3. Motives For Not Reading
• Students generally rely on exams as they mostly have
higher percentages than class participation.
• They mostly choose not to come to classes
and study right before the exams
4. Syllabus:
75%
Types of Assessment and Learning Goals:
Participation–
50%
(Class discussion on the date’s assign material including chapters
& cases)
25%
Pop Quizzes
10%
Midterm
15%
Final
5. REASON WHY?
• People like to have a reason. A reason helps people make a
decision and justify their action
• Attaching a reason to a request increases the rate of
reading assigned material before coming to class
Because,
You will get higher grades
You will not accumulate material before exam
You will not have lower grades compared to your peers
6. Principles of Persuasion
• The Principle of Consensus or Social Proof
– This syllabus is obliged to everyone taking the class
– It requires coming to class prepared, if not the student is
most likely to fail because of the grade distribution
– Because of that, majority will obey the syllabus
– Others will feel uncomfortable and they will eventually
follow the majority
7. -Instructor will remind the grading and the syllabus in the
middle of semester
-Students will know how many points they have collected out
of the participation percentage.
Therefore they will have the chance
to compare their grades with ther peers.
8. ABC Model of Persuasion
Standard Learning Hierarchy
Cognition Affect Behavior
Cognition: Expecting higher grades
Affect: Feeling of self confidence in the class
Behavior: Reading the class material ahead and participating actively
9. High Involvement Emotional Hierarchy Rational Hierarchy
Knowledge Base-
Consideration of the
grading percentages
Low Involvement
10. Functional Theory of Attitudes
Priority: Knowledge Function
Secondly: Ego Defensive Function Self Actualization
Ego Needs
Maslow’s Hierarchy of Needs
11. Content:
What we say
Syllabus
‘distribution of grades’
Instructor tells about the syllabus at the beginning of
semester
All students are obliged to the syllabus
Instructor will announce the standings of students in
the middle of semester
Context & Media:
How we do it
12. Perceptual Process: You must read
…75% before coming
to class…
• Sight Sensation Meaning
• Sound
• Smells Sensory Interpretati
Attention Response
Receptors on
• Tastes
• Textures
Stimulus
Perception
13. Learning
-Operant Conditioning-
Negative Reinforcement
To escape negative outcome
(devoding of 75% of total grade)
14. Motivation
Not coming to class Homogeneously
prepared, work distributed
load is accumulated workload, higher
before the exams grades and
participation in class
Syllabus that
Current State reinforces class Desired State
participation
