PersuasionFall 2013 Computer Science TA Orientation

Persuasion – what is it?

• Influencing or convincing another person to • agree with an opinion• perform a desired action

Source

• Dr. Robert Cialdini• Influence• https://www.youtube.com/user/influenceatwork?feature=watch video with

animation• http://www.influenceatwork.com/ home page• https://www.youtube.com/watch?v=cFdCzN7RYbw Science of Persuasion

How does this apply to me / my class?• What are we trying to persuade our students • to do?• to believe?

• What are we “selling” to our students?

Some answers to those questions

• the idea that this course is going to be useful to them• that they can program• that they can do this without cheating• that they will learn to program in this class• That they can do this assignment• That they should start assignments early• That they can get assignments in on time

1. Reciprocation

• obligation to give back when you receive• favors / invitations• makes society function!• what “gifts” can we give our students?• hints• small extensions• bonus• “Magic Excuses”• Please get them approved first – so everyone gets them!

#2 Scarcity

• People want more of things they can have less of• What resource do we have which is scarce?• time! office hours! emailed answers!• make this fact clear to the students• Don’t assume you can email me at midnight and get an answer in 10 minutes

• What will they lose if they don’t use your available help?

#3 Authority / Expertise

• People follow credible knowledgeable experts• Spend a little time at the first class describing your experience

(establish your credentials) • you could describe how you learned to program• follow the guidance in other slide show – don’t fake it if you don’t know

• Tell them a little about some of the programs you have written• I will give you a boost in lecture “the TEAM who teaching CS 115”

4. Consistency

• People like to be consistent with their prior behavior• try to get a small agreement, a small favor first• when asking for more, person will be more willing to do it because

they had already done the first one• “Please read the next chapter” - small task• “and do the homework at the end” – larger task

#5 Liking

• People are more willing to do things for people who are like themselves• We like people who • similar to us• give us compliments• cooperate with us

• Ask students in teams to get to know each other

6. Social pressure / Consensus

• People look at what other people do/think• Inform students what percentage of the students in the class • got their homework in on time• got over 80% on a program assignment• were on time for lab meetings

Think

• Think of other ways to apply these tactics to your classes• How do these tactics work on you?• When do you see these tactics in real life?