Question 1

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

Accepted Answer

The answer of According to persuasion research, which of the...

Question 2

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

Accepted Answer

The answer of Which of the following is NOT associated...

Question 3

According to the textbook, the most important key to effective communication may be ______.

Accepted Answer

Knowing your audience is essential in effective communication because it allows you to tailor your message to their needs, interests, and level of understanding. Without this knowledge, the message may not be received or understood as intended. Providing feedback, active listening, and empathic listening are also important components of effective communication but may not be as critical as understanding your audience.

Question 4

This increases familiarity, which increases your positive attitude toward it.

Accepted Answer

This phenomenon is known as the mere exposure effect, which suggests that repeated exposure to a stimulus can increase our liking and positive attitude toward it.

Question 5

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.

Accepted Answer

This is an example of the "door-in-the-face" technique, where a large, often unreasonable request is made knowing it will likely be refused, followed by a much smaller request (the one actually desired). This makes the second request seem more reasonable in comparison, increasing the chances it will be accepted.

Question 6

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

Accepted Answer

Classical conditioning is the process by which an association is formed between a previously neutral stimulus and a natural response. In this case, the image of a seductive woman is the neutral stimulus, which is paired with the positive emotional response of the viewer. As a result, the viewer is more likely to have a positive association with the car being promoted in the advertisement.

Question 7

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.

Accepted Answer

The technique being described is the foot-in-the-door technique, where the telemarketer starts with a small request (e.g. "Can I have a minute of your time?") and then progresses to a larger request (e.g. "Would you be interested in purchasing our product?"). This technique works because people who say yes to a small request are more likely to say yes to a larger request later on.

Question 8

Which of the following is NOT a component of persuasion?

Accepted Answer

The timing of the persuasion attempt may be important, but it is not considered a component of persuasion itself. The components of persuasion generally include the identity of the person doing the persuading (who), the message or argument being used (what), and the various tactics or techniques used to convey the message (how).

Question 9

Two-sided arguments _____.

Accepted Answer

Two-sided arguments are designed to give the appearance of fairness by presenting both sides of an issue, but they are also meant to show inherent flaws in the "other" side and illustrate how opponents' arguments can be refuted. Therefore, all of these options are correct.

Question 10

_____ occurs when someone gets your commitment to an attractive proposal, then reveals hidden costs.

Accepted Answer

Low-balling is a strategy where an initially attractive offer is made, but after commitment, hidden costs or less favorable terms are revealed.

Question 11

Which of these are important components of credibility in persuasion?

Accepted Answer

Credibility in persuasion is built upon expertise and trustworthiness. Expertise means having a high level of knowledge, skill, or experience in the topic being discussed. Trustworthiness, on the other hand, means being honest and reliable, and having the audience's best interests in mind. While attractiveness may be a factor in how an audience perceives a speaker, it is not a critical component of credibility. Therefore, the best choice(s) is C, expertise and trustworthiness.

Question 12

Veronica has a new line of clothing she wants to promote in a television ad at 8:00 pm on a weekday evening. Based on persuasion research, which of the following appeals is MOST likely to increase her sales?

Accepted Answer

Emotional appeals are found to be more effective in creating a connection with the audience and influencing their behavior. As clothing is a product that is often associated with emotions, using an emotional appeal is more likely to increase sales. Logical and reasonable appeals may not necessarily capture the attention or interest of the audience, while a two-sided appeal, which includes presenting both positive and negative aspects of the product, may not be suitable for a promotional ad as it could discourage potential customers.

Question 13

Communication that is intended to change attitudes is called _____.

Accepted Answer

Communication that is intended to change attitudes is called persuasion.

Question 14

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.

Accepted Answer

Low-balling is a strategy where an attractive offer is made to get someone to agree, and then the terms are changed to be less favorable. Dimitrio was initially offered a trip to Hawaii, but the terms changed when he was expected to babysit.

Question 15

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

Accepted Answer

The answer of When your audience does not have a...

Question 16

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 _____.

Accepted Answer

The foot-in-the-door strategy works because it involves getting someone to agree to a small request, which can lead to a shift in their self-perception as someone who is helpful or cooperative. This then makes it more likely that they will agree to a larger request later on.

On the other hand, the door-in-the-face strategy involves making an initial request that is so large or unreasonable that the person is likely to say no. This is followed by a smaller, more reasonable request, which the person may be more likely to agree to in order to maintain their self-image as someone who is reasonable or fair. This is known as the rule of reciprocal concessions.

Question 17

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

Accepted Answer

The foot-in-the-door technique is a persuasion strategy where a small request is made first, followed by a larger request. This technique increases compliance with the larger request by gradually increasing the person's commitment and investment in the situation. The other options listed do not correspond with this strategy.

Question 18

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

Accepted Answer

Fear messages are most effective when the negative consequence is immediate and likely to happen, relevant to the audience, and severe enough to create a sense of urgency. Therefore, all of these options are important for fear messages to be persuasive.

Question 19

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

Accepted Answer

The bait-and-switch strategy involves offering an attractive proposal, then making it unavailable or unappealing and offering a more costly alternative. This is done to entice customers into the store or sales situation with the initial offer, only to switch them to a more expensive or less desirable option once they are there. The other options listed (low-balling, door-in-the-face, and foot-in-the-door) do not match this particular strategy.

Question 20

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

Accepted Answer

The door-in-the-face technique involves beginning with a very large, intrusive request followed by a smaller request.

Quiz 18: Psychology at Work in the Global Economy