Deck 7: Persuasion

Question 1

Purely rational arguments are identified as ______;Aristotle preferred this means of persuasion.

A)logos
B)pathos
C)ethos
D)mythos

Answer 1

A

Question 2

LaToya's new co-worker always has great stories,but LaToya has trouble being persuaded by the stories because of the way the co-worker jumps around in topic and often has to "fill in" parts he forgot.LaToya is utilizing ______.

A)narrative rationality
B)narrative coherence
C)narrative fidelity
D)narrative preemption

Answer 2

B

Question 3

The goal of ______ is to persuade people to not be persuaded.

A)elaboration likelihood model
B)theory of planned behavior
C)inoculation theory
D)narrative paradigm

Answer 3

C

Question 4

Storytelling is the central feature of which theory?

A)elaboration likelihood model
B)theory of planned behavior
C)inoculation theory
D)narrative paradigm

Question 5

According to Fishbein and Ajzen,an individual's plan to act or behave in a particular way is known as ______.

A)behavioral intention
B)refutational pre-emption
C)latitude of acceptance
D)reasoned action

Question 6

Jordie has decided to quit smoking,mostly because his new girlfriend is an exercise physiology major whose uncle passed away from lung cancer.Which factor of the Theory of Planned Behavior is relevant to Jordie?

A)behavioral intent
B)attitudes
C)perceived behavioral control
D)normative beliefs

Question 7

In the extended political commercial for presidential candidate Donald Trump,he told many unverifiable stories in order to persuade the audience to vote for him.Which persuasive tactic was he using?

A)logos
B)pathos
C)ethos
D)mythos

Question 8

The Theory of Reasoned Action and the Theory of Planned Behavior differ based on the inclusion of what key concept?

A)behavioral intent
B)attitudes
C)perceived behavioral control
D)normative beliefs

Question 9

Toyota offers to plant five trees in the name of a Toyota owner as long as the owner provides Toyota with his or her e-mail address.Toyota will use the e-mail address to continue to solicit the owner and send advertisements.Which peripheral tactic is being used?

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

Question 10

According to ______,people will not have long-term behavior change unless they are both motivated and able to interpret a message.

A)elaboration likelihood model
B)theory of planned behavior
C)inoculation theory
D)narrative paradigm

Question 11

In order for inoculation theory to work,targets of persuasion must anticipate a counterpersuasion effort,known as a/an ______.

A)anchor
B)assimilation effect
C)behavioral intention
D)refutational pre-emption

Question 12

Jeff wants to buy a smart phone,but he doesn't know much about technology and is too busy to read or research different brands.According to ELM,Jeff will most likely be persuaded by ______.

A)an assimilation effect
B)behavior intention
C)peripherally routed messages
D)the latitude of acceptance

Question 13

Quinton tells a story about how it took him three hours to vote in the most recent elections due to lines and exit polls.Scotty believes him because he had a similar experience in the past.Scotty is utilizing ______.

A)narrative rationality
B)narrative coherence
C)narrative fidelity
D)narrative preemption

Question 14

Disney will release some of their films from "the vault" for brief sales.Which peripheral tactic is behind the limited release sale?

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

Question 15

This peripheral cue relies on peer pressure to persuade.

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

Question 16

The World Wildlife Foundation asks that people make a donation that could greatly aid endangered species.In order to help,however,people need only donate .34¢ a day.By stating that the donation could have a large impact,but asking for a small amount,is which peripheral tactic?

A)scarcity
B)social proof
C)contrast effects
D)liking

Question 17

Elaborated messages are ineffective when targeted participants are neither ______ nor ______ in the information.

A)interested;unhappy with
B)already knowledgeable;interested
C)the target of;the recipient
D)capable;interested

Question 18

Guitar Hero uses The Beatles in their commercials.The advertisers of Guitar Hero are anticipating that having this band promote the game will entice the audience to use which peripheral tactic?

A)authority
B)commitment
C)guilt
D)contrast effects

Question 19

Good reasons and consistency are two ways to determine ______.

A)narrative rationality
B)narrative coherence
C)narrative fidelity
D)narrative preemption

Question 20

______ is a peripheral tactic that relies on a previous dedication,such as signing a pledge,in order to persuade.

A)Authority
B)Commitment
C)Guilt
D)Contrast effects

Question 21

Explain how inoculation theory works to prevent persuasion.Make sure to discuss both major components of the theory.

Question 22

With inoculation messages,even weak refutations provide protection.

Question 23

Identify the two persuasive routes that are presented in the elaboration likelihood model.Then identify which route will have the longest persuasive effect and briefly explain why.Finally,identify and explain one of the two factors needed to ensure the person will use this route.

Question 24

Persuasion is typically defined as "human communication that is designed to influence others by modifying their beliefs,values,or attitudes."

Question 25

According to Fisher,mythos is unfairly privileged in its significance in persuasion.

Question 26

A threat is the same as a fear appeal.

Question 27

Structural coherence refers to a story's flow and arrangement.

Question 28

Integrating good storytelling in diverse,multicultural work environments has tremendous benefit to the organization and its workforce.

Question 29

Because of its broad perspective,inoculation theory has "almost limitless application."

Question 30

Explain the focus and process of the theory of planned behavior.Include the five major components and briefly describe each.

Question 31

Explain the difference(s)between logos and pathos.

Question 32

Explain the concept of normative beliefs.

Question 33

In organizations,stories serve a/an ______ communication function for organizations by representing personal,interpersonal,and corporate perspectives.

A)persuasive
B)inoculative
C)scarcity
D)threat

Question 34

Fisher believes we should move from a dualistic approach to an integrated approach in persuasion.

Question 35

There is a direct link between changing attitudes and changing behavior.

Question 36

______ messages stress affinity toward a person,place,or object.

A)Commitment
B)Liking
C)Authority
D)Contrast

Question 37

Centrally routed messages are much more likely to create long term change for the recipient than are peripheral messages.

Question 38

An attitude is a "relatively enduring predisposition to respond ______."

A)favorably
B)unfavorably
C)neutrally
D)favorably or unfavorably