Deck 10: Using Interpersonal Influence

Question 1

The potential you have to change the attitudes, beliefs, and behaviors of others is

A) force
B) power
C) ELM
D) symbolic

Answer 1

B

Question 2

_____ is the act of changing the attitudes or behaviors of others.

A) Interpersonal power
B) Intrapersonal force
C) Interpersonal influence
D) Assertiveness

Answer 2

C

Question 3

Which kind of power is based on the person having the respect and admiration of others?

A) coercive power
B) legitimate power
C) expert power
D) referent power

Answer 3

D

Question 4

Professor Martin walks into the classroom and says, "You will turn in your term papers now or you will receive a zero grade." What kind of power is Professor Martin exhibiting?

A) legitimate
B) reward
C) coercive
D) expert

Question 5

If Miho follows Joy's instructions only because Joy is the president of the club, then Joy's power over Miho is

A) legitimate
B) coercive
C) expert
D) referent

Question 6

Paul works hard for Ken in hopes that Ken will recommend him for a promotion. Ken's power over Paul is

A) legitimate
B) reward
C) coercive
D) referent

Question 7

Terry's favorite singer is Taylor Swift. She owns all of her music and even styles her hair like Swift's. This is an example of what kind of power?

A) referent
B) expert
C) reward
D) coercive

Question 8

Both Becky and Latoya have their ears pierced because Janie, the most popular girl in their class, has her ears pierced. This is an example of what kind of power?

A) legitimate
B) reward
C) coercive
D) referent

Question 9

"I'm having trouble with this algebra problem-I think I'll ask my friend Jada who is good at math and even works as a math tutor." This is an example of what type of power?

A) legitimate power
B) expert power
C) referent power
D) coercive power

Question 10

"You will clean your room today because I am your father and I say so." This statement is an example of what type of power?

A) legitimate
B) reward
C) coercive
D) referent

Question 11

Statements that answer "Why?" are

A) inferences
B) assumptions
C) reasons
D) evidence

Question 12

Good reasons

A) are relevant to the claim
B) can be well supported
C) are meaningful to the person you are talking with
D) all of the above

Question 13

If you try to get another person to like you, trust you, or have confidence in your ability, you are trying to use a means of persuasion known as

A) power
B) control
C) credibility
D) influence

Question 14

People will consider you as a credible source when they believe that you are

A) competent
B) trustworthy
C) likable
D) all of the above

Question 15

Larry knows that Margaret is very well informed on national political candidates. Which factor influences Larry's perception of Margaret?

A) competence
B) trustworthiness
C) likability
D) persuasiveness

Question 16

The elaboration likelihood model developed by Richard Petty focuses on

A) how we process persuasive messages
B) how we deal with verbal aggression
C) strategies for improving communication competence
D) strategies of behavior modification

Question 17

It is through _____ that people save time and mental energy by using mental "shortcuts."

A) influence
B) persuasion
C) the peripheral route
D) the central route

Question 18

Defending our own ideas or questioning the reasoning of others while still according them respect is known as ________.

A) passive-aggressive behavior
B) flaming
C) argumentativeness
D) minimal effective response

Question 19

In assertiveness, you will be more successful if you ask for a(n)________, which is what you need to feel that your rights and expectations are respected, not everything you might want.

A) passive-aggressive response
B) minimal effective response
C) masspersonal response
D) none of the above

Question 20

_____ means defending our personal rights while still respecting the rights of others.

A) Assertiveness
B) Responsiveness
C) Compliance-gaining
D) Aggression

Question 21

Assertive behavior is characterized by

A) not letting anyone get away with any statement that you think may be inaccurate
B) being aware of when you have not been dealt with fairly
C) standing up for your personal rights
D) getting heard in a way that lets everyone around you know it

Question 22

Politely calling attention to the fact that a waitress made a mistake on the bill without creating a scene is an example of

A) passive behavior
B) aggressive behavior
C) assertive behavior
D) none of the above

Question 23

If a friend states, "If you don't do what I say, I am out the door," his or her behavior would be

A) assertive
B) passive-aggressive
C) aggressive
D) active

Question 24

If Elizabeth is passive, she is

A) reluctant to state her opinions
B) hesitant in sharing her feelings
C) submitting to others' demands
D) all of the above

Question 25

Some scholars use the term ________ to describe media that disseminate personal communication to a large audience.

A) hyper-social
B) masspersonal
C) flaming
D) electronic word of mouth

Question 26

What is the term for sending an aggressive message using social media?

A) masspersonal
B) passive-aggressive behavior
C) argumentativeness
D) flaming

Question 27

Owning feelings, avoiding confrontational language, and maintaining a firm but pleasant tone of voice are all characteristics of

A) passive behavior
B) responsive behavior
C) assertive behavior
D) aggressive behavior

Question 28

In _____ cultures, it is more important to be polite than to achieve personal satisfaction.

