School of Interdisciplinary Studies
(Western College Program)
Miami University
WCP 232 (Social Systems II) Spring, 1997
Semester Topic - Reasoning and Persuasion: The Nature of Reason and Influence With Implications for Mass Manipulation.
Instructors:
| Christopher Wolfe | Andrea Louie |
| Office Hours: | Office Hours: |
| T, TH 11:00-12:00 | T 1:00-3:00 |
| W 1:00-3:00 | W 9:00-11:00 |
| 127 Peabody Hall | 106 Peabody Hall |
| 529-5670 | 529-1276 |
| WolfeCR@Muohio.edu | LouieA@MUOhio.edu |
Meeting Times:
Lecture All Thursday 8:00 AM - 9:00 AM Leonard Theater
Media Night All Tuesday 7:30 PM - 9:00 PM Leonard Theater
WCP 232.A Wolfe T, TH 9:30 AM - 10:45 AM 31 Peabody
WCP 232.B Louie T, TH 11:00 AM - 12:15 PM 31 Peabody
WCP 232.C Wolfe T, TH 2:00 PM - 3:15 PM 31 Peabody
Reasoning and Persuasion:
The Nature of Reason and Influence
with Implications for Mass Manipulation
This course addresses fundamental questions about human nature at the individual or micro level and explores their consequences on a global or macro level. The key issue is the nature of reasoning and its consequences in the interrelated realms of marketing and politics, particularly international relations. The nature of reasoning will be examined from three viewpoints. The first perspective holds that humans are rational and logical beings, the second that human reasoning is generally adaptive, and the third that human realities are socially constructed in ways that may or may not be rational or adaptive. These notions about human nature will be explored on a grand scale by looking at ways in which global institutions such a governments and multinational corporations attempt to persuade, influence, and manipulate whole nations and their peoples. Our study of both reasoning and persuasion should provide rich opportunities for cross-pollination (one hopes with a minimum of "fertilizer"). Students should walk away from this course with a firm grounding in key concepts from Philosophy, Economics, Political Science, Psychology, Communications, Semiotics, and Postmodern social thought. Of equal importance, students should become more adept at the art of comparing, contrasting, integrating and synthesizing important ideas arising from different theories, paradigms, and levels of analysis. Students will be required to develop and defend their own positions.
Corresponding with the three perspectives outlined above, this course will be developed in three modules, each drawing a portrait (or at least a sketch) of human nature with respect to reasoning and persuasion. The practical and theoretical consequences of these views of human nature will be explored through their application to two "touchstone" macro-scale domains: foreign policy (international relations) and marketing. These touchstones were selected because they serve as powerful "test cases" for each of the portraits explored in this class, and because they help bridge the gap between micro and macro levels of analysis. The first portrait is of the human being as a Rational Autonomous Formal Reasoner. Human beings are seen here as rational, in the sense that they know what they like and behave in ways that maximize their fulfillment; autonomous in that they are capable of deciding for themselves; and formal reasoners in the classical tradition of logical thinking and argumentation. This portrait draws upon work in Economics, Philosophy, Political Science and Decision Science. The second portrait of human beings describes an Adaptive Heuristic Social Animal. Human behavior is seen here as adaptive, in that it generally promotes survival and the attainment of goals, but is not inherently optimal; heuristic in that simple "rules of thumb" guide behavior rather than formal rules or normative procedures; and social animals in that we are inherently interdependent and highly susceptible to the influence of others. This portrait is drawn from thinking in Social Psychology, Cognitive Psychology, and Education. The third portrait takes a critical perspective and suggests that human beings are Readers of Socially Constructed Signs. From this perspective what we call "reality" is a social construct that has been largely shaped by powerful socio-cultural entities such as multinational corporations. This view is quite critical of instrumental rationality, as an imperialistic cultural characteristic of the West. "Reasoning," according to this view, plays a relatively small role in everyday life. Rather, people are continually bombarded by images, signs, and other representations designed to shape their worldview. This portrait is drawn from work in Semiotics, Sociology, Social Criticism, and Postmodern social thought.
