ADV 4930 Influence and MMC 6936 Influence
Summer 2015
Instructor: Michael Weigold, PhD mweigold@jou.ufl.edu
Meeting times: TBD
Course Overview
This course addresses the critical concepts and theories of influencing others and yourself.
Influence is about change, whether that change is applied to thoughts, feelings, impulses,
habits, or beliefs. The challenge for influencers is that people often resist change, both for
internal and environmental reasons. They do this even when they wish to change. By
understanding how influence works, you will be better able to practice it on others and on
yourself. And you will also be aware when others are practicing it on you!
Course objectives
After completing this course you will be able to
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Identify and suggest applications of “weapons” of mindless influence
Describe and suggest applications of strategic influence attempts
Explain what a “vital behavior” is and why it is important
Detail the two thinking “systems” that people have and how each influences our
behavior
Discuss why just wanting to change our own behaviors often fails to lead to long-term
success
Propose a plan for self-influence that can lead to long-term desired behavior change
Required Readings (graduate students only)
If you are a graduate student taking this class you should read the following articles
(carefully!). Your final paper will need to reference them. These are available free at UF’s
library site.
Cialdini, Robert B.; Reno, Raymond R.; Kallgren, Carl A. (1990). A focus theory of
normative conduct: Recycling the concept of norms to reduce littering in public
places. Journal of Personality and Social Psychology, Vol 58(6), Jun 1990, 1015-1026.
Baumeister, R.F., et al. (2006). Self-regulation and personality: How interventions increase
regulatory success, and how depletion moderates the effects of traits on
behavior. Journal of Personality, 74 (6), 1773–1802.
Kahneman, Daniel; Klein, Gary (2009). Conditions for intuitive expertise: A failure to
disagree. American Psychologist, Vol 64(6), Sep 2009, 515-526.
Optional Texts
1. Robert B. Cialdini (1994). Influence: the psychology of persuasion. New York: Morrow.
2. Michael T. Bosworth, John R. Holland, and Frank Visgatis (2010). CustomerCentric
selling. McGraw-Hill.
3. Kelly McGonigal (2012). The willpower instinct. New York: Penguin Group.
4. Kahneman, D. (2011). Thinking, fast and slow. New York: Farrar, Straus and Giroux.
Class Demeanor
Mastery in this class requires preparation, passion, and professionalism. Students are
expected, within the requirements defined by university policy, to attend class, be on time,
and meet all deadlines. Work assigned in advance of class should be completed as directed.
Full participation in online and live discussions, group projects, and small group activities is
expected. All study abroad classes carry the following penalties: late attendance—half letter
grade (B+ to B). Unexcused absence full letter grade (B+ to C+). The penalty is applied to
the grade the student earns on all other work.
My role as instructor is to identify critical issues related to the course, direct you to and
teach relevant information, assign appropriate learning activities, create opportunities for
assessing your performance, and communicate the outcomes of such assessments in a
timely, informative, and professional way. Feedback is essential for you to have confidence
that you have mastered the material and for me to determine that you are meeting all course
requirements.
At all times it is expected that you will welcome and respond professionally to assessment
feedback, that you will treat your fellow students and me with respect, and that you will
contribute to the success of the class as best as you can.
Grade components
Grades are determined from three sources:
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Weekly thought paper assignments (10 points each, 100 points total). Due weekly.
Final paper assignment (100 points total). Due following the study abroad program.
Participation, engagement, oral contribution quality (25 points each week, 100 points
total). Due each class.
Course content
Part 1: Two thinking systems and knowing which one to leverage in influence
Part 2: Influencing people we don’t know well
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Weapons of influence
Reciprocation
Commitment and consistency
Social proof
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Liking
Authority
Scarcity
Part 3: Influencing people we know well
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Find vital behaviors
Change the way you change minds
Make the undesirable desirable
Surpass your limits
Harness peer pressure
Find strength in numbers
Design rewards and demand accountability
Change the environment
Become an influencer
Part 4: Influencing ourselves
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What willpower is and why it matters
The willpower instinct
Too tired to resist
License to sin
The brain’s big lie
What the hell
Putting the future on sale
Infected! Willpower contagion
Grading:
Grading in the class is conducted in accordance with current UF grading policies for
assigning grade points. For more information see
https://catalog.ufl.edu/ugrad/current/regulations/info/grades.aspx
Final Letter Grades, Points, and Percentages
Letter Grade
A
AB+
B
BC+
C
Point Minimum Required
279
270
261
249
240
231
219
Percentages
93-100%
90-92.99%
87-89.99%
83-86.99%
80-82.99%
77-79.99%
73-76.99%
CD+
D
DE
210
201
189
180
70-72.99%
67-69.99%
63-66.99%
60-62.99%
under 60%
Other Information
Attendance: Information about exceptions to class attendance and make-up policies
can be found in the online catalog at:
https://catalog.ufl.edu/ugrad/current/regulations/info/attendance.aspx .
Students with Disabilities: Students with disabilities requesting accommodations
should first register with the Disability Resource Center (352-3928565, www.dso.ufl.edu/drc/ ) by providing appropriate documentation. Once
registered, students will receive an accommodation letter which must be presented to
the instructor when requesting accommodation. Students with disabilities should
follow this procedure as early as possible in the semester.
Course Evaluations: Students are expected to provide feedback on the quality of
instruction in this course based on 10 criteria. These evaluations are conducted online at
https://evaluations.ufl.edu . Evaluations are typically open during the last two or three
weeks of the semester, but students will be given specific times when they are open.
Summary results of these assessments are available to students at
https://evaluations.ufl.edu.
Academic Integrity: All UF students are bound by The Honor Pledge which states,
“We, the members of the University of Florida community, pledge to hold ourselves
and our peers to the highest standards of honor and integrity by abiding by the Honor
Code. On all work submitted for credit by students at the University of Florida, the
following pledge is either required or implied: “On my honor, I have neither given nor
received unauthorized aid in doing this assignment.” The Honor Code (
http://www.dso.ufl.edu/sccr/process/student-conduct-honor-code/ ) specifies a
number of behaviors that are in violation of this code and the possible sanctions.
Furthermore, you are obliged to report any condition that facilitates academic
misconduct to appropriate personnel. If you have any questions or concerns, please
consult with the instructor.
Please be aware that the University of Florida is concerned about your welfare. Should
you ever decide you would benefit from them, the phone number and contact site for
university counseling services and mental health services: 392-1575,
http://www.counseling.ufl.edu/cwc/Default.aspx