Question 1

In order to encourage participation in a walkathon,the organization arranging the event offers free items,such as a T-shirt or a water bottle,to all the participants.Which of the following principles of influence is being used?

Accepted Answer

Reciprocation is a principle of influence based on returning favors.As defined by Dr.Robert Cialdini,"We should try to repay,in kind,what another person has provided us."

Question 2

Which of the following is a principle of influence whereby people determine what is right,correct,or desirable by seeing what others do?

Accepted Answer

Social proof is a principle of influence whereby people determine what is right,correct,or desirable by seeing what others do.

Question 3

Recognizing others' needs,wants,ideas,and preferences as legitimate and reasonable is known as

Accepted Answer

Validation implies that you recognize and appreciate others' needs,wants,ideas,and preferences as legitimate and reasonable,"especially when they are different than your own."

Question 4

Which statement about persuasive messages is accurate?

Accepted Answer

Persuasion involves extensive planning: analyzing your audience to understand their needs,values,and how they are influenced;developing your ideas as you wrestle with the complicated business issues at hand;and creating a message structure that most effectively reduces resistance and gains buy-in.

Question 5

Which scenario illustrates the principle of consistency?

Accepted Answer

Consistency is based on the idea that once people make an explicit commitment,they tend to follow through and honor that commitment.

Question 6

The writing style of most persuasive messages tends to be

Accepted Answer

Compared to other business messages,persuasive messages are somewhat more indirect and implicit.They are sometimes indirect in that they provide the rationale for a request before making the specific request.They are sometimes implicit in that the request or some of the rationale for the request may be implied.

Question 7

In the context of developing persuasive messages,which of the following is most likely to help you demonstrate a voice of competence?

Accepted Answer

Idea development for persuasive messages is critical.Since your audience is resistant to the message,one of your key tasks is to establish credibility.Developing strong ideas in the interest of your audience helps you demonstrate your voice of competence.

Question 8

Anwar is planning a persuasive message to try to convince his colleagues to contribute to their company's holiday clothing drive.The most effective argument he can use will be an argument that

Accepted Answer

To convince others to modify their own ideas and accept yours,you need to show that you care about them and that your ideas fit into their interests.Your best argument is always one that meets the needs and wants of your audience.

Question 9

Which statement accurately describes persuasion in the post-trust era?

Accepted Answer

By definition,persuasion implies that you are communicating with someone who does not think or feel the same way as you do.Persuasion is becoming more difficult because we live in a time of increasing mistrust.

Question 10

Sautéed,a restaurant in California,specializes in sautéed food.The restaurant holds a highly popular bash,featuring well-known DJs,on the last Saturday night of every month.The restaurant offers event-passes to frequent customers (who must have been billed at least $3,000 during the current month)for free.A limited number of passes are available to other customers at a high price one day prior to the event.Which principle of influence is the restaurant using?

Accepted Answer

Scarcity is a principle of influence whereby people think there is limited availability of something they want or need,so they must act quickly.

Question 11

A colleague asks you for advice on how to understand the audience of his persuasive message.Which of the following pieces of advice will you offer?

Accepted Answer

Understanding the needs and values of others is not simple.It requires a strong listening orientation.You will need to ask lots of questions to get beyond a surface understanding about the hopes,expectations,and hidden assumptions of your target audiences.In addition to understanding the needs and values of your target audience,you should consider the psychological principles that impact how people are influenced.

Question 12

Which of the following principles is based on the idea that once people make an explicit commitment,they tend to follow through and honor that commitment?

Accepted Answer

Consistency is based on the idea that once people make an explicit commitment,they tend to follow through and honor that commitment.

Question 13

In the context of developing persuasive messages,the process of understanding the needs and values of others

Accepted Answer

Many effective business communicators spend weeks and months learning about their target audiences,gathering information,and piecing together persuasive messages.Understanding the needs and values of others is not simple.It requires a strong listening orientation.

Question 14

External persuasive messages,with the exception of those that emphasize price,are generally based on

Accepted Answer

External persuasive messages,with the exception of those that emphasize price,generally include strong emotional appeals.

Question 15

Celebrity endorsements in advertising are based on the _____ principle of influence.

Accepted Answer

Authority is a principle of influence whereby people follow authority figures.The number of celebrity endorsements in advertising is evidence of how authority can impact persuasion.

Question 16

Which of the following is a principle of influence based on returning favors?

Accepted Answer

Reciprocation is a principle of influence based on returning favors.As defined by Dr.Robert Cialdini,"We should try to repay,in kind,what another person has provided us."

Question 17

Which of the following is the first step in the planning process for writing persuasive messages?

Accepted Answer

Persuasion involves extensive planning: analyzing your audience to understand their needs,values,and how they are influenced;developing your ideas as you wrestle with the complicated business issues at hand;and creating a message structure that most effectively reduces resistance and gains buy-in.

Question 18

Katie is more likely to buy a product if she hears that it sells out quickly.Her behavior illustrates the psychological principle known as

Accepted Answer

Scarcity is a principle of influence whereby people think there is limited availability of something they want or need,so they must act quickly.

Question 19

Shelly is a popular figure in Tia's community.Tia signs up to participate in a charity event when she finds out that Shelly is also participating.Tia's behavior illustrates the psychological principle known as

Accepted Answer

Liking is a principle of influence whereby people are more likely to be persuaded by people they like.

Question 20

Which of the following is a component of a persuasive message?

Accepted Answer

The components of persuasive messages are gain attention,raise a need,deliver a solution,provide a rationale,validate the views,preferences,and concerns of others,give counterpoints,and call to action.

Quiz 10: Persuasive Messages

In order to encourage participation in a walkathon,the organization arranging the event offers free items,such as a T-shirt or a water bottle,to all the participants.Which of the following principles of influence is being used?

Which of the following is a principle of influence whereby people determine what is right,correct,or desirable by seeing what others do?

Recognizing others' needs,wants,ideas,and preferences as legitimate and reasonable is known as

Which statement about persuasive messages is accurate?

Which scenario illustrates the principle of consistency?

The writing style of most persuasive messages tends to be

In the context of developing persuasive messages,which of the following is most likely to help you demonstrate a voice of competence?

Anwar is planning a persuasive message to try to convince his colleagues to contribute to their company's holiday clothing drive.The most effective argument he can use will be an argument that

Which statement accurately describes persuasion in the post-trust era?

A colleague asks you for advice on how to understand the audience of his persuasive message.Which of the following pieces of advice will you offer?

Which of the following principles is based on the idea that once people make an explicit commitment,they tend to follow through and honor that commitment?

In the context of developing persuasive messages,the process of understanding the needs and values of others

External persuasive messages,with the exception of those that emphasize price,are generally based on

Celebrity endorsements in advertising are based on the _____ principle of influence.

Which of the following is a principle of influence based on returning favors?

Which of the following is the first step in the planning process for writing persuasive messages?

Katie is more likely to buy a product if she hears that it sells out quickly.Her behavior illustrates the psychological principle known as

Shelly is a popular figure in Tia's community.Tia signs up to participate in a charity event when she finds out that Shelly is also participating.Tia's behavior illustrates the psychological principle known as

Which of the following is a component of a persuasive message?