Deck 8: Persuading Individuals and Audiences

Question 1

Which of the following statements about persuasion is true?

A) It relies on manipulation and coercion.
B) It involves using deceit and force to attain its goals.
C) It guides people toward the adoption of a behavior or attitude.
D) It involves issuing direct orders.

Answer 1

C

Question 2

Marcia is uncomfortable at her job as a marketing director for a munitions company because she believes war is destructive.Marcia's feelings are best described as:

A) framing.
B) cognitive dissonance.
C) self-deception.
D) filtering.

Answer 2

B

Question 3

Logic is the most important factor in persuasion;people's values and desires are irrelevant.

Answer 3

False

Question 4

People are less motivated to go after that which they perceive is scarce.

Question 5

Framing in persuasion provides a means for alternatives to be compared and contrasted.

Question 6

The degree to which an action leads to a desirable state is appropriateness.

Question 7

In team-based environments,persuasion is of little importance as teammates will cooperate with each other because they have to.

Question 8

Persuasive presentations require the presenter not only to give information,but also to get the audience to accept,believe,and act on the ideas presented.

Question 9

Involving the persuadee in the search for a solution is a good way to get his or her buy-in to the solution.

Question 10

During the persuasion process,any errors in your reasoning can give the listener reason to doubt you.This implies that you must say everything you know about the subject.

Question 11

Persuasion does not involve directly giving orders.

Question 12

The tension that exists when individuals' beliefs do not align with their behaviors is:

A) cognitive dissonance.
B) self-deception.
C) selective thinking.
D) framing.

Question 13

Linda is engaging Emma in a dialog to get her to believe that cooperation will be the best way to deal with team conflicts.Linda is using the process of:

A) empowerment.
B) persuasion.
C) problem solving.
D) delegation.

Question 14

Geoff has limited time for his presentation and will not have time for audience participation.Geoff should not ask any questions,even if they are rhetorical in nature.

Question 15

Persuasion is not relevant in a nonhierarchical environment in which employees at all levels participate in formulating strategy.

Question 16

When giving presentations,people should avoid using the same gestures they would during casual conversations.

Question 17

Which of the following statements concerning the need for persuasion in the workplace is true?

A) Persuasive skills are unnecessary in nonhierarchical workplaces.
B) Virtualization of workplaces reduces the need for persuasion.
C) Unlike participative management,top-down management requires persuasive skills.
D) Team-based work requires persuasive skills,even in a hierarchical environment.

Question 18

Credibility relates to the believability of the message recipient.

Question 19

A persuader's physical appearance has no effect on credibility,which depends on confidence and expertise.

Question 20

Appeals to consistency demonstrate that the persuader understands the beliefs of similar others.

Question 21

A salesperson at a music store always begins by showing customers the higher-priced instruments.It's only when they refuse these or ask for cheaper models that he shows them other models.Because the customers turned down the first offer,they will view the salesman's second offer as a concession and may feel inclined to buy the instrument.In this case,the salesman is using the:

A) cognitive dissonance approach.
B) inoculation theory.
C) rejection-then-retreat approach.
D) social judgment theory.

Question 22

Which of the following should a persuader keep in mind when following the reciprocity/obligation approach?

A) Give something only when you require a positive response from the persuadee.
B) Wait for the persuadee to offer something and then reciprocate by giving something in return.
C) Avoid responding to thanks or acknowledgements with "no problem" or "it was nothing."
D) Do not respond or repay favors by the persuadee.

Question 23

How can an advertiser use social proof to sell his product?

A) By showing how other users have benefited from the product
B) By demonstrating the product's superiority over its competitor
C) By implying that the product is in short supply
D) By presenting a lower-cost alternative to the product

Question 24

The degree to which an action or idea leads to a desirable state or outcome is the definition of:

A) appropriateness.
B) effectiveness.
C) efficiency.
D) consistency.

Question 25

When Jim attempted to persuade the executive board to allow his team to handle the market research,he mentioned the team's record on past successes with similar projects.By mentioning the team's record,Jim was trying to improve his effectiveness by:

A) establishing credibility.
B) framing for common ground.
C) using the social proof principle.
D) using the reciprocity/obligation approach.

Question 26

The right thing to do,based on generally accepted standards or norms,is the definition of:

A) appropriateness.
B) effectiveness.
C) efficiency.
D) consistency.

Question 27

Asking someone to agree to a costly proposal but being ready to present a lower-cost alternative best describes which method of using the reciprocity/obligation rule?

A) Practice giving regularly and genuinely
B) Use the rejection-then-retreat approach
C) Give information,support,concessions,even gifts and give first
D) Share testimonials of similar others and experts

Question 28

In general,people want to or feel obligated to repay favors and kindness.This tendency is known as:

A) reciprocity.
B) consensus.
C) framing.
D) social proof.

