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COURSE UNIT DESCRIPTION LIBRARY
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Unit number: PSY
299
Unit title: Psychology
of Influence
Credit value: 3 credits
Description: The study of influence and persuasion has found that people who wish to influence, direct and persuade us (advertisers, salespeople, politicians, leaders, and others) use six basic categories of method. Each category is based upon a psychological principle: reciprocation, consistency, social proof, liking, authority and scarcity. This unit uses a well-known textbook by a professor of psychology to let us comprehend how people influence others for good or bad, and how we can increase our awareness so that we are receptive to influences that are beneficial for us, and resistant to those that are not.
Key textbook: Cialdini, Robert B. Influence: Science and Practice. Fourth Edition. Boston and London: Allyn and Bacon, 2001.
[NB - A revised edition of this book has been published in February 2007. Update of this unit is awaited. In the meantime occasional students who have the 2001 fourth edition may use it for their studies. Please revisit this page to see when the unit has been updated.]
Comments:
Amendments may be made to the details and provision of units at any time.
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