Deck 18: Psychology at Work in the Global Economy

Question 1

You decide that it would be best to ask your teacher for an extension on your research project in private in his campus office, on a day when he seems to be in an exceptionally good mood.This is an example of the use of _____ in communication.

A)encoding
B)noise
C)context
D)channels

Answer 1

context

Question 2

Nonverbal communication is BEST defined as the process of sending and receiving messages _____.

A)through means other than words
B)silently
C)through multiple channels
D)with the body, not the voice

Answer 2

through means other than words

Question 3

Which of the following is not an element of nonverbal communication?

A)Proxemics
B)Paralanguage
C)Pragmatics
D)Kinesics

Answer 3

Pragmatics

Question 4

Downward communication is used to influence ________.

A)strategies
B)needs
C)advice
D)questions

Question 5

Of the following list which would not be considered an environmental channel of communication?

A)The speaker's voice
B)Television
C)A public speech
D)Email

Question 6

Brenda asks her employer for a raise.In the communication process, Brenda is a(n)_____, and her boss is a(n)_____.

A)employee; CEO
B)decoder; encoder
C)asserter; aggressor
D)sender; receiver

Question 7

With regard to communication, noise refers to _____.

A)intentional and unintentional stimuli that "block" messages from being received
B)the sound of the speaker's voice
C)misunderstandings related to mixed messages
D)informal communication channels

Question 8

Brenda and Amelia are having a conversation, and Brenda becomes uncomfortable when Amelia stands too close to her.She tries to subtly back away, but Amelia mirrors her movements and closes the space between them.Brenda and Amelia have different understandings of _________.

A)kinesics
B)paralanguage
C)semantics
D)proxemics

Question 9

Translating or interpreting the meaning of a message is called ________.

A)encoding
B)channeling
C)decoding
D)receiving

Question 10

Proxemics refers to _____.

A)physical and personal space when communicating
B)successive approximations of a message
C)the arrangement of furniture in a communication meeting
D)how close people are when communicating

Question 11

The independent process of sending, receiving, and understanding messages is the definition of _____.

A)persuasion
B)communication
C)encoding
D)decoding

Question 12

The use of gestures and body language is a form of nonverbal communication called ________.

A)paralanguage
B)proxemics
C)somatic signaling
D)kinesics

Question 13

Kristin frowns at her teacher during class and sits with her arms tightly crossed.What element of nonverbal communication is she using?

A)Paralanguage
B)Proxemics
C)Sensory channels
D)Kinesics

Question 14

Mikael and Airon are exchanging text messages about their reactions to their newest coworker on their cellphones.This is an example of a(n)_____ communication channel.

A)downward
B)informal
C)formal
D)upward

Question 15

Messages are communicated through all but which of the following?

A)sensory channels
B)environmental channels
C)voice, vision, touch, letters, email, phone calls, and other forms of transmission
D)intuition

Question 16

Of the eight important elements of communication noted in your text, which of the following is not one of the list?

A)Language
B)Encoding
C)Channels
D)Context

Question 17

Which of the following is not one of the "personal spaces" identified by Anthropologist Edward Hall in North American cultures?

A)Intimate distance
B)Social distance
C)Environmental distance
D)Public distance

Question 18

Which of the following North American dimensions of personal space is CORRECTLY matched with its appropriate distance?

A)Personal distance -18 inches to 2 feet
B)Intimate distance -touching to 18 inches
C)Public distance -3 feet and beyond
D)Social distance -2 feet to 3 feet

Question 19

Selecting a particular time of day when you will ask your boss for a raise means that you are consider the context element of

A)the physical setting.
B)the psychological climate.
C)sociocultural factors.
D)relationship issues.

Question 20

According to your text, _____ the lateral flow of information via different channels is the backbone of any successful business.

A)formal
B)lateral
C)downward
D)upward

Question 21

Who is responsible for communication feedback?

A)The listener
B)The speaker
C)Neither the speaker nor the listener, because feedback interrupts the flow of communication
D)Both the speaker and the listener

Question 22

Which of the following is not an example of a semantic barrier to communication?

A)"Would it be sanctioned by the maestro of the classroom for this deliberative mortal to excurse and navigate himself to the gentleman's refuge?"
B)"I disagree with your use of the word 'aesthetics' in this situation."
C)"You jerk-face!"
D)"DOS" and "email"

Question 23

The space that is reserved for friends and acquaintances and ordinary conversations is called ________ distance.

