doesn't lie in the message itself, but in the key moment before that message is delivered.
What separates effective communicators from truly successful persuaders? Using the same combination of rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to capitalize on the essential window of time before you deliver an important message. This "privileged moment for change" prepares people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change "minds" a pre-suader must also change "states of mind."
His first solo work in over thirty years, Cialdini's Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener's attitudes, beliefs, or experiences isn't necessary, says Cialdini-all that's required is for a communicator to redirect the audience's focus of attention before a relevant action.
From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini draws on an array of studies and narratives to outline the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, "Yes."

Learning outcomes of the learning unit

The aim is to anable students to take a position concerning a topic, based on scientific studies.

Prerequisite knowledge and skills

Planned learning activities and teaching methods

Usually, the class starts with a presentation of the topic by the teacher or the students. Students then reacted to this presentation, based on scientific paper(s) they have read individualy.

Mode of delivery (face-to-face ; distance-learning)

Face-to-face with individual preparation.

Recommended or required readings

Scientific papers available in pdf. 

Assessment methods and criteria

Understanding of the concepts, participation during the lessons, individual preparation of the class, Q-A, etc.
Mandatory presence at classes. Oral exam if failure or insatisfaction with the note.

Work placement(s)

Organizational remarks

Calendar to be discussed

Contacts

b.dardenne@ulg.ac.be