Instructor:                     Edward T. Vieira, Jr., MBA                   Email:     

Class Meeting Times:    MW: 10:30-1:30 PM                                            

Classroom Location:      A 325                                                   Tel.:                  (860) 768-5418

Office Hours:                By Appointment                                    Mailbox:            HJG Rm. E-222

Place:                           HJG Rm. E-225



“Surely whoever speaks to me in the right voice, him or her I shall follow.”

by Walt Whitman



REQUIRED TEXTBOOKS:  -Persuasive Communication, by Erwin P. Bettinghaus & Michael

 J. Cody, 5th Edition.



COURSE DESCRIPTION:    This course is designed to heighten students’ understanding of the ways in which people influence one another with speech and symbolic gestures. The course will provide analysis of social aspects of persuasion, cultural basis of beliefs, and theories of attitude change.



PREREQUISITE: CMM 110 (Introduction to Communication).



COURSE OBJECTIVES:      1. To learn and understand the basic theories and terminology in

                                                    persuasion and attitude change.

                                                2. To examine and understand the significant aspects of the influence

                                                    process in persuasion and attitude change.

                                                3. To study and understand the pragmatic use and effectiveness of

                                                    persuasive messages in a number of important situations.



EXAMINATION MATERIAL: Exams will cover all text readings, handouts, homework assignments, lectures, and videos viewed in class. Exams are not cumulative per se; however, the material builds on itself, and, in that sense, one must be cognizant of previous concepts covered through the midterm test for the final examination.



COURSE GRADING:                        Midterm Exam:                                     35%

                                                Class Participation & Assignments:        30%

                                                Final Exam:                                           35%


COURSE REQUIREMENTS: Everyone is required to purchase and bring the textbook to class. The text is necessary for any class exercises, homework assignments, and exam preparation. Additionally, as in any organization, one's contribution depends on attendance, a positive attitude, and the submission of valuable ideas. If one does not participate in class discussion, one cannot take advantage of the opportunity to contribute to the group. Participation enhances the classroom experience for everyone. Lastly, excused absences must be based upon a significant reason as determined by the instructor. It is the student's responsibility to apprise the instructor of his/her absence and/or reason for not attending class. The student may email or call the instructor in advance (if possible) with the appropriate specifics. Further, if one must leave class early, please notify the instructor before the lecture begins. Lastly, submitting any work late will result in a significant grade reduction.



GENERAL CLASSROOM POLICY: Please note that food and beverages are not allowed in the classroom, and cell phones must be turned off while class is in session. Also, other than the course grading structure, this syllabus is subject to modification at the instructor's discretion.



UNIVERSITY POLICY: Academic Honesty Statement from The Source and Manual of Academic Policies and Procedures. All students are expected to observe generally accepted principles of scholarly writing in all examinations, compositions, papers, essays, tests, quizzes, reports and dissertations whether written in the classroom or outside. Sources of information used by a student in the preparation of work submitted as a basis for credit, or for a grade, or to satisfy graduate or undergraduate thesis requirements shall be clearly indicated in some conventional manner, such as by the use of quotation marks, footnotes, and bibliography. Also, students are forbidden to submit as their own any project, paper, or creative work which is in whole or part the work of another. Next, the use of a term paper writing service, such services being prohibited by Connecticut law, is academically dishonest and violate rules of scholarship. Moreover, all examinations and quizzes are to be completed without reference to books or notes, except when the instructor of a course shall have given explicit authorization for an "open-book examination" or some other specified sort of assistance. Except as authorized by the instructor, no student is to give or receive assistance in the completion of an examination or a quiz.



DAY                DATE              TOPIC                                                            READINGS



W                     5/21                  Cover syllabus, introduction & ethics                              Chapter 1


M                     5/26                  No Class-Holiday


W                     5/28                  Attitudes, beliefs, & expectancy value theory                  Chapter 2


M                     6/2                    Message learning, attribution, & belief change                 Chapter 3-4


W                     6/4                    Source characteristics                                                    Chapter 5


M                     6/9                    Predicting responses                                                      Chapters 6-7

                                                Review for midterm exam


W                     6/11                  MIDTERM EXAMINATION



M                     6/16                  Message construction &                                                            Chapters 8-9

                                                Nonverbal communication and credibility


W                     6/18                  Applications of persuasive messages                              Chapter 13-14

                                                Skoda case study analysis


M                     6/23                  Review for final exam

                                                Special topics


W                     6/25                  Special topics


M                     6/30                  FINAL EXAMINATION



NOTE: Homework assignments and additional article readings will be given accordingly.