Deck 11: Persuasion in Business and Professional Contexts

Question 1

what is the definition of following key term
-Direct persuasion

Answer 1

persuasive cues related to telephone, face-to-face, or online communication,as in a live interview with a hiring committee, manager, or business owner.

Question 2

what is the definition of following key term
-Physical appearance

Answer 2

how our bodies and appearance persuade others and impact our view of ourselves.

Question 3

what is the definition of following key term
-Olfaction

Answer 3

role of smell in human interaction.

Question 4

what is the definition of following key term
-Kinesics

Question 5

what is the definition of following key term
-Vocalics

Question 6

what is the definition of following key term
-Tone of voice

Question 7

what is the definition of following key term
-Haptics

Question 8

what is the definition of following key term
-Professional handshake

Question 9

what is the definition of following key term
-Eye gaze (contact)

Question 10

what is the definition of following key term
-Indirect persuasion

Question 11

what is the definition of following key term
-Cover letter

Question 12

what is the definition of following key term
-Résumé

Question 13

what is the definition of following key term
-Typos

Question 14

what is the definition of following key term
-Misspellings

Question 15

what is the definition of following key term
-Unresponsive behavior

Question 16

what is the definition of following key term
-Legitimate power

Question 17

what is the definition of following key term
-Reward power

Question 18

what is the definition of following key term
-Expert power

Question 19

what is the definition of following key term
-Referent power

Question 20

what is the definition of following key term
-Connection power

Question 21

what is the definition of following key term
-Managerial functions

Question 22

what is the definition of following key term
-Bully

Question 23

what is the definition of following key term
-Impersonal Comedian/Watchdog

Question 24

what is the definition of following key term
-Inspirational Speaker

Question 25

----------- refers to those job interviewing decisions or actions that tend not to occur face-to-face.

A) Direct persuasion
B) Indirect persuasion
C) Customer relations
D) Haptics
E) Vocalics

Question 26

Thomas gets off to a bad start with the hiring committee because he offers a limp handshake. This type of handshake is called

A) the Crusher.
B) the Pumper.
C) the Taker.
D) the Frenchie.
E) the Gapper.

Question 27

It is important for customer relations personnel to be conscious of their -----------because it can mean the difference between a pleased or angry customer.

A) physical appearance
B) nonverbal communication
C) handshake
D) haptics
E) eye gaze

Question 28

-----------is the interaction between employees or representatives of an organization or business and the people the organization sells to or serves.

A) Connection power
B) Emotional
C) Customer relations
D) Haptics
E) Vocalics

Question 29

When Laura interviews with an accounting firm and sits down with the business owner to answer questions, she is using ------------to try to convince him to hire her.

A) kinesics
B) direct persuasion
C) her résumé
D) indirect persuasion
E) olfaction

Question 30

---------------- makes others perceive you as more powerful than other employees of the same rank.

A) Legitimate power
B) Coercive power
C) Reward power
D) Managerial power
E) Connection power

Question 31

We can come to detect physical, emotional, and attitudinal states through

A) professional handshakes.
B) indirect persuasion.
C) email style.
D) tone of voice.
E) leadership functions.

Question 32

Oscar has worked hard to perfect his résumé because he knows that acing the interview is important, but--------------- will get him in the door.

A) direct persuasion
B) a strong handshake
C) indirect persuasion
D) eye contact
E) connection power

Question 33

New and repeat business relies on good

A) reward power.
B) indirect persuasion.
C) eye contact.
D) customer service.
E) handshakes.

Question 34

Which of the following is NOT a business and social etiquette skill?

A) Paying attention to others' nonverbal skills.
B) Making introductions with confidence and poise.
C) Becoming personal friends with your employees.
D) Being well-versed in first-meeting strategies, such as professional handshakes.
E) Making an entrance and working a room.

Question 35

Mrs. Anderson controls her first grade class with------------------- , because she gives students a sticker each day if they do as they are told.

A) legitimate power
B) reward power
C) expert power
D) connection power
E) referent power

Question 36

Even though managers are often well-compensated, you are likely to find more value in being a

A) task manager.
B) leader.
C) customer relations expert.
D) supervisor.
E) skilled worker.

Question 37

-------------- refers to the ability to control another person's behavior with negative reinforcement.