A)social
B)intimate
C)public
D)personal

Question 24

The meaning of "You're so clever" cannot be determined without knowledge of _____.

A)proxemics
B)kinesics
C)paralanguage
D)phonemic intent

Question 25

When your words convey two conflicting messages, or the message sent by your words is the opposite of the message sent by your body language, you are sending _____.

A)semantic contradictions
B)physical distractions
C)a mixed message
D)paralinguistic cues

Question 26

Email and cell phones have contributed to the _____ barrier to communication.

A)perceptual set
B)communication overload
C)semantics
D)proxemics

Question 27

After dealing with a very difficult customer, your supervisor emails you with a message that says, "Great job!" You are uncertain what she means because this message lacks _____.

A)paralanguage
B)intrinsic value
C)extrinsic value
D)sophistication

Question 28

Communication that is intended to change attitudes is called _____.

A)rhetoric
B)bullying
C)persuasion
D)dissuasion

Question 29

When Eriq is talking to his wife, he is thinking more about what he wants to say rather than really understanding what she is communicating to him.Eriq is failing to remember which important component of communication?

A)knowing your audience
B)providing feedback
C)active listening
D)audience analysis

Question 30

The perceptual set can be a barrier to communication for all but which of the following reasons?

A)It often occurs automatically and unconsciously.
B)Because it is largely unconscious, it cannot be overcome.
C)It can be based on prejudice.
D)It is a readiness to perceive, based on expectations.

Question 31

Active listening includes all but which of the following?

A)Planning what you are going to say in response as you listen
B)Listening for underlying meanings
C)Attending to both nonverbal and verbal messages
D)Asking direct questions about the message

Question 32

Which of the following is NOT a component of persuasion?

A)When
B)Who
C)What
D)How

Question 33

Janie is smiling while she tells Tom how much he hurt her feelings.Janie is BEST described as ________________.

A)being confused
B)sending mixed messages
C)being anxious
D)being angry

Question 34

Telling someone you love them while you behave in ways that are inconsiderate and unloving is an example of _____.

A)proxemic incongruence
B)semantic encoding
C)mixed messages
D)paralanguage

Question 35

The best example of the use of audience analysis to improve communication is when

A)Anya makes sure she is well-rested before she asks her boss for a raise.
B)Leticia waits till her mother gets off the phone before asking her for a ride to the skating rink.
C)Jensen uses his cell phone to make several calls while he rides the trolley.
D)Matthew screams at his mother that he wants some apple juice while she is on the telephone.

Question 36

Empathic listening includes all the following EXCEPT _____.

A)focusing on the other person
B)being nonjudgmental
C)evaluating motives
D)responding sensitively

Question 37

Paralanguage is a form of nonverbal communication which includes _____.

A)pace, pitch, volume, tone, and inflection
B)eye contact, facial expression, gestures, and body language
C)personal and physical space
D)the expressed and implied meanings of what people say

Question 38

Which of these are important components of credibility in persuasion?

A)Trustworthiness and attractive
B)Attractiveness and expertise
C)Expertise and trustworthiness
D)Trustworthiness, expertise, and attractiveness

Question 39

Dewanna is having difficulty paying attention to her teacher because of the construction project outside her classroom window.This is an example of the _____ barrier to communication.

A)attention deficit
B)communication overload
C)competing priorities
D)physical distraction

Question 40

Feedback is most effective when ______.

A)it addresses general traits of an individual that are frequently present
B)it is constructive and helps the individual build on his or her strengths
C)it is given in public in order to prevent an overreaction
D)it is held back unless absolutely necessary.

Question 41

In order to increase your positive attitude toward a given product, a market would attempt to enhance familiarity via which process?

A)classical conditioning
B)repeated exposure
C)audience analysis
D)a two-sided arguments

Question 42

Dimitrio's boss offered him a week-long trip to Hawaii at company expense.After Dimitrio accepted and arrived in the islands, his boss explained that he would be babysitting his kids while the boss and his wife toured the islands.This is an example of the _____ strategy of persuasion.

A)lowball
B)bait-and-switch
C)foot-in-the-door
D)door-in-the-face

Question 43

Making a small request followed by increasingly larger requests is called the _____ technique of persuasion.

A)door-in-the-face
B)slam-the-door
C)ring-and-run
D)foot-in-the-door

Question 44

As you're walking through a grocery store, a nice man at a table says, "can I have just a moment to show you this new product?" If you agree to this request it is more likely that he will be able to sell you his product.This is based on the ________ technique.

