Instructor Resource
Dainton, Applying Communication Theory for Professional Life 4e
SAGE Publishing, 2018
Case Notes
Chapter 7: Persuasion
Answer to Case Study 7: Million Dollar Manipulation
Question 1. What peripheral strategies did Mr. Brothman use? Why didn’t these strategies
work? What peripheral strategies did Mohammad use when talking with the social workers?
Would a central route work better? Why or why not?
SAMPLE STUDENT ANSWER: Mr. Brothman used the perception of authority. He
emphasized his own experience and belittled the Executive Director. He had legitimate
power in the organization. He used reciprocity. He indicated that the organization took
the pharmaceutical’s money; now we owe them subjects. Mr. Brothman tried to bully his
Question 2. How do Trina’s attitudes and normative beliefs affect her behavioral intention to
solicit participants to the study? How does perceived behavioral control come into play for her?
Now contrast these elements with Tiffany’s attitudes, normative beliefs, and behavioral
intentions.
SAMPLE STUDENT ANSWER: Trina loved her job and her co-workers. She also
believed very strongly that it was not their job to solicit participants for the study. It was
unethical. Mohammad was also a respected colleague, so she believed he would not
pressure them into soliciting participants. Behavioral control involves self-efficacy and
Question 3. How did Trina use inoculation theory to try to persuade her fellow social workers?
SAMPLE STUDENT ANSWER: In her letter, Trina presents a threat when she writes
that the deal is questionable. She continues by telling her colleagues not to be persuaded
Question 4. Mohammad decides to send an email to his staff using a narrative. Why do you think
he did so? What elements of the narrative would be persuasive to the social workers? Why do
you think so?
SAMPLE STUDENT ANSWER: Human beings are storytelling creatures, so stories
are familiar and compelling. According to Fisher, the ability to tell stories is what makes
humans unique. Mohammad was in a difficult position. The Chairman of the Board had
Question 5. What ethical challenges emerged with Brothman’s behavior? What about with
Mohammad’s? Do any of the theories provide insight that might help to resolve or exacerbate
these ethical tensions.
SAMPLE STUDENT ANSWER: The sender of a persuasive message has three
requirements. First, persuasion involves a goal; second, communication is the means to
achieve that goal; and, third, the recipient must have free will. Both men in this situation
Question 6. Which persuasion theory seems to explain the situation better than the others? Why
do you believe this to be the case? What situations might surface to make a different theory or
theories better at explaining the situation? What theories could you combine to make for an even
better explanation of the encounter?