Instructor’s Manual and Test Bank
g g g g
for
Persuasion, Social Influence,
g g g
and Compliance Gaining
g g
Sixth Edition g
Chathi Anderson
g
California State University, Fullerton
g g g
Robert H. Gass g g
California State University, Fullerton
g g g
John S. Seiter
g g
Utah State University
g g
Routledge/Taylor gand gFrancis
,Instructor’s gManual gand gTest gBank gto gaccompany gPersuasion, gSocial gInfluence, gand gCompliance gGaining, gSixth gEdition
All grights greserved. gManufactured gin gthe gUnited gStates gof gAmerica. gThe gcontents, gor gparts
gthereof, gmay gbe greproduced gwith gPersuasion, gSocial gInfluence, gand gCompliance gGaining,
gSixth gEdition, gby gRobert gH. gGass gand gJohn gS. gSeiter, gprovided gsuch greproductions gbear
gcopyright gnotice, gbut gmay gnot gbe greproduced gin gany gform gfor gany gother gpurpose gwithout
gwritten gpermission gfrom gthe gcopyright gowner.
ii
,Instructor’s gManual gand gTest gBank gto gaccompany gPersuasion, gSocial gInfluence, gand gCompliance gGaining, gSixth gEdition
Table gof gContents
Sample gSyllabi .............................................................................................................................................................. 1
Instructor’s gManual/ gTest gBank
Chapter g1: gWhy gStudy gPersuasion? ........................................................................................................................... 5
Chapter g2: gWhat gConstitutes gPersuasion? ................................................................................................................ 16
Chapter g3: gAttitudes gand gConsistency ...................................................................................................................... 27
Chapter g4: gCredibility ................................................................................................................................................ 41
Chapter g5: gCommunicator gCharacteristics gand gPersuadability................................................................................ 51
Chapter g6: gConformity gand gInfluence gin gGroups ................................................................................................... 61
Chapter g7: gLanguage gand gPersuasion ....................................................................................................................... 72
Chapter g8: gNonverbal gInfluence ................................................................................................................................ 80
Chapter g9: gStructuring gand gOrdering gPersuasive gMessages ................................................................................... 89
Chapter g10: gCompliance gGaining ............................................................................................................................. 96
Chapter g11: gSequential gPersuasion g ....................................................................................................................... 104
Chapter g12: gDeception ............................................................................................................................................. 113
Chapter g13: gMotivational gAppeals .......................................................................................................................... 119
Chapter g14: gVisual gPersuasion ................................................................................................................................ 128
Chapter g15: gEsoteric gForms gof gPersuasion ............................................................................................................ 138
Chapter g16: gThe gEthics gof gPersuasion ................................................................................................................... 147
iii
, Instructor’s gManual gand gTest gBank gto gaccompany gPersuasion, gSocial gInfluence, gand gCompliance gGaining, gSixth gEdition
4
g g g g
for
Persuasion, Social Influence,
g g g
and Compliance Gaining
g g
Sixth Edition g
Chathi Anderson
g
California State University, Fullerton
g g g
Robert H. Gass g g
California State University, Fullerton
g g g
John S. Seiter
g g
Utah State University
g g
Routledge/Taylor gand gFrancis
,Instructor’s gManual gand gTest gBank gto gaccompany gPersuasion, gSocial gInfluence, gand gCompliance gGaining, gSixth gEdition
All grights greserved. gManufactured gin gthe gUnited gStates gof gAmerica. gThe gcontents, gor gparts
gthereof, gmay gbe greproduced gwith gPersuasion, gSocial gInfluence, gand gCompliance gGaining,
gSixth gEdition, gby gRobert gH. gGass gand gJohn gS. gSeiter, gprovided gsuch greproductions gbear
gcopyright gnotice, gbut gmay gnot gbe greproduced gin gany gform gfor gany gother gpurpose gwithout
gwritten gpermission gfrom gthe gcopyright gowner.
ii
,Instructor’s gManual gand gTest gBank gto gaccompany gPersuasion, gSocial gInfluence, gand gCompliance gGaining, gSixth gEdition
Table gof gContents
Sample gSyllabi .............................................................................................................................................................. 1
Instructor’s gManual/ gTest gBank
Chapter g1: gWhy gStudy gPersuasion? ........................................................................................................................... 5
Chapter g2: gWhat gConstitutes gPersuasion? ................................................................................................................ 16
Chapter g3: gAttitudes gand gConsistency ...................................................................................................................... 27
Chapter g4: gCredibility ................................................................................................................................................ 41
Chapter g5: gCommunicator gCharacteristics gand gPersuadability................................................................................ 51
Chapter g6: gConformity gand gInfluence gin gGroups ................................................................................................... 61
Chapter g7: gLanguage gand gPersuasion ....................................................................................................................... 72
Chapter g8: gNonverbal gInfluence ................................................................................................................................ 80
Chapter g9: gStructuring gand gOrdering gPersuasive gMessages ................................................................................... 89
Chapter g10: gCompliance gGaining ............................................................................................................................. 96
Chapter g11: gSequential gPersuasion g ....................................................................................................................... 104
Chapter g12: gDeception ............................................................................................................................................. 113
Chapter g13: gMotivational gAppeals .......................................................................................................................... 119
Chapter g14: gVisual gPersuasion ................................................................................................................................ 128
Chapter g15: gEsoteric gForms gof gPersuasion ............................................................................................................ 138
Chapter g16: gThe gEthics gof gPersuasion ................................................................................................................... 147
iii
, Instructor’s gManual gand gTest gBank gto gaccompany gPersuasion, gSocial gInfluence, gand gCompliance gGaining, gSixth gEdition
4