Course Goals:
The main goals of this course are to provide you with:
· A better understanding of the nature of human reason
· A better understanding of the nature of social influence
· A good introduction to key concepts from Philosophy, Economics, Political Science, Psychology, Communications, Semiotics, and Postmodern social thought
· An appreciation of three diverse views of human nature
· An enhanced ability to of compare, contrast, integrate, and synthesize important ideas from different theories, disciplines, and levels of analysis.
Divisional Commitments:
Writing: Western's Writing plan for this semester "invites students to examine critically interdisciplinary writing and to compare and contrast that with disciplinary writing. Writing assignments should aid students in critically exploring the merits and shortcomings of the disciplinary and interdisciplinary approaches to the course topic." This course explicitly meets these objectives through the final exam topic (below). Other writing experiences include weekly in-class assignments, and two longer assignments.
Quantitative Reasoning: The Rational Choice Assignment requires students to create and interpret economic graphs, such as indifference curves, and to apply Subjective Utility Theory to decision making. In the language of Western's plan for teaching quantitative reasoning across the curriculum, this is primarily an exercise in Quantitative Expression because it requires students to express key concepts in Economics and Decision Science in quantitative terms.
Western SEO: All Western sophomores must complete the SEO process by the announced due dates this semester (see the office of the Associate Dean for more details). If you do not complete the SEO process by the due date you will not receive a final grade in this class.
Thematic Sequence: This course is the second of a three course thematic sequence in social systems offered by the Western Program, and approved by the Liberal Education Council.
Academic Misconduct:
Please read Part V, Sections 501-507 of the Student Handbook. University policies on academic conduct apply to all aspects of this course.
Assignments:
Grades for this course will be based on a 1,000 point scale, with letter grades assigned in the traditional fashion (e.g., 90%+ = A etc.) The number of points for each assignment are outlined below.
Weekly in-class Assignments 10 x 15 weeks =150 Points
Rational Choice Assignment 150 Points
Social Influence Assignment 150 Points
Semiotic Analysis Assignment 150 Points
Participation in Seminar Discussions 100 Points
Take Home Final Exam 300 Points
Total 1000 Points
In-class Assignments: Each week, on either Tuesday or Thursday, there will be a brief in-class assignment given at the beginning of class. These assignments will draw on that day's required readings, and their purpose is to promote meaningful seminar discussions.
Rational Choice Assignment: An exercise in applying the theory of consumer behavior and Subjective Utility Theory.
Social Influence Assignment: An exercise in applied social psychology.
Semiotic Analysis Assignment: A semiotic analysis of advertising.
Participation in Seminar Discussions: In seminar sessions we will discuss the required readings as well as lectures and other relevant experiences. As a general rule, our goal will be to understand the author's position, to consider the implications of the author's position, and to critique that position in the liberal arts tradition. The professor will evaluate the quality of your participation in seminar discussions. It is expected that students will generally come prepared for class, will consistently engage in active listening, and will frequently (although not necessarily weekly) make thoughtful contributions to seminar discussions. This level of participation is the standard for the grade "B." Higher or lower grades for participation will be based on this standard. Students will receive informal feedback on participation midway through the semester.
Take Home Final Exam: The take home final exam will be due in your professor's office at the end of the scheduled exam period during finals week (the specific date TBA). The exam topic, in exact words, follows.
WCP 232 Final Exam: 300 Points, 15 - 20 typed, double spaced pages.
Topic: Describe your view of the nature of human reason and influence, and discuss the implications of your position for either marketing or international relations.
In addressing this topic, draw explicitly on at least three readings from each of the three modules of the course (individual book chapters may be considered separate readings). Defend your position against likely criticisms from each of the three perspectives portrayed in this course (and bolster your position with any supporting arguments from these perspectives). Your paper should include appropriate scholarly quotes and references presented in APA style.
Course Schedule
Note: The first column indicates the portrait of human nature, the weekly topic, and class meeting dates. The second column indicates readings and assignments. In addition, in-class assignments will be given on either Tuesday or Thursday each week. The third column indicates the number of pages you have been assigned to read (original text pages, not reader pages) and the name of that week's lecturer.
