Dr. L. Patrick Devlin

Office: 109 Independence Hall 874-4724

Home: 186 Riverdell Dr., Saunderstown, RI 294-9975

Office Hours: W10-12 and 1-3 Texts: Robert R. Cialdini, Influence, 3rd ed., New York: Harper Collins, 1993).

Kathleen Jamieson and Karlyn Campbell, The Interplay of Influence, 5^th ed.,

Wadsworth, 2001.

Tues., Jan 16 Orientation to Course.

Assignment: Read Ch. 1 in Cialdini and Ch. 1 in Jamieson.

Thurs., Jan 18 Lecture: Personal and Media Persuasion.

Assignment: Read Ch. 2 & 3 in Cialdini. Bring an example of each type of

persuasion – 1) Reciprocation and 2) Commitment, to next class.

Tues., Jan 23 Discussion of Reciprocity and Commitment.

Assignment: Read Chapter 5 & 6 in Cialdini.

Bring an example of each type of persuasion – 1) Liking and 2) Authority to

Next class.

Thurs., Jan. 25 Discussion Liking and Authority.

Assignment: Read Ch. 4 & 7 in Cialdini.

Bring an example of each type of persuasion – 1) Social Proof and

2) Scarcity, to next class.

Tues., Jan. 30 Discussion of Social Proof and Scarcity.

Assignment: Read Chapter 6 in Jamieson and View tape of the History of

TV Advertising in Library Reserve Media Room.

Thurs., Feb. 1 View and Discuss Television Product Ads.

Assignment: Read Ch. 7 in Jamieson.

Tues., Feb. 6 View TV Ads and Discuss Persuasion through Advertising.

Assignment: Read Ch. 10 & Ch. 11 in Jamieson and View Political Types of

Ad tape in Media Reserve Room and Devlin’s Chapter on Political Commercials

in US Elections on Library Reserve.

Thurs., Feb. 8 View and Discuss Historic Political Ads.

Assignment: Read Devlin articles and Chapter on 2000 Primary and General

Election ads.

Tues., Feb.13 View and Discuss 2000 Political Ads.

Assignment: After picking ad campaigns view the ads in library media room

and read sample student papers in Devlin’s office.

Thurs., Feb. 15 View and Discuss Sample TV Ads Presentations.

Assignment: Prepare for Student Oral Presentations of TV Ad Analysis.

Tues., Feb. 20 Monday Classes Meet.

Thurs., Feb. 22 Student Oral Ad Analysis Presentations (7).

Tues., Feb. 27 Student Oral Ad Analysis Presentations (7).

Thurs., Mar. 1 Student Oral Ad Analysis Presentations (7).

Tues., Mar. 6 Student Oral Ad Analysis Presentations (7).

Assignment: Read Library Reserve materials on Sales Persuasion.

Thurs., Mar. 8 Preparatory Lecture on Sales Persuasion.

Assignment: Pick and investigate sales persuasion topics over Spring Break.

March 12 through 16 Spring Break.

Tues., Mar. 20 Example of Persuasive Techniques in Car Sales.

Assignment: View Student Analysis Presentation in Library Media Room.

Thurs., Mar. 22 Example of Persuasive Techniques in Amway.

Tues., Mar. 27 Written Examination on Readings, Tapes and Lectures.

Assignment: Prepare for Student Presentations.

Thurs., Mar 29 Student Sales Analysis (7).

Tues., Apr. 3 Student Sales Analysis (7).

Thurs., Apr. 5 Student Sales Analysis (7).

Tues., Apr. 10 Student Sales Analysis (7).

Assignment: Read materials on Persuasive Speaking on Library Reserve.

Thurs., Apr. 12 Overview Lecture to Persuasive Speaking.

Tues., Apr. 17 Lecture: Motivation in Speaking.

Thurs., Apr. 19 Lecture: Proofs in Speaking: Ethos, Pathos and Logos.

Tues., Apr. 24 Lecture: Delivery Preparation for Persuasive Speaking.

Assignment: Prepare Persuasive Speeches.

Thurs., Apr. 26 Persuasive Speeches (7) students.

Tues., May 1 Persuasive Speeches (7) students.

EXAMINATION – MONDAY, MAY 7^TH, 2001, 8:00AM-11:00AM. Persuasive Speeches (14) students.