Question 29

"Never let them see you sweat" alludes to the contribution that _____ makes to credibility.

A) composure
B) trustworthiness
C) expertise
D) accomplishment

Question 30

When Isaac demonstrates that he is reliable,humble and conscientious,he is displaying the _____ characteristic of credibility.

A) expertise
B) trustworthiness
C) composure
D) reciprocity

Question 31

The _____ theory states that persuaders can be effective when they anticipate the objections of the persuadee and address those objections before they arise.

A) inoculation
B) ACE
C) cognitive dissonance
D) social judgment

Question 32

In a debate,one team anticipates the arguments of their opponents and provides counter-arguments before the opponents broach the subject.This is an example of:

A) inoculation theory.
B) cognitive dissonance theory.
C) social judgment theory.
D) ACE theory.

Question 33

In terms of the universal forms of influence,which of the following statements is NOT true?

A) People are more motivated to go after that which they perceive is scarce.
B) People often decide what to do based on what they see others doing.
C) The rejection-then-retreat approach forms the basis of the consensus/social proof rule in persuasion.
D) People view a behavior as correct in a given situation to the degree that they see others performing it.

Question 34

Appeals to _____ demonstrate that the persuader understands the beliefs or past behaviors of similar others and presents arguments that make sense with these beliefs or behaviors.

A) consistency
B) effectiveness
C) appropriateness
D) consensus

Question 35

_____ relates to the believability of the person who delivers the message.

A) Cognitive dissonance
B) Credibility
C) Social proof
D) Filtering

Question 36

Larry has a service contract with Ryan's Rentals under which Ryan pays him a fixed sum for repairs and servicing his cars.Larry knows that Ryan is trying to cut his spending and might not be receptive to renewing the contract.Therefore,when Larry goes to negotiate the contract,he presents a proposal to highlight the advantages of the agreement for Ryan.Larry is attempting to create a perspective for Ryan by:

A) establishing credibility.
B) establishing an emotional connection.
C) providing social proof.
D) framing for common ground.

Question 37

People view a behavior as correct in a given situation to the degree that they see others performing it.Advertisers are aware of this and persuade people to buy their products by telling them not necessarily how good a product is,but how strongly others think so.This is an example of:

A) social proof.
B) scarcity.
C) reciprocity.
D) commitment.

Question 38

_____ involves describing one's position in ways that identify common ground and establish a collaborative tone.

A) Social proof
B) Credibility
C) Framing
D) Reciprocity

Question 39

You try to convince your friend to stop smoking.Among your many appeals,you say,"If you quit smoking,you will be able to play sports longer and with more vigor." This statement illustrates the _____ component of the ACE model of persuasion.

A) appropriateness
B) consistency
C) accuracy
D) effectiveness

Question 40

According to the ACE theory,people use _____ as criteria to determine whether to respond to a persuader's arguments.

A) acceptance,competition,and empowerment
B) accuracy,composure,and expertise
C) appropriateness,effectiveness,and consistency
D) consensus,consistency,and accuracy

Question 41

How can an individual protect himself against manipulation?

Question 42

Describe the six components in the process of persuasion.

Question 43

When conducting a persuasive business presentation,summarizing:

A) helps focus the audience's attention on the essence of the presentation.
B) gives the impression that the speaker lacks knowledge about the subject.
C) includes sending a formal thanks to the organizer of the event.
D) involves asking the audience for feedback about the speaker's presentation style.

Question 44

How can the reciprocity/obligation rule be used in persuasion?

Question 45

Which of the following is an example of manipulation?

A) A salesman demonstrates his product's superiority over competitors' products to persuade a consumer to buy it.
B) A parent convinces a child to study by promising a reward if she is successful.
C) People decide to stop smoking as a result of an anti-smoking campaign that highlights the dangers of smoking.
D) A manager convinces employees to work longer hours by implying that the employees will otherwise lose an opportunity for promotion.

Question 46

Describe the strategies for dealing with "stage fright".

Question 47

Which of the following should a speaker avoid when making a presentation?

A) Preparing and rehearsing in advance
B) Beginning with a joke
C) Summarizing the content
D) Researching the intended audience

Question 48

Warning signals of manipulation include:

A) the persuadee having more to gain from the exchange than the persuader.
B) a war of words that ultimately favors both the parties.
C) a larger role for public interest than the persuader's self-interest.
D) discrepancies in the facts being presented as part of the argument.

Question 49

Which of the following recommendations for effective presentations is true?

A) Begin a presentation with a joke rather than an anecdote or quote
B) Avoid rhetorical questions and questions at the beginning of the presentation
C) Use technology extensively to make presentations effective
D) Present the core of the argument at the beginning and take questions throughout

Question 50

List a few tips that can be used to make effective presentations.