Test Bank for Persuasion, Social Influence and Compliance Gaining, 7th Edition Gass (All Chapters included)
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Complete Test Bank for Persuasion, Social Influence and Compliance Gaining, 7th Edition by Robert H. Gass, John S. Seiter ; ISBN13: 9780367528485. (Full Chapters included Chapter 1 to 16)....
Chapter 1: Why Study Persuasion?.
Chapter 2: What Constitutes Persuasion?.
Chapter 3: Attitudes and Cons...
Chapter 5: Communicator Characteristics and Persuasion .......................................................................................... 54
Chapter 6: Conformity and Influence in Groups ......................................................................................................... 64
Chapter 7: Language and Persuasion ........................................................................................................................... 76
Chapter 15: Esoteric Forms of Persuasion ................................................................................................................. 143
Chapter 16: The Ethics of Persuasion ........................................................................................................................ 153
, Sample Course Syllabi
General Information
Instructor: Aristotle
Office: Acropolis 210
Office Hours: M 9-11 a.m., W 1-3 p.m., and by appointment
Office Phone: 399-4321
Text: Gass, R. H. & Seiter, J. S. (2022). Persuasion, social influence, and compliance gaining (7th ed.). New York:
Routledge/Taylor & Francis.
Goals of the Course
The primary goal of this course is to provide students with a solid grounding in theories, principles, and strategies of
social influence as they apply to everyday contexts in which influence attempts take place. Students should gain
familiarity with findings from empirical investigations on persuasion, social influence, and compliance gaining, and
will learn about strategies and techniques of persuasion relating to a wide variety of real-life communication
contexts, situations, and settings.
Graded Assignments (possible options)
1. Exams: (3 on semester system, 2 on quarter system) will consist of true/false, multiple choice, and essay
questions. (Each exam will be worth 50 points.)
2. Paper #1: Your first paper should examine the ways in which a specific variable affects the process of persuasion
(e.g., the effect of physical attractiveness on credibility, or the effect of peer pressure on conformity, or the effect of
fear appeals on compliance with health messages). You should analyze and integrate findings of past research that
explore the relationship between the variables you select. (Worth 15 points.)
3. Paper #2: Your second paper should consist of a context-based analysis of compliance gaining. You should select
a specific context or setting in which compliance gaining occurs and examine the range of strategies and tactics used
both by those seeking to influence, and those seeking to resist, influence attempts. Some examples of suitable
contexts or settings for compliance gaining include:
• adolescent peer influence
• charitable fundraising and philanthropic giving
• classroom compliance gaining
• cult conversion and deprogramming
• food server-restaurant patron relationships
• intimates and compliance gaining
• intercultural or cross-cultural compliance gaining
• organizational compliance gaining
• physician-patient influence
• police interrogation and custodial interviews
• retail sales transactions
• support groups and self-help organizations
• public health awareness campaigns (D.A.R.E., condom use, Just Say No, etc.)
• product placement; product planting (TV, cinema)
• viral marketing (grassroots, word-of-mouth)
• shock ads; subvertising
• social movements (pro-choice/pro-life, animal rights, promise-keepers, etc.)
• Web advertising, online marketing
Your task is to identify the primary strategies, tactics, and forms of influence that characterize or typify compliance
gaining in the particular context. You should also demonstrate that you have a solid grasp of the literature in the
particular context. Your paper should reflect your understanding of theories, concepts, and processes central to the
context you've chosen.
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