Psychology | Social Influence Processes
P447 | 3842 | Sherman, S


This course deals with attitudes and social influence processes.
There are process-oriented and theoretical aspects to the course: how
attitudes are represented in the mind; how attitudes are related to
behavior; theories of attitude formation and change.  In addition,
the course explores many real world implications of social influence
processes, including advertising, political attitudes, and health
behaviors.  Also, the course considers a variety of social influence
techniques, many of which are used by advertisers, car salespeople,
and telemarketers.  These include conformity, obedience, and a
variety of compliance techniques such as foot-in-the-door and low-
balling. Finally, the course will consider how resistance to
persuasive techniques is achieved.