Week, Portrait, and Topic Reading/Assignment Pages/Lecture
1 Rational - Homo oeconomicus
Tuesday January 14 -
Thursday January 16 -
T: Course Syllabus 7 pages
TH: Reader - The Economic Approach to Behavior and Smith: Principle of the Division of Labor
4 Pages
Lecture: Wolfe & Louie
2 Rational - Rationality and Altruism
Tuesday Jan. 21 -
Thursday Jan. 23 - T: Reader - Sen: Rational Fools and Estler: Selfishness and Altruism
TH: Etzioni Chapter 8 What is Rational
27 Pages
14 Pages
Lecture: Bill Newell
3 Rational - Classical Reasoning and Rhetoric
Tuesday Jan. 28 -
Thursday Jan. 30 - T: Reader - Cottingham: Rationalism: The Classical Background, and Plato: Republic Book VII
TH: Reader - Aristotle: Rhetoric (p. 154-181) 33 Pages
25 Pages
27 Pages
Lecture: TBA
4 Rational - The Realist Perspective in International Relations
Tuesday February 4 -
Thursday February 6 - T: Reader - Kegley: Neoliberal Challenge to Realist Theories
TH: Reader - Holsti : Theories of IR and Foreign Policy: Realism and Its Challengers 17 Pages
23 Pages
Lecture: William Hazleton
5 Rational - Consumer Behavior and Rational Choice
Tuesday Feb. 11 -
Thursday Feb 13 - T: Reader - Mansfield: A Model of Consumer Behavior
TH: Reader - Fischoff: Judgment and Decision Making (Subjective Expected Utility p. 153-162)
Rational Choice Assignment Given 2/13 13 Pages
10 Pages
Lecture: Bill Newell
6 Adaptive - Bounded Rationality and the Heuristic Nature of Judgment
Tuesday Feb. 18 - NO CLASS (a Miami Monday)
Thursday Feb. 20 - T: NO CLASS
TH: Reader - Simon: Alternative Visions of Rationality and
Tversky & Kahneman: Judgment Under Uncertainty: Heuristics and Biases
32 Pages
17 Pages
Lecture: Wolfe
7 Adaptive - Informal Reasoning
Tuesday Feb. 25 -
Thursday Feb. 27 - T: Reader - Perkins, Allen & Hafner: Difficulties in Everyday Reasoning
TH: Reader - Perkins: Reasoning as Imagination
Rational Choice Assignment Due 2/27 11 Pages
19 Pages
Lecture: Wolfe
8 Adaptive - The Political Psychology of International Relations
Tuesday March 4 -
Thursday March 6 - T: Voss & Dorsey in Singer: Perception and IR and
Etheredge in Singer: More Rational than the Rationality Assumption
TH: Voss et. al. in Sternberg Ch 4: Representation to Decision: Problem Solve in IR 22 Pages
11 Pages
34 Pages
Lecture: Wolfe
Week of March 9 - 16 SPRING BREAK (no class)
9 Adaptive - The Social Psychology of Reciprocation, Commitment, and Consistency
Tuesday March 18 -
Thursday March 20 - T: Robert Cialdini (Book) Influence: Science and Practice, Chapter 2 (19-49) Reciprocation
TH: Cialdini (Book) Chapter 3 (50-92) Commitment and Consistency
Social Influence Assignment Given 3/20 30 Pages
42 Pages
Lecture: TBA
10 Adaptive - The Social Psychology of Liking, Scarcity and Consent
Tuesday March 25 -
Thursday March 27 - T: Robert Cialdini (Book) Influence: Science and Practice, Chapter 5 (136-169) Liking, the Friendly Thief
TH: Cialdini (Book) Chapter 7 (194-221) Scarcity, the Rule of the Few, and Chapter 8 (223-229) Primitive Consent for an Automatic Age 33 Pages
27 Pages
7 Pages
Lecture: Dick Sherman
11 Socially Constructed - Postmodernism, Representation, and Propaganda
Tuesday April 1 - April Fools Day (still have class, no foolin')
Thursday April 3 - T: Reader - Ehrenfeld "The Arrogance of Humanism", Shiva "Problems with the Enlightenment" C. Wright Mills: On Reason and Freedom and Hassard and Parker: Postmodernism and Organizational Analysis
