Bachelor
2022/2023
Social Influence
Type:
Elective course (Business Administration)
Area of studies:
Management
Where:
Graduate School of Business
When:
3 year, 2 module
Mode of studies:
offline
Open to:
students of one campus
Instructors:
Konstantin Bagrationi
Language:
English
ECTS credits:
3
Contact hours:
30
Course Syllabus
Abstract
The course "Storytelling and networking in business" acknowledges the presence of artificial intelligence as a competitor of a modern leader and therefore is aimed at creating a competitive advantage for students in the form of crucial knowledge necessary for the independent development of emotional intelligence and influence skills. The course has outcome-based student-oriented design and educational technology with criterion-referenced assessment. The course design aims at dealing with extensive students’ diversity in terms of both their initial backgrounds and future career tracks. In particular, highly interactive teaching methods and constructively aligned assessment criteria enable students to choose individual educational trajectories and guarantee accommodative jump to a certain established level of competencies
Learning Objectives
- To create competitive advantage for students in the form of crucial knowledge necessary for the independent development of emotional intelligence and influence skills
Expected Learning Outcomes
- Demonstrate oral communication skills, i.e. present ideas in an organized way / use effective presentation delivery techniques/effective use of media in presentations/clear, confident responses to questions during presentations.
- Distinguish between different biases in judgement and decision-making
- Analyze theories pertinent to the scope of the discipline "Social Influence"
- Evaluate information from international journals
- Distinguish between different "Weapons of Influence"
- Distinguish between different leadership behaviours
- Define main concepts pertinent to trait theory
- Analyze theories pertinent to the scope of the discipline
Course Contents
- Biases in judgement and decision-making
- Communication skills
- Leadership theory
- Dispositional theory
Assessment Elements
- Tests (Lectures)A student needs to tick out all the correct answers. If all answers are correct, then a student receives +1 for one of the cases.
- PresentationIndividually or in Groups (up to 3 students; at least 10 slides per student). The topic of Presentation should be approved by the lecturer. Presentation is prepared Individually or in Groups (up to 3 students; at least 10 slides per student). In assessing students’ Presentations, the tutor is guided by the following criteria: Criteria # High quality of the presentation: the material is well-balanced (approx.: 50% - research part, 50% - “story” part), the majority (not less than 10 per student) of the slides should be informative, there should be references at the bottom of the slides (APA style, at least 3 sources) 1 The material presented for evaluation is presented in a logical and scientific style. A table briefly characterizing the conclusions and methods by which they were obtained for each source of theoretical analysis (clarity and consistency). 2 Citing is justified. 3 A student is well versed in the material: able to answer relevant questions. Student cites at least one meta-analysis or systematic review. 4 The story is relevant to the research part. Story part is comprised of not less than 300 words. the stories contain references to the main postulates of theoretical analysis. The story should be original (not on the basis of YouTube or other sources). At least 1 Story per student. 5 High quality of the material. There are no typos, syntax and spelling errors, negligence in design, etc., as well as missing figures, graphics, diagrams, words. Sound (tangible) conclusions. Conclusion part is comprised of not less than 200 words 6 meeting the deadline (not later than the last minute of the prepenultimate seminar (one seminar = 2 academic hours), otherwise the grade will be lowered). 7 Criteria Grade 7 + Not less than 10 sources indexed in Scopus / Web of Science per student 10 7 + Not less than 7 sources indexed in Scopus / Web of Science per student 9 7+ Not less than 5 sources indexed in Scopus / Web of Science per student 8 All criteria are met 7 6/7 criteria are met 6 5/7 criteria are met 5 4/7 criteria are met 4 3/7 criteria are met 3 2/7 criteria are met 2 1/7 criteria are met 1 Student's contribution to the story is less than 80% / the material is not provided / 0/7 criteria are met 0
