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Instructors: Dr. Thorsten Dresing
Event type:
Seminar
Org-unit: Graduate School | ZUGS
Displayed in timetable as:
Kognitions- & Erkenn
Credits:
4,0
Location:
Campus der Zeppelin Universität
Language of instruction:
German
Min. | Max. participants:
- | -
Further information about the exams:
Course requirements:
- Two short papers with analyses and evaluations of existing persuasive texts and/or the evidence-based creation of one’s own persuasive texts.
- 100% class participation
Mandatory literature:
Suggested reading:
Andrews, M., Leeuwen, M. van, & Baaren, R. van (2013). Hidden persuasion: 33 psychological influence techniques in advertising. Amsterdam: BIS.
Cialdini, R. B. (2021). Influence, new and expanded: The psychology of persuasion. New York: HarperCollins.
Fisher, H. (2017). Anatomy of love: A natural history of mating, marriage, and why we stay. Completely revised and updated. New York: Norton.
Funkhouser, G. R. (1986). The power of persuasion: A guide to moving ahead in business and life. New York: Times Books.
Sharot, T. (2017). The influential mind: What the brain reveals about our power to change others. London: Little, Brown.
For those who can read German:
Schönbach, K. (2022). Verkaufen, flirten, führen: Persuasive Kommunikation – ein Überblick. 5. Auflage [selling, flirting, leading: persuasive communication–an overview. 5th edition]. Wiesbaden, Germany: Springer VS.
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