TH: Reader - Herman & Chomsky: A Propaganda Model
Social Influence Assignment Due 4/3 3 Pages
4 Pages
12 Pages
23 Pages
35 Pages
Lecture: Louie
Media Night: Tuesday 7:30
12 Socially Constructed - Semiotics and Advertising
Tuesday April 8 -
Thursday April 10 - T: Goldman & Papson (Book) Sign Wars - Intro & Chapter 1: Sign Wars
TH: Goldman & Papson Chapter 2: Advertising in the Age of Hypersignification 54 Pages
28 Pages
Lecture: Pedelty
13 Socially Constructed - Alienation, Authenticity, and Advertising
Tuesday April 15 -
Thursday April 17 -
T: Goldman & Papson Chapter 3: Yo! Hailing the Alienated Spectator & Goldman Chapter 4: The Flip Side of Jadedness: Memory and a Sense of Place
TH: Goldman & Papson Chapter 5: Authenticity in the Age of the Poseur
Semiotic Analysis Assignment Given 4/15 32 Pages
26 Pages
45 Pages
Lecture: Louie
14 Socially Constructed - Commodification and the Commodity Self
Tuesday April 22 -
Thursday April 24 - T: Goldman & Papson Chapter 6: Green Marketing and the Commodity Self
TH: Goldman & Papson Chapter 7: The Corporate Politics of Sign Value and Conclusion: Sneakerization and Hyperculture 28 Pages
39 Pages
18 Pages
Lecture: Louie
15 Socially Constructed - International/Intertextual Relations
Tuesday April 29 -
Thursday May 1 - May Day May Day (still have class) T: Reader - Shapiro in Derian & Shapiro: International/Intertextual Relations: Textualizing Global Politics
TH: Reader - Luke in Derian: What's wrong with Deterrence? A Semiotic Interpretation
Course Evaluation (required)
Semiotic Analysis Assignment Due 4/29 11 Pages
21 Pages
Lecture: Wolfe and Louie
Finals Week May 5 - 9 Take Home Final Exam due in instructor's office at the end of the regularly scheduled exam period (time to be announced).
Required Reading:
Cialdini, Robert B. (1993). Influence: Science and Practice. Glenview, IL: Scott, Foresman and Company.
Goldman, Robert and Papson, Stephen (1996). Sign Wars: The Cluttered Landscape of Advertising. New York: The Guilford Press.
Wolfe, Christopher and Louie, Andrea (1997). Reasoning and Persuasion Reader. Oxford, OH: Oxford Copy Shop.
Reader Table of Contents:
(1) McKenzie, Richard and Tullock, Gordon (1975). "The Economic Approach to HumanBehavior," (from, The New World Of Economics: Explorations Into The Human Experience). Homewood, IL: Richard D. Irwin.
(2) Smith, Adam (1776). "Of the Principle which gives occasion to the Division of Labour" (from The Wealth of Nations). New York: The Modern Library.
(3) Sen, Amartya K. (1990) "Rational Fools: A Critique of the Behavioral Foundations of Economic Theory" (from Jane J. Mansbridge (Ed.) Beyond Self Interest). Chicago, IL: University of Chicago Press.
(4) Elster, Jon (1990). "Selfishness and Altruism" (from Jane J. Mansbridge (Ed.) Beyond Self Interest). Chicago, IL: University of Chicago Press.
(5) Etzioni, Amitai (1988). "What is Rational?" (from The Moral Dimension: Toward a New Economics). New York: The Free Press.
(6) Cottingham, John (1984). "Terms and Methods," and "The Classical Background" (from Rationalism). London, UK: Paladin Granada Publishing.
(7) Plato (1961). "Republic: Book VII" (from Edith Hamilton & Huntington Cairns (Eds.) The Collected Dialogues of Plato). Princeton, NJ: Princeton University Press.
(8) Aristotle (1982). "Rhetoric: Book II" Chapters 22-26. (from Lane Cooper (translator) The Rhetoric of Aristotle). New York: D. Appleton & Co.