A)door-in-the-face
B)bait-and-switch
C)one-and-done
D)foot-in-the-door

Question 45

The _____ route to persuasion uses logic and careful analysis of arguments to convince a highly involved, motivated, and attentive audience.

A)central
B)peripheral
C)circuitous
D)educated

Question 46

_____ occurs when someone gets your commitment to an attractive proposal, and only then reveals hidden costs that make the proposal less attractive.

A)The bait-and-switch strategy
B)The foot-in-the-door strategy
C)The Barnum effect
D)The Lowball technique

Question 47

Stan convinces Dorothy to accept a blind date with his great-looking and prosperous business partner, who does not really exist.On the day of the date, he tells Dorothy that his business partner is out of town, and sets her up with an obnoxious jerk, who is a client he's trying to impress.This is an example of the _____ strategy of persuasion.

A)lowball
B)high-balling
C)bait-and-switch
D)fish-or-cut-bait

Question 48

The door-in-the-face technique involves _____.

A)slamming the door on a salesperson
B)beginning with a very large, intrusive request followed by a smaller request
C)beginning with a small request, then escalating to larger ones
D)plugging peepholes on doors so customers cannot see the salesperson's face

Question 49

Offering an attractive proposal, then making it unavailable or unappealing and offering a more costly alternative is called the _____ strategy

A)lowball
B)bait-and-switch
C)door-in-the-face
D)foot-in-the-door

Question 50

Telemarketers use the _____ technique because they know you are likely to say yes to a large item at the end of a call if you have said yes to a small request at the beginning of the call.

A)voice-in-your-ear
B)graduated-obnoxiousness
C)foot-in-the-door
D)you've-got-everything-to-lose

Question 51

Fear messages are MOST likely to persuade when the negative consequence is _____.

A)likely to happen
B)delayed
C)moderate
D)irrelevant

Question 52

The foot-in-the-door strategy works because it is associated with _____; whereas the door-in-the-face strategy works because it is associated with _____.

A)a response set; habit
B)habit; a response set
C)a shift in self-perception; the rule of reciprocal concessions
D)the rule of reciprocal concessions; a shift in self-perception

Question 53

Which of the following is NOT associated with creating an illusion of honesty and credibility?

A)Eye contact
B)Personal investment in the product or service
C)Speaking confidently
D)Speaking fast

Question 54

A phone researcher asks you for an hour of your time to answer his survey questions.When you refuse, he offers you the alternative he wanted all along-to answer just two questions.This is an example of the _____ technique.

A)bait-and-switch
B)foot-in-the-door
C)door-in-the-face
D)lowballing

Question 55

The use of a seductive woman to sell cars is based on _____, which says the buyer will pair the positive emotional response to the woman with the car being promoted in the advertisement.

A)classical conditioning
B)operant conditioning
C)repeated exposure
D)the bait-and-switch technique

Question 56

Veronica is very opposed to the fact that it is legal to terminate a pregnancy in the United States and wants to convince people who are pro-choice to change their minds on this hot-button topic.Based on persuasion research, which of the following appeals is MOST likely to increase her sales?

A)Logical
B)Reasonable
C)Emotional
D)One-sided

Question 57

According to persuasion research, which of the following people are likely to convince us to eat at a new restaurant in town?

A)The restaurant owner
B)A local food critic who reveals that he is paid by the restaurant to endorse its food
C)An actor who plays a food critic on a popular TV show and endorses its food
D)A stranger who posts a review on a website

Question 58

Two-sided arguments _____.

A)give the appearance of bias
B)are designed to show inherent flaws in the "other" side
C)typically undermine attempts at persuasion
D)are a part of the paralanguage of persuasion

Question 59

When your audience does not have a strong interest in your message, to get their attention and improve your persuasive ability you should _____.

A)use an attractive model and focus on superficial characteristics of your product, service, or perspective
B)use a highly credible expert
C)provide a two-sided argument
D)appeal to logic and reason

Question 60

Alfredo has wanted a new car for many months.He recently bought one because the salesperson showed him several consumer articles with independently high rankings of the car, and offered logical arguments for why this was an especially good value.This is an example of _____.

A)low-balling
B)the central route to persuasion
C)information overload
D)repeated exposure

Question 61

An example of conflict due to _____ occurs when one department is expected to make a safe product no matter the cost, and the finance department is expected to prevent cost overruns.

