Theories of Persuasion

Com 210 - Spring 2002 -

Class Schedule Delivery Tips Social Influence
Grading Scale Course Reqs Course Objectives
Office Hours PowerPoint-Gass Grades
Persuasion Principals Discussion Questions
 

Instructor:  Thomas Salcido Hobbs
             Office:  Moulton Center - 217A
             Telephone: (714) 532.6047
             E-mail Address:  thobbs@chapman.edu
HomePage : Click Here http://www.chapman.edu/comm/comm/faculty/hobbs.html
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OFFICE HOURS
Monday 1-4 pm; 
Tuesdays and Thursdays 1-2 pm 
Wednesdays 1-3 pm
-CALL or email for an appointment

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COURSE DESCRIPTION

You will apply learned persuasive theories in politics, social action campaigns, commercials, news media coverage, and sales presentations. You will study the effects of persuasive messages, source credibility, message variables, image-building and personality factors involved in the process of persuasion.

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COURSE REQUIREMENTS

Texts: 
Gass, R. H. & Seiter, J.S. Persuasion, Social Influence and Compliance-Gaining. Allyn & Bacon, 1999
Cialdini, R. B. Influence: The Psychology of Persuasion Quill Morrow 2000

Required   Materials:  Current e-mail address and the skills to use e-mail and the Internet on a weekly basis.

  • Assumptions
  • 1. You are already competent as a persuader. You could never have reached the level of achievement you now enjoy without this competence. Your competence comes from your willingness to learn.  There is no limit to how competent you can become. The only limits are those you place upon yourself. You can greatly exceed what you have been able to do in the past. My job as your professor is to assist you in increasing your competence.

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  • 2. You are responsible. Other people are powerless over you. I cannot make you learn and neither can anyone else. You will profit most if you are committed to using the new options presented in this course before you make a decision as to their value for you.

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  • 3. There is no limit to the number of new options you can learn to use effectively in your communication. And, options are important, as the person with the most options controls the outcome of any interaction, business or otherwise.

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  • 4. Finally, the most important questions you can ask in this course are "so what?" and "How can I use this." I invite you to frequently ask and answer them.

  • I appreciate and expect all students to e-mail me with questions, problems and concerns about this course--communication is very important to success of this course!

    Attendance:

    You are allowed 9 hours absence for the semester.  After nine hours you will be dropped from the class (NO EXCEPTIONS). You may use them any way you choose. For illness, flat tires, "mental health" days, whatever.  You need not present excuses for your absences.  Attendance is noted at the beginning of class. Three lates equal one absence.

    Exceptions will be made for official university excused absences (athletics, Dean excused absences) provided that appropriate documentation is presented; however, those with several university excused absences are not to interpret the policy as meaning they can add three "freebies" to their university excused absences. 

    The goal here is to miss as few classes as possible-"excused" or not.  As this course involves much participation, your attendance is essential!!  Just trying to "read the book and get by" is a waste of your time and money. Since this class will involve lecture, and classroom activities, attendance is critical. In accordance with University policy, miss four classes and you can be dropped from class. More than four absences will also result in lowering of your final grade.
     

    Presentations
    You will prepare and deliver one chapter presentations for the Cialdini Text.
    This is a group assignment and will require developing PowerPoint slides - No Make-ups
    FINAL PRESENTATION
    In groups you will prepare a persuasive presentation given during the last two weeks of the semester. Each presentation will be from 30- 40 minutes long. Each group will select several communication theories to demonstrate.
    Each group will put on an INFOMERCIAL demonstrating and applying the theoretical concepts.  Each group member MUST contribute equally in the oral presentation. 
     

    Papers 
    There will be one short paper assigned during the semester. Details will be handed out or posted on the web site.

    Late Assignments and Make-Up Exams

    • Make-up exams will be given only if a serious, compelling, and verifiable cause (such as an acute medical emergency) can be demonstrated, and the student has made every reasonable effort to contact the instructor beforehand. Such determinations will be made entirely at the instructors discretion. 

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    • Make-up exams will not be given for reasons such as car trouble, work scheduling conflicts, relationship crises, or non-school related travel plans. 

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    • All assignments will be announced sufficiently in advance to allow for thorough preparation and timely completion. 

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    • All assignments should be submitted in class, on their scheduled due dates. 

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    • Assignments that are submitted one class meeting late will be docked one letter grade.

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    • Assignments that are submitted two class meetings late will be accepted for half-credit. Assignments will not be accepted two class meetings beyond their due date. 


    Class Ethics/Plagiarism:
    It is unethical to use as your own work something prepared by another person without credit. You are encouraged to research material for your presentations and written assignments, and you must cite your sources. Plagiarism may be grounds for dismissal from the university.  It is also unethical to interfere with another individual's learning, this includes disruptive audience behavior. 

    Classroom Courtesy 
    Do not enter the class while someone is giving their presentation. Courtesy, basic to effective business communication, is important in the classroom as well as in the work place. Disruptive individuals will be asked to leave the classroom and may be asked to withdraw from the class should the disruptive behavior continue. Turn off all electronic signaling devices. Students should either not bring such equipment to class or set it for inaudible signaling. 

    Academic Integrity Policy:
     The department is committed to the highest standards of ethical conduct and academic excellence. Any student found guilty of plagiarism, fabrication, cheating on exams or purchasing papers or other assignments will receive a failing grade in the course (see University catalog statement on academic misconduct). 
     

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    COURSE OBJECTIVES

    1. Course Objectives: 

    2. This is a performance class premised on the principles of LEARNING BY DOING. The goal of this course is to improve your critical thinking skills. You will have the opportunity, in a supportive environment, to develop the skills and self-confidence necessary to develop and present persuasive presentations in front of groups. It is likely that each of you will be called on at some time in your career to address an audience. Your ability to adequately prepare and present yourself professionally will enhance not only your credibility but also your career opportunities. 

      This class will be highly interactive. My goal is to have discussion-oriented lectures, complemented with video examples and educational activities. Consequently, you must keep up with all reading and activities. 

      The focus in this course is on gaining greater understanding of, and hence rapport with, people with whom you want to do business. The greatest idea, product or service in the world will never be used unless someone becomes convinced of its value. The communication process by which the perception of value is created is called persuasion. 
      A major goal for the course is to increase your awareness of how you use verbal and nonverbal codes to influence others and how others use the same codes to influence you. 
       

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    GRADING

    Activity
    Points
      Exams  2
    200
      1 group chapter presentation
      30
      Attendance (5 pts for each class)
      65 
    Chapter Discussion Questions
     80
    Quizzes
    125
    Paper 1 - Theory Research
    50
    Group Project
    100
    Total
    650

    GRADING SCALE

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    93 - 100% A 
    90 - 92%   A-
    87 - 89%   B+ 
    83 - 86%   B 
    80 - 82%  B-
    77 - 79%   C+ 
    73 - 76%   C 
    70 - 72%  C- 
    67 - 69%   D+ 
    63 - 66%  D 
    60 - 62%  D- 
    Below 60%  F

    Tom's Home Page                               Page Manager: thobbs@chapman.edu

    Revised: January 2002