(9) Kegley, Charles W. Jr. (1995). "The Neoliberal Challenge to Realist Theories of World Politics: An Introduction" (from Charles W. Kegley, Jr. (Ed.) Controversies in International Relations Theory: Realism and the Neoliberal Challenge). New York: St. Martin Press.
(10) Holsti, Ole R. (1995). "Theories of International Relations and Foreign Policy: Realism and Its Challengers" (from Charles W. Kegley, Jr. (Ed.) Controversies in International Relations Theory: Realism and the Neoliberal Challenge). New York: St. Martin Press.
(11) Mansfield, Edwin (1989). "Getting Behind the Demand Curve" (from Principles of Economics 6th edition). New York: W. W. Norton.
(12) Fischoff, Bauruch (1988) "Judgment and Decision Making: Subjective Expected Utility" (from Robert J. Sternberg and Edward E. Smith (Eds.) The Psychology of Human Thought). Cambridge, UK: Cambridge University Press.
(13) Simon, Herbert A. (1983) "Alternative Visions of Rationality" (from Reason in Human Affairs). Stanford, CA: Stanford University Press.
(14) Tversky, Amos and Kahneman, Daniel (1982). "Judgment Under Uncertainty: Heuristics and Biases" (from Amos Tversky and Daniel Kahneman (Eds.) Judgment Under Uncertainty: Heuristics and Biases). Cambridge, UK: Cambridge University Press.
(15) Perkins, David, Allen, Richard, and Hafner, James (1983). "Difficulties in Everyday Reasoning" (from W. Maxwell (Ed.) Thinking: The Expanding Frontier). Philadelphia, PA: Franklin Institute Press.
(16) Perkins, David (1984). Reasoning as Imagination. Harvard Project Zero, Graduate School of Education, Harvard University.
(17) Voss, James F. and Dorsey, Ellen (1992). "Perception and International Relations: An Overview" (from Eric Singer and Valerie Hudson (Eds.) Political Psychology and Foreign Policy). Boulder, CO: Westview Press.
(18) Etheredge, Lloyd S. (1992). "On Being More Rational than the Rationality Assumption: Dramatic Requirements, Nuclear Deterrence, and the Agenda for Learning" (from Eric Singer and Valerie Hudson (Eds.) Political Psychology and Foreign Policy). Boulder, CO: Westview Press.
(19) Voss, James F., Wolfe, Christopher R., Lawrence, Jeanette A., and Engle, Randi A. (1991). "From Representation to Decision: An Analysis of Problem Solving in International Relations" (from Robert J. Sternberg and Peter A. Frensch (Eds.) Complex Problem Solving: Principles and Mechanisms). Hillsdale, NJ: Erlbaum.
(20) Ehrenfeld, David (1978). "The Arrogance of Humanism" (from Andrew Dobson (Ed.) The Green Reader: Essays Toward a Sustainable Society). San Francisco, CA: Mercury House.
(21) Shiva, Vandana (1988). "Problems with the Enlightenment" (from Andrew Dobson (Ed.) The Green Reader: Essays Toward a Sustainable Society). San Francisco, CA: Mercury House.
(22) Mills, C. Wright (1959). "On Reason and Freedom" (from The Sociological Imagination). New York: Oxford University Press.
(23) Hassard, John (1993). "Postmodernism and Organizational Analysis: An Overview" (from John Hassard and Martin Parker (Eds.) Postmodernism and Organizations). London, UK: Sage Publications.
(24) Herman, Edward S. and Chomsky, Noam (1988). "A Propaganda Model" (from Manufacturing Consent). New York: Pantheon Books.
(25) Shapiro, Michael (1989). "Textualizing Global Politics" (from James Der Derian and Michael J. Shapiro (Eds.) International/Intertextual Relations). Lexington MA: Lexington Books.
(26) Luke, Timothy W. (1989). "What's Wrong with Deterrence? A Semiotic
Interpretation of National Security Policy" (from James Der Derian
and Michael J. Shapiro (Eds.) International/Intertextual Relations). Lexington
MA: Lexington Books.
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