A)value differences
B)personality styles
C)substantive emotions
D)goal differences

Question 62

_____ conflict involves disagreements that arise over feelings of anger, mistrust, dislike, fear, etc.

A)Personal style
B)Irrational
C)Substantive
D)Impersonal

Question 63

When a single mother of 3 children is trying to balance being a full-time worker, a responsible parent, and still take classes to complete her college degree, this is an example of

A)limited resources.
B)dysfunctional conflict.
C)authoritative command.
D)role conflict.

Question 64

Which of the following is an example of an interpersonal conflict?

A)You have a bad toothache, but you're terrified of the dentist.
B)"Should I go to the movies or to my favorite restaurant this evening?
C)Nick wants to go to Bed, Bath, and Beyond to shop for curtains for their new house, but Caitlyn just wants to go to the bar and relax with a few drinks after decorating all day.
D)Maureen can't decide if she should spend some of her savings on a vacation that she needs, or keep saving to buy a better car.

Question 65

A stronger and more durable attitude change is more likely when the _____ route to persuasion is used.

A)peripheral
B)central
C)extemporaneous
D)elaborative

Question 66

_____ is when an individual or group is in a situation where they must choose between two or more competing goals.

A)Conflict
B)Controversy
C)Persuasion
D)Nonconformity

Question 67

Emotional conflicts are _____; substantive conflicts are _____.

A)primary; secondary
B)task-focused; individual-focused
C)personal; impersonal
D)approach-avoidant; approach-approach or avoidant-avoidant

Question 68

_____ conflict occurs when individuals or groups believe they have opposing interests which become the source of damage to relationships.

A)Oppositional
B)Negative
C)Dysfunctional
D)Work

Question 69

In a small family business, father and son argue constantly because the son is always forgetting to turn off the light when he leaves a room.This is an example of conflict due to _____.

A)substantive change effects
B)limited resources
C)role differences
D)personality differences

Question 70

One reason for diversity training in organizations today is to _____.

A)decrease cultural clashes
B)eliminate functional conflicts
C)increase dysfunctional conflicts
D)provide legal protections against discrimination claims

Question 71

When conflict brings important problems to the surface or awareness, providing opportunities to solve them, this is called ________ conflict.

A)functional
B)preliminary
C)prospective
D)positive

Question 72

If an employee disagreed with management over the goals for the company and ways to compete, this would be an example of a _____ conflict.

A)intrapersonal
B)emotional
C)substantive
D)dysfunctional

Question 73

Pretending that a conflict does not exist is _____.

A)called avoidance
B)counterproductive
C)the fastest and easiest approach to resolution
D)psychotic

Question 74

_____ conflict involves disagreement over goals to pursue or the means to achieve them.

A)Organizational
B)Substantive
C)Intrapersonal
D)Emotional

Question 75

_____ is a type of conflict that makes workers feel that they must choose among their morals, self-respect, safety, and their job.

A)Discrimination or harassment
B)Role violations
C)Intrapersonal factors
D)Goal differences

Question 76

This is the personality trait that reflects the extent to which people engage in and enjoy effortful thought processing.

A)Need for cognition
B)Need for achievement
C)Thoughtful cognition
D)Central processing

Question 77

Accommodation is a good approach to conflict resolution in which of the following examples?

A)A safety officer shares concerns about the potential for fire in trashcans next to smoking areas; the staff considers this concern to be overrated.
B)Accounting says there are insufficient funds for a project if it is delayed; city inspectors say they cannot get to the site in the next month, which will delay the project.
C)Several departments are fighting over what color their company's logo should be.
D)A number of employees want their company to honor a non-Christian religious holiday, or to stop honoring Christmas and Easter.

Question 78

Some employees in the Lets Get It Done corporation like meetings to be very focused, attending to the needs of the business, and then finished.Others appreciate when the meetings are more casual, friendly, and take a bit longer.This reflects the impact of

A)limited resources.
B)role conflict.
C)personality styles.
D)goal differences.

Question 79

The _____ route to persuasion uses irrelevant or extraneous factors to convince an uninvolved, unmotivated, and inattentive audience.

A)circuitous
B)extraneous
C)central
D)peripheral

Question 80

Imelda can't decide which pair of shoes to wear today.Several pairs would look perfect with her outfit.This is an example of a(n)_____conflict.

A)an avoidance-avoidance
B)substantive
C)interpersonal
D)intrapersonal