- CasesA student needs to tick out all the correct answers. e.g.: there are 3 questions. For each question there are 30 possible answers. The grade for each question equals: (amount of the correct answers provided by the student \ (actual amount of correct answers provided for in the case + the amount of incorrect answers provided by the student))*10 The final grade for the Case equals Grade for the 1st question * W1 + Grade for the 2nd question * W2 + Grade for the 3rd question *W3 The limit of the possible answers a student can tick out within each task is specified individually in each Case The minimum threshold for obtaining “4” or higher (a satisfactory grade) is 40%, “6” or higher - 60%, “8” or higher grade - 80% etc. Grades are normalized in accordance with the following scale: 10 - 11%, 9 - 11%, 8 - 11%, 7 - 22.5%, 6 - 22.5%, 5 - 11%, 4 - 11%. The deadline for sending the solved case to the tutor is within 3 days from the end of the lecture or seminar at which the case was assigned or sent to the students. After voicing the correct answers to the case, cases that have not been sent earlier are no longer accepted for consideration
- ExamThe Exam consists of 2 Tests (0,5 and 0,5 of the Grade for the Exam). The Questions of the first Test are formed on the basis of lecture material, the questions for the second test and are formed on the basis of articles, assigned for the reading and analysis to the students during the Course. Answers to test questions of both Test 1 and Test 2 are counted as correct only in case of full compliance (all correct answers are marked as correct, none of the wrong answers are marked) The minimum threshold for obtaining “4” or higher (a satisfactory grade) is 40%, “6” or higher - 60%, “8” or higher grade - 80% etc. Grades are normalized in accordance with the following scale: 10 - 11%, 9 - 11%, 8 - 11%, 7 - 22.5%, 6 - 22.5%, 5 - 11%, 4 - 11%. The first and second (commission) resit procedures are similar to the exam procedure: the Cumulative Grade is taken into account (i.e. the formula remains the same). The course does not provide for examination exemption for students. Examination format: The exam is taken written. The platform: The exam is conducted on the StartExam platform. StartExam is an online platform for conducting test tasks of various levels of complexity. The link to pass the exam task will be available to the student in the RUZ. Students are required to join a session 15 minutes before the beginning. A student is supposed to follow the requirements below: Check your Internet connection (we recommend connecting your computer to the network with a cable, if possible); Disable applications on the computer's task other than the browser that will be used to log in to the StartExam program. If one of the necessary requirements for participation in the exam cannot be met, a student is obliged to inform a professor and a manager of a program 2 weeks before the exam date to decide on the student's participation in the exams. Connection failures: A short-term communication failure during the exam is considered to be the loss of a student's network connection with the StartExam platform for no longer than 1 minute. A long-term communication failure during the exam is considered to be the loss of a student's network connection with the StartExam platform for longer than 1 minute. A long-term communication failure during the exam is the basis for the decision to terminate the exam and the rating “unsatisfactory” (0 on a ten-point scale). In case of long-term communication failure in the StartExam platform during the examination task, the student must notify the teacher, record the fact of loss of connection with the platform (screenshot, a response from the Internet provider). Then contact the manager of a program with an explanatory note about the incident to decide on retaking the exam.
Bibliography
Recommended Core Bibliography
- Cialdini, R. B. (2009). Influence : The Psychology of Persuasion. New York: HarperCollins. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=279852
- Connie J G Gersick. (1988). Time and transition in work teams: Toward a new model of group development. Http://Web.Mit.Edu/Curhan/Www/Docs/Articles/15341_Readings/Group_Dynamics/Gersick_1988_Time_and_transition.Pdf.
- Hogan, R., & Hogan, J. (2001). Assessing Leadership: A View from the Dark Side. International Journal of Selection & Assessment, 9(1/2), 40. https://doi.org/10.1111/1468-2389.00162
- Influence : the psychology of persuasion, Cialdini, R. B., 2007
- Kahneman, D. (2012). Thinking, Fast and Slow. Contenido, (585), 143. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=asn&AN=73880857
- Stephen J. Zaccaro. (2007). Trait-based perspectives of leadership. Http://Www.Mydarknight.Com/Wp-Content/Uploads/2013/04/Traits-Based-Approach-Zaccaro-Article.Pdf.
- Tuckman, B. W., & Jensen, M. A. C. (1977). Stages of Small-Group Development Revisited. Group & Organization Management, 2(4), 419–427. https://doi.org/10.1177/105960117700200404
- University of Florida, U. S. ( host institution ), Judge, T. A. ( author ), Piccolo, R. F. ( author ), & Kosalka, T. ( author ). (2009). The bright and dark sides of leader traits: A review and theoretical extension of the leader trait paradigm. https://doi.org/10.1016/j.leaqua.2009.09.004
Recommended Additional Bibliography
- Martin Fishbein, & Icek Ajzen. (2010). Predicting and Changing Behavior : The Reasoned Action Approach. Psychology Press.
- Social psychology, Myers, D. G., 2013