270010 Influence: Science and Practice (in engl. Sprache) (S) (SoSe 2010)

Building on the introductory lectures in social and organizational psychology, the aims of this course are: (1) to develop further students' knowledge about principles of social influence; (2) to foster students' critical appraisal of the theories, methodologies, and applied issues related to research on social influence; (3) to enhance students' understanding of English as well as their confidence in using the English language in an academic setting.

The core of the seminar will be a thorough reading and discussion of Robert Cialdini’s (2008) text on six principles of influence: reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. The questions to be addressed include the following: How do these principles work? How can the principles be applied in organizational settings? How can people resist unwanted influence? Do Cialdini’s six principles provide a complete account of social influence?

The book by Goldstein and colleagues (2007) will be used to illustrate principles of influence with classic and contemporary research examples. Pairs of students will be asked to look up, read, and summarize for the group some of the original studies discussed by Goldstein et al. (2007).

Requirements for participation, required level

This seminar will be held in English. All discussions and text materials will be in English. Mainly recommended for students enrolled in the psychology BSc program. Participating students should have successfully completed modules G (Social Psychology) and O (Basics of Organizational and Applied Social Psychology).

Maximum number of students: 30

Registration will start on Tuesday, 6 April 2010, in the social psychology secretary’s office. You must register either in person by visiting room T5-239 during office hours (9:00 – 12:00h) or by calling 0521 1064436.

In case of overbooking, students will finally be signed up in the first seminar session on 23 April 2010.

Bibliography

Two basic texts are recommended for purchase (paperback versions are available for about 17 and 10 Euros, respectively):
Cialdini, R. B. (2008). Influence: Science and practice (5th ed.). Upper Saddle River, NJ: Prentice Hall.
Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2007). Yes! 50 secrets from the science of persuasion. London: Profile Books.
Additional readings will be compiled, announced, and made available during the seminar.

Over the course of the semester, materials will be made available to participating students via Stud.IP.