A) Coercive power
B) Legitimate power
C) Expert power
D) Reward power
E) Referent power

Question 38

Paul works in-------------- because he is employed by a cell phone company and he takes calls from customers who need technical support.

A) advertising
B) accounting
C) human resources
D) customer relations
E) managerial relations

Question 39

A lack of-------------- during an interview will affect your perceived credibility.

A) eye contact
B) indirect persuasion
C) haptics
D) leadership
E) customer relations

Question 40

------------------- refers to power that you give someone else because you want that person to like you.

A) Coercive power
B) Legitimate power
C) Connection power
D) Reward power
E) Referent power

Question 41

Sean has------------- because he is the only cartographer in his office and others rely on him for accurate map information.

A) legitimate power
B) reward power
C) expert power
D) connection power
E) referent power

Question 42

All good leaders must have effective

A) haptics.
B) connection power.
C) kinesics.
D) handshakes.
E) communication.

Question 43

Our physical appearance communicates persuasive signals to other people and

A) tells interviewers the most crucial information they need to know about us.
B) can be enhanced during an interview with casual attire.
C) gives us cues about how our interviewers are responding to us.
D) the physical appearance of others impacts our perceptions of them.
E) the most attractive job candidates usually get the job.

Question 44

Candace's supervisor has-------------- , because he oversees the work of the 12 other people in his office.

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

Question 45

People usually associate a raised voice with

A) anger.
B) happiness.
C) power struggles.
D) fear.
E) loud environments.

Question 46

Which of the following is NOT a deal-breaker if it is included in your résumé?

A) Typos
B) Misspellings
C) Inaccurate information
D) Incorrect link to a personal website
E) Names of references

Question 47

Jenny buys a suit before her first job interview because she knows that her --------------makes an crucial first impression.

A) indirect persuasion
B) physical appearance
C) résumé
D) kinesics
E) vocalics

Question 48

Conner has several email accounts and is trying to decide on the most suitable one for his résumé. Which of the following is most appropriate?

A) [e-mail]
B) [e-mail]
C) [e-mail]
D) [e-mail]
E) [e-mail]

Question 49

If someone is being oppressed in a relationship, the other person is likely exercising

A) legitimate power.
B) coercive power.
C) reward power.
D) referent power.
E) connection power.

Question 50

It is a good idea to call ahead before a job interview and ask about office attire so that you can blend in with the rest of the staff.

Question 51

Indirect persuasion refers to what you do during a live interview with a hiring committee, manager, or business owner.

Question 52

It is important to wear cologne or perfume to a job interview so that you will smell good.

Question 53

Vocalics is the study of how people express themselves through voices.

Question 54

More employers are looking up job candidates on social media websites, so it is a good idea to be mindful of that as you are posting photos and status updates.

Question 55

It is a good idea to follow up on a job interview with an emailed thank- you note.

Question 56

In customer relations, nonverbal cues often substitute for verbal
messages.

Question 57

Customer service personnel often use a verbal message followed by a nonverbal message that repeats the same meaning, because many times customers won't understand or accept a verbal message alone.

Question 58

Leaders should be suspicious of all forms of communication that employees use to shape perception.

Question 59

Leaders should be effective receivers and interpreters of the verbal and nonverbal cues of their employees and co-workers.

Question 60

What are some of the ways that social media websites are used in the job search and hiring processes? Do you plan to change your information when you are searching for a job? Why or why not?

Question 61

Describe your ideal appearance for a job interview. Why do you think this is a good look for an interview?

Question 62

Your roommate just asked you to help him/her put together a résumé. What are five tips that you would share?

Question 63

What forms of direct persuasion do you think are most important when trying to get a job? What indirect nonverbal strategies are most important?

Question 64

How is leadership connected to persuasion? What leadership qualities do you find motivating?

Question 65

Describe a time when you had a great customer relations experience. What made that experience so good?

Question 66

Describe a time when you had a bad customer relations experience. What made that
experience bad?

Question 67

Name three desired impressions that good leaders work to convey. How do they show that they possess these qualities?

Question 68

Using business etiquette, how would you "make an entrance" at a business function and then "work the room"?

Question 69

Which form of leadership power is most effective: referent, connection, or expert? Why?