A) Asian
B) Latin
C) Northern European
D) none of the above

Question 29

People who rely on their friends to tell them who to vote for are making decisions through

A) influence
B) persuasion
C) the peripheral route
D) the central route

Question 30

When Marilyn pretends that she didn't receive Tom's text messages because she didn't want to talk to him, she is behaving

A) aggressively
B) passively
C) stubbornly
D) passive-aggressively

Question 31

The reason that passive-aggressive behavior is so damaging to relationships is because

A) the behavior appears harmless
B) it doesn't allow the other person to respond
C) it is coercive
D) all of the above

Question 32

When you give a gift to someone, you may have the power to influence them in the future if you trigger the

A) consistency heuristic
B) scarcity heuristic
C) reciprocity heuristic
D) social proof heuristic

Question 33

Even though she didn't particularly like the style, Rebekah bought a trendy jacket based on the

A) social proof heuristic
B) authority heuristic
C) reciprocity heuristic
D) liking heuristic

Question 34

When your good friend asks you to buy cookies from his daughter, you are likely to comply based on the

A) social proof heuristic
B) authority heuristic
C) scarcity heuristic
D) liking heuristic

Question 35

Rather than getting a second opinion, Jana followed her doctor's advice to undergo a dangerous procedure. Her decision was probably based on

A) the reciprocity heuristic
B) the consistency heuristic
C) the liking heuristic
D) the authority heuristic

Question 36

Based on the ______ heuristic, you may decide to buy the limited edition boxed set of your favorite TV show.

A) social proof
B) scarcity
C) liking
D) authority

Question 37

A simple statement of a belief or opinion is a(n)

A) appeal
B) claim
C) fact
D) reason

Question 38

Reasons should be supported by

A) opinions
B) claims
C) evidence
D) more reasons

Question 39

The perception that one is dependable, honest, and acting for the good of others is

A) likability
B) credibility
C) trustworthiness
D) competence

Question 40

A message that tells others how to treat us respectfully and meet our expectations is a

A) complaint
B) change request
C) refusal
D) personal appeal

Question 41

When refusing a request, you should do all of the following except

A) thank people for what they asked you to do
B) offer an alternative
C) state directly that you are not willing to agree to the request
D) state the specific reason why you are refusing, self-disclosing private information if pressed

Question 42

Coercive power derives from a person's position that enables him or her to give or withhold money or other tangible goods.

Question 43

Perception of legitimate power occurs when we believe a person can harm us physically, psychologically, or both if we try to assert ourselves.

Question 44

At times behaving passively is an appropriate response.

Question 45

People are more likely to accept messages whose source is perceived to be credible.

Question 46

The "social proof heuristic" is based on the premise that we are likely to do what the experts advise.

Question 47

Being assertive can be accomplished online following the same principles discussed for face-to-face interactions.

Question 48

The "liking heuristic" is based on the premise that we will do what society does.

Question 49

Assertive behavior is primarily practiced in Asian cultures.

Question 50

From culture to culture, passive behavior is perceived as weak and can create resentment.

Question 51

A famous movie star might have significant referent power.

Question 52

Sometimes we comply with uncomfortable requests due to group pressure.

Question 53

Verbal aggression is the same as argumentativeness.

Question 54

A recent study found that traditional word of mouth was stronger than electronic word of mouth.

Question 55

Emotional appeals rarely motivate people to change their behaviors.

Question 56

The "liking heuristic" is based on the premise that you will likely repay a kindness to a friend.

Question 57

People tend to trust direct influence from companies advertising their products rather than posts from friends featuring those products.

Question 58

A good complaint script assumes that the violation was intentional and that your partner is unwilling to correct the problem.

Question 59

Doing "facework" is not necessary when making a change request.

Question 60

If your partner does not perceive you as having power, you do not, in fact, have power.

Question 61

The person with more power in a relationship makes and breaks the rules for that relationship.

Question 62

Assertiveness allows you to take a stand for what you believe in while still respecting the rights and needs of other people. According to the text, what are the characteristics one can use to become more assertive in interpersonal interactions? Describe each one.

Question 63

How can one increase one's credibility when attempting to influence another? Provide an example for each method you discuss.

Question 64

Describe the various types of interpersonal power and how they might be used. Be sure to include examples of each type.

Question 65

How is persuasion different on social media? Provide examples.

Question 66

What are some reasons we comply with requests even though we don't want to? What are the guidelines for effectively refusing requests?

Question 67

Explain the four principles of power.

Question 68

Why do some people respond passively when their rights/expectations have been violated? Discuss the reasons one may give for a passive response.

Question 69

Describe a situation when a passive approach would be preferable to an assertive approach.

Question 70

What are the elements of a good complaint script? How would you complain about bad service at a restaurant using the script?