Dynamics of Persuasion 7th Edition Perloff Test Bank.docx

Instructor’s Manual and Test Bank
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Persuasion, Social Influence,
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and Compliance Gaining
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Sixth Edition
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ChathigAnderson
CaliforniagStategUniversity,gFullerton

RobertgH.gGass
CaliforniagStategUniversity,gFullerton

JohngS.gSeiter
UtahgStategUniversity




Routledge/TaylorgandgFrancis

, Instructor’sgManualgandgTestgBankgtogaccompanygPersuasion,gSocialgInfluence,gandgCompliancegGaining,gSixthgEdition




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f,gmaygbegreproducedgwithgPersuasion,gSocialgInfluence,gandgCompliancegGaining,gSixthgEditio
n,gbygRobertgH.gGassgandgJohngS.gSeiter,gprovidedgsuchgreproductionsgbeargcopyrightgnotice,gbut
gmaygnotgbegreproducedginganygformgforganygothergpurposegwithoutgwrittengpermissiongfromgtheg
copyrightgowner.




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, Instructor’sgManualgandgTestgBankgtogaccompanygPersuasion,gSocialgInfluence,gandgCompliancegGaining,gSixthgEdition




TablegofgContents

SamplegSyllabi .............................................................................................................................................................. 1

Instructor’sgManual/gTestgBank

Chapterg1:gWhygStudygPersuasion? .............................................................................................................................. 5

Chapterg2:gWhatgConstitutesgPersuasion? .................................................................................................................. 16

Chapterg3:gAttitudesgandgConsistency ........................................................................................................................ 27

Chapterg4:gCredibility ................................................................................................................................................. 41

Chapterg5:gCommunicatorgCharacteristicsgandgPersuadability................................................................................... 51

Chapterg6:gConformitygandgInfluencegingGroups ....................................................................................................... 61

Chapterg7:gLanguagegandgPersuasion ......................................................................................................................... 72

Chapterg8:gNonverbalgInfluence ................................................................................................................................. 80

Chapterg9:gStructuringgandgOrderinggPersuasivegMessages ....................................................................................... 89

Chapterg10:gCompliancegGaining ............................................................................................................................... 96

Chapterg11:gSequentialgPersuasiong .......................................................................................................................... 104

Chapterg12:gDeception .............................................................................................................................................. 113

Chapterg13:gMotivationalgAppeals ............................................................................................................................ 119

Chapterg14:gVisualgPersuasion.................................................................................................................................. 128

Chapterg15:gEsotericgFormsgofgPersuasion ............................................................................................................... 138

Chapterg16:gThegEthicsgofgPersuasion ...................................................................................................................... 147




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, Instructor’sgManualgandgTestgBankgtogaccompanygPersuasion,gSocialgInfluence,gandgCompliancegGaining,gSixthgEdition




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