Question 1

Entertainment is highly emphasized in communication for business purposes.

Accepted Answer

False

Question 2

In the business world, almost all communication is persuasive.

Accepted Answer

Persuasive communication is a type of communication that aims to influence the thoughts, feelings, or actions of others. In the business world, almost all communication is persuasive in nature, as businesses are constantly trying to persuade customers to buy their products or services, employees to work harder, or investors to invest in their company.

Question 3

According to Conger, people with high credibility have demonstrated over time that they can be trusted to listen and to work in the best interest of others.

Accepted Answer

Conger emphasizes that credibility is built through consistent actions that show trustworthiness and a commitment to others' best interests.

Question 4

According to Conger, in our culture, we believe that people make decisions based upon reason; therefore, it is unnecessary to consider emotional needs when attempting to persuade.

Accepted Answer

Conger argues that while our culture values reason, effective persuasion also requires addressing emotional needs, as emotions play a significant role in decision-making.

Question 5

People do not respond well to negative, threatening, or punishing strategies to gain compliance.

Accepted Answer

Research in psychology and behavioral science suggests that positive reinforcement and supportive strategies are generally more effective in gaining compliance and fostering cooperation than negative or punitive approaches.

Question 6

People who are more sensitive to others and who are more adaptive are more likely to engage in further attempts to influence when resistance is met.

Accepted Answer

Research suggests that individuals who are sensitive to others and adaptive are more likely to persist in influencing attempts, as they can adjust their strategies based on the feedback and resistance they encounter.

Question 7

Tactics, such as arguing without support, using persistence and repetition, threatening, and manipulation, were found to be effective when used by subordinates who were attempting to influence their supervisors.

Accepted Answer

These tactics are generally not effective in influencing supervisors as they can damage relationships and reduce trust. Effective influence typically involves rational persuasion, collaboration, and building a positive rapport.

Question 8

Assertive communication behaviors include those perceived as hurtfully expressive, self-promoting, and assuming control over the choices of others.

Accepted Answer

Assertive communication is characterized by expressing one's own needs and rights clearly and respectfully without being hurtful, self-promoting, or controlling over others.

Question 9

Factors that help to build credibility include expertise and competence, personal ethics and integrity, control of emotions, and the development and maintenance of a professional image.

Accepted Answer

These factors contribute to how others perceive an individual's trustworthiness and reliability, which are essential components of credibility.

Question 10

Trust is the ability to adhere to a strong set of moral or ethical principles regardless of the situation or the pressures that come to bear.

Accepted Answer

Trust is the reliance on the integrity, strength, ability, or character of a person or thing, not the ability to adhere to moral or ethical principles.

Question 11

The four purposes of business communication are

Accepted Answer

The four purposes of business communication are to inform, to persuade, to convey goodwill, and to establish credibility.

Question 12

In the examples below, all are cases in which an individual is primarily communicating to inform, EXCEPT:

Accepted Answer

Writing a letter of application is primarily to persuade the employer to consider you for a position, rather than just to inform.

Question 13

Conger's model of persuasion includes all of the following steps, EXCEPT:

Accepted Answer

Conger's model of persuasion does not include "Inform the other of your needs" as a step; it focuses on establishing credibility, framing for common ground, and connecting emotionally.

Question 14

Conger attempts to reconceptualize our understanding of persuasion from simply the act of convincing and selling to one of persuasion as

Accepted Answer

Learning and negotiating is the correct answer because Conger's reconceptualization of persuasion emphasizes the importance of understanding the needs and interests of others, and working with them to reach a mutually acceptable outcome.

Question 15

____________________is the power that a person has to affect other people's thinking or actions.

Accepted Answer

Influence is the power to affect other people's thinking or actions.

Question 16

The four dimensions of interpersonal dominance include all of the following, EXCEPT

Accepted Answer

Social focus is not typically considered a dimension of interpersonal dominance. The other options relate more directly to traits associated with dominance in interpersonal interactions.

Question 17

Advocacy, or the process of championing ideas, proposals, actions, or people to those above you in an organization, involves all of the following steps, EXCEPT:

Accepted Answer

Clearly stating your needs and preferences is not a step in advocacy.

Question 18

According to Conger, people with high credibility on the relationship side have demonstrated that they have all of the following characteristics, EXCEPT:

Accepted Answer

People with high credibility on the relationship side are expected to be consistent and reliable, not exhibit mood extremes or inconsistent performance.

Question 19

An employee criticizes the boss's "pet" development program in a meeting and is fired on the spot for her remarks. This is an example of _________communication.

Accepted Answer

Coercive communication involves using force or threats to make someone comply, which aligns with firing an employee for criticism.

Question 20

_______________________ is the ability to understand other people: what motivates them, how they work, how to work cooperatively with them.

Accepted Answer

Interpersonal intelligence is the ability to understand and interact effectively with others, including understanding their motivations and working cooperatively.

Quiz 3: Step One: Identify the Purposes of Communication