ID:
DSSP25
Duration (hours):
48
CFU:
6
SSD:
PSICOLOGIA SOCIALE
Located in:
PESCARA
Url:
ECONOMICS AND BEHAVIORAL SCIENCES/CORSO GENERICO Year: 1
Year:
2025
Course Catalogue:
Overview
Date/time interval
Terzo Quadrimestre (25/03/2026 - 08/06/2026)
Syllabus
Course Objectives
The course contributes to the achievement of the educational objectives of the Course of Studies in Economics and Behavioral Sciences by providing the knowledge and skills of psychosocial and socio-cognitive sciences aimed at training experts in behavioral sciences for marketing interventions, policy design and control to promote public welfare, and enhancement of human resources.
During the course both methodological and ethical issues associated with the use of these tools will be explored and the advantages and disadvantages of interpersonal, organizational and collective influence processes will be discussed, deepening the integrative potential between nudging and boosting aimed at personal and social empowerment. With a wide use of case histories and examples, interventions of influence on different social scales, with different methodologies, with different investments and with different results will be illustrated.
Outcomes
The student will know the fundamental mechanisms underlying the processes of decision making, influence and persuasion.
The student will be able to recognize the environmental, social, communicative and cognitive components that can guide the behavior of individuals and groups.
The student will be able to distinguish the processes of influence that aim to give power from those that create dependence and loss of power.
At the end of the course the student will be able to plan a nudging intervention in different contexts, using different methodologies and knowing how to measure both direct and proximal as well as indirect and distal effects.
Course Prerequisites
The proposed program will also allow students who have not previously matured disciplinary knowledge to reach the indicated training objectives. There are therefore no prerequisites, but supplementary readings can be recommended.
Teaching Methods
The proposed program will also allow students who have not previously matured disciplinary knowledge to reach the indicated training objectives. There are therefore no prerequisites, but supplementary readings can be recommended.
The course is structured in 48 hours of frontal teaching, divided into 2 and 3 hours lessons, twice a week, according to the academic calendar. Different and synergistic teaching methods will be adopted:
Classroom lessons, exercises, simulations, individual and group projects, reports, field activities and didactic visits.
Assessment Methods
The examination consists of three parts.
A written test to verify the acquisition of theoretical fundamentals.
A public presentation with the support of PowerPoint or similar programs, of a topic of interest to colleagues in the classroom.
The elaboration of an original nudging intervention project developed through group work (for attending students) or individual work (for non-attending students).
The final grade will be in thirtieth and calculated as follows: 50% Written test; 20% Presentation to an expert audience; 30% evaluation of the paper on the original nudging intervention project.
Texts
Cialdini, R. (2007). Influence: The Psychology of Persuasion. New York City: Harperbusiness. 320 pages. ISBN-10: 006124189X
Thaler, R. and Sustein, C. (2009). Nudge: Improving Decisions About Health, Wealth, and Happiness. New York: Penguin Group USA. 312 pages. ISBN-10: 9780143115267
Shotton, R. (2018). The choice factory : how 25 behavioural biases influence the products we decide to buy. Great Britain : Harriman House. 202 pages. ISBN: 9780857196095
Contents
System 1 and 2 in decision and persuasion processes
Heuristics and persuasive levers
The fundamental principles of persuasion
The fundamentals of decision-making processes
Sistema 1 e 2 nei processi di decisione e persuasione
Euristiche e leve persuasive
I principi fondamentali della persuasione
I fondamenti dei processi decisionali
I modelli psicologici della decisione
Bias ed euristiche nella decisione
Questione etiche su influenza e persuasione
La libertà di essere influenzati
Processi sociocognitivi ed influenza
L’impatto della persuasione narrativa
Imagery e processi persuasivi
Processi emotivi nella influenza
L'influenza come architettura d'elezione
Il ruolo del feedback e degli incentivi
L'impatto della leva sociale
Pigrizia e paura nel dirigere le scelte
Influenza e benessere sociale
Dal nudging al boosting
System 1 and 2 in decision and persuasion processes
Heuristics and persuasive levers
The fundamental principles of persuasion
The fundamentals of decision-making processes
The psychological models of the decision
Bias and heuristics in the decision
Ethical issues of influence and persuasion
The freedom to be influenced
Sociocognitive processes and influence
The impact of narrative persuasion
Imagery and persuasive processes
Emotional processes in influenza
Influence as the architecture of choice
The role of feedback and incentives
The impact of social leverage
Laziness and fear in directing choices
Influence and social welfare
From nudging to boosting
The psychological models of the decision
Bias and heuristics in the decision
Ethical issues of influence and persuasion
The freedom to be influenced
Sociocognitive processes and influence
The impact of narrative persuasion
Imagery and persuasive processes
Emotional processes in influenza
Influence as the architecture of choice
The role of feedback and incentives
The impact of social leverage
Laziness and fear in directing choices
Course Language
Italian
Degrees
Degrees
ECONOMICS AND BEHAVIORAL SCIENCES
Master’s Degree
2 years
No Results Found
People
People
Docenti di ruolo di IIa fascia
No Results Found