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Psychology of persuasion and propaganda

Study level: Undergraduate study programme in psychology
Lecturers: Dinka Čorkalo Biruški, Ph.D.
ECTS: 4
Language: Croatian
Semester: 6th (summer)
Status: elective
Form of instruction with class hours: 30 hours of lectures, 15 hours of seminars and discussion groups
Prerequisites: none

Course description

Attitude formation and change. Attitude structure. Attitude strength. Methodological issues in research of attitude formation and change. Simple affective processes, the impact of behaviour on attitude formation and change, social influences in attitude formation and change. Theories of attitude formation and change. Persuasion and propaganda. Persuasion as a basis of propaganda. Persuasion as communication. The role of motivation and affective processes. Self-generated attitude change. Effects of attitude change. Techniques of resistance to persuasion and propaganda. Counterpersuasion. The impact of media. Principles of shaping media campaign. Political propaganda. Application of persuasion principles in counseling and psychotherapy. Ethical issues in persuasion and propaganda.

Course objectives

To provide knowledge about basic processes underlying attitude formation and change. To explain and discuss principles of persuasive communication and propaganda. To explain factors of persuasive efficacy. To prepare students to ethnical application of persuasive principles and propaganda in psychological practice.

Required readings 

  • lecture notes

  • Bohner, G. (2003). Stavovi. In: M. Hewstone i Stroebe, W. Socijalna psihologija: europske perspektive. Slap: Jastrebarsko. str. 195-234

  • Cialdini, R. B. (2007). Utjecaj: znanost i praksa. Zagreb: Mate

  • Čorkalo Biruški, D. i Davidović-Mušica, N. (2009). Kako ćemo vam prodati ovu knjigu? Persuazija, propaganda, marketing. In: D. Čorkalo Biruški (Ur.), Primijenjena psihologija: pitanja i odgovor (str. 375-401). Zagreb: Školska knjiga

  • Pratkanis, A. R. i Aronson, E. (2001). Age of propaganda: The everyday use and abuse of propaganda. NY: W.H. Freemen and Co.

  • Stroebe, W. i Jonas, K. (2003). Zdravstvena psihologija: socijalnopsihologijska perspektiva. In: M. Hewstone i Stroebe, W. Socijalna psihologija: europske perspektive. Slap: Jastrebarsko. str. 459-493

  • Šiber, I. (2003). Politički marketing. Zagreb: Politička kultura (poglavlja V. i VI.)

Recommended readings

  • Albarracin, D., Johnson, B. T. i Zanna, M. (Eds). (2005). The handbook of attitudes. Mahwah: Lawrence Erlbaum Associates.

  • Brock, T. & Green, M. C. (Eds). (2005). Persuasion: Psychological insights and perspectives. Thousand Oaks: Sage

  • Crano, W. D. i Prislin, R. (Eds). (2008). Attitudes and attitude change. New York: Psychology Press.

  • Čorkalo, D. (1997). Mijenjaju li se stavovi racionalno: provjera postavki modela vjerojatnosti elaboracije. Doktorska disertacija. Zagreb: Odsjek za psihologiju, Filozofski fakultet.

  • Eagly, A. H. & Chaiken, S. (1993). The psychology of attitudes. Fort Worth: Harcourt Brace Jovanovich.