Exam 8: Persuading Individuals and Audiences

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:

Credibility relates to the believability of the message recipient.

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?

Describe the strategies for dealing with "stage fright".

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

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.

Describe the six components in the process of persuasion.

Which of the following statements about persuasion is true?

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

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

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

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

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:

How can an individual protect himself against manipulation?

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

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

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

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

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

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