GAZI UNIVERSITY INFORMATION PACKAGE - 2019 ACADEMIC YEAR

COURSE DESCRIPTION
MANAGEMENT PERSUASION TECHNICS/1920008
Course Title: MANAGEMENT PERSUASION TECHNICS
Credits 3 ECTS 7.5
Semester 1 Compulsory/Elective Elective
COURSE INFO
 -- LANGUAGE OF INSTRUCTION
  Turkish
 -- NAME OF LECTURER(S)
  Assoc. Prof. Dr. İbrahim KISAÇ
 -- WEB SITE(S) OF LECTURER(S)
  http://websitem.gazi.edu.tr/site/kisac
 -- EMAIL(S) OF LECTURER(S)
  kisac@gazi.edu.tr
 -- LEARNING OUTCOMES OF THE COURSE UNIT
Understanding importance of persuasion in actual life
Knowing persuasion process and components
Understanding the relationship of language and persuasion
Knowing persuasion approaches
Knowing persuasion methods
 -- MODE OF DELIVERY
  Face to face
 -- PREREQUISITES AND CO-REQUISITES
  There is no prerequisite for this course
 -- RECOMMENDED OPTIONAL PROGRAMME COMPONENTS
  There is no recommended optional programme for this course
 --COURSE CONTENT
1. Week  Describing goal, requirements and content of the course
2. Week  Persuasion and Persuasion period
3. Week  Language and persuation
4. Week  Nonverbal effecting
5. Week  Persuasion and deception
6. Week  Persuasion approach of Aristo
7. Week  Effect of the group and compliance behavior
8. Week  Midterm exam
9. Week  Eleboration likelihood model
10. Week  Yale effecting model
11. Week  The Cognitive consistency approaches
12. Week  Social judge theory
13. Week  Inoculation theory
14. Week  Persuasion strategies and techniques
15. Week  Final exam
16. Week  
 -- RECOMMENDED OR REQUIRED READING
  Gass, R.H. ve Seiter, J.S. (2006). Persuasion, Social Influence and Compliance Gaining. New York: Allyn and Bacon. *Gürüz, D. ve Eğinli, A.T. (2008). İletişim becerileri: Anlamak, Anlatmak, Anlaşmak. Ankara: Nobel Yayın Dağıtım.
 -- PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
  Lecture, question and answer, demonstration, presentation
 -- WORK PLACEMENT(S)
  None
 -- ASSESSMENT METHODS AND CRITERIA
 
Quantity
Percentage
 Mid-terms
0
0
 Assignment
0
0
 Exercises
0
0
 Projects
0
0
 Practice
0
0
 Quiz
0
0
 Contribution of In-term Studies to Overall Grade  
40
 Contribution of Final Examination to Overall Grade  
60
 -- WORKLOAD
 Efficiency  Total Week Count  Weekly Duration (in hour)  Total Workload in Semester
 Theoretical Study Hours of Course Per Week
14
3
42
 Practising Hours of Course Per Week
0
 Reading
10
5
50
 Searching in Internet and Library
10
4
40
 Designing and Applying Materials
0
 Preparing Reports
3
6
18
 Preparing Presentation
3
6
18
 Presentation
2
3
6
 Mid-Term and Studying for Mid-Term
2
6
12
 Final and Studying for Final
1
6
6
 Other
0
 TOTAL WORKLOAD: 
192
 TOTAL WORKLOAD / 25: 
7.68
 ECTS: 
7.5
 -- COURSE'S CONTRIBUTION TO PROGRAM
NO
 PROGRAM LEARNING OUTCOMES
1
2
3
4
5
1Acquisition of essential knowledge in insurance sector at a high levelX
2Ability to apply theoritical knowledge in insurance in modern daily life
3Ability to follow national and international advances in insurance and financial sectors
4Ability to realize the interaction between insurance and other disciplines along with an ability to utilize those disciplinesX
5Ability to foresee risks in insurance sector, measuring them and lowering their effectsX
6Ability to point out problems in Turkish social security system and to analyze the current situtationX
7To have knowledge on insurance legistlation and to gain the ability to interpret it
8To point out possible solutions to improve insurance sectorX
9To find and develop financial instruments which would answer social needsX
10Ability to provide original and supportive ideas about insuranceX
11To be responsible both in ethics and in a professional wayX
12Ability to transfer the knowledge in sectors related to insurance using every possible communcational mediumX
13Ability to research independently in insurance topicsX
14Ability to work as a team when required in insurance sectorX