Psychology 371: Attitude Change
Winter 1998, T Th 12:30-1:45, GCB 209
Instructor: Alan Strathman
Office: 109 McAlester Hall
OH: M W 1-2 and by appointment
Zimbardo, P. G., & Leippe, M. (1991). The psychology of attitude
change and social influence. New York: McGraw-Hill.
Petty, R., et al. (1994). To think or not to think: Exploring two
routes to persuasion. In T. Brock, & S. Shavitt (Eds.), Psychology of
persuasion. San Francisco: Freeman. (THIS CHAPTER IS ON RESERVE AT
To introduce students to the theories and principles of
attitude change and persuasion that have been developed and tested.
To help students understand how these principles and
theories are at work in their own lives.
To demonstrate how these principles and theories are at work
also in many fields of interest, including business, law, and politics.
To give students a better understanding of the way
advertisers incorporate these theories to change attitudes.
To help students better understand the factors that
influence and determine their own attitudes.
II. CENTRAL ROUTE APPROACHES TO PERSUASION
- Introduction to Attitudes
- Chapter 1, Pp. 53-76; 83-86
- Attitude Measurement
- Elaboration-Likelihood Model of Persuasion
- Motivation and Ability to Process
- The Concept of Involvement
- A. Message-Learning Approach
- B. Self-Persuasion Approaches
- Cognitive Response Approach
- Role-Playing Research
- Imagination and Explanation Generation
- Mere Thought
- Functional Approaches
- Balance Theory & Dissonance Theory
III. PERIPHERAL ROUTE APPROACHES TO PERSUASION
- B. Approaches Emphasizing Affect
- Classical Conditioning and other Unconscious Influences
- Alternative Approaches to Affect
IV. EFFECTS OF THE TWO ROUTES TO PERSUASION
- A. Persistence of Attitude Change
- B. Resistance to Persuasion
- Pp. 202-204; 217-233; 239-243
- C. Attitude-Behavior Consistency
Exams: Three exams will be given. Exam 1 will be given
Thursday February 12, and will cover lecture and reading material
from the first 5 weeks. Exam 2 will be given Thursday March
26. It will cover lecture and reading material from the second 5
weeks of the course. In addition, there will be a portion of Exam 2 that
will be comprehensive. Exam 3 will be given Tuesday April
28. It will cover lecture and reading material from the third 5
weeks of the course. Like with Exam 2, there will be a portion of the exam
that is comprehensive. There will be no final exam. Each exam will count
25% toward your final grade.
Papers: Up to five papers will be assigned during the course of the
semester. There are two purposes in assigning these papers. One purpose
is to encourage you to think about a few of the lecture topics outside of
class. The second purpose of these papers is to give you the chance to
apply principles and theories discussed in class to your own life.
Specific topics will be announced in class. All papers will count equally
and will, together, make up 25% of your final grade.
Students with disabilities: This information is available
in alternative formats upon request. Students who have disabilities that
might affect their work (in or out of class) should check with me as soon
as possible. MU can make a variety of arrangements to help assure equality
of opportunity, and I am glad to work with you on this. You may also
contact the Access Office for Students with Disabilities, A048 Brady
Academic dishonesty: Students caught engaging in any kind of
academic dishonesty will be reported to the Provosts office. In addition,
a grade of 0 will be assigned for that piece of work. Please dont cheat,
it's not nice and it's not fair.