Deck 6: Persuasion

Question 1

When trying to persuade others, you should always keep your argument simple.

Answer 1

True

Question 2

According to Alan Deutschman, crisis is a powerful impetus for change.

Answer 2

False

Question 3

What is selective perception?

Answer 3

Answers will vary.

Question 4

When trying to influence others, you should focus on converting those who disagree with you.

Question 5

You have worked in upper management for ten years, but your company is downsizing and you are worried you will lose your job. According to Maslow's Hierarchy of Human Needs, your fear of losing your job would be a part of which of the following human needs:

A) Basic/Physiological needs
B) Security/Safety needs
C) Belonging needs
D) Love/esteem needs
E) Self-actualization needs

Question 6

According to Milton Rokeach's view of the human attitudinal system, which component is the most susceptible to persuasion?

A) Attitudes
B) Behaviors
C) Opinions
D) Beliefs
E) Perceptions

Question 7

Persuasion is defined by two schools of thought. What are they?

Question 8

Evidence suggests that two-sided arguments work best when:

A) The audience is not well-educated
B) The audience will not be exposed to any other form of counterpersuasion
C) The audience initially agrees with your position
D) You want your message to endure
E) None of the above

Question 9

What is Alderfer's ERG Theory of Motivation and how does it compare to Maslow's Hierarchy of Human Needs?