Question 1

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

Accepted Answer

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 
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 2

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.

Accepted Answer

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

Question 3

Persuasion does not involve directly giving orders.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is an example of manipulation?

Accepted Answer

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. 
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 5

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:

Accepted Answer

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

Question 6

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.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

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

Question 10

When conducting a persuasive business presentation,summarizing:

Accepted Answer

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. 
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 11

Warning signals of manipulation include:

Accepted Answer

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. 
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 12

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

Accepted Answer

A) True 
 B)False

Question 13

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.

Accepted Answer

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

Question 14

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

Accepted Answer

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. 
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 15

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:

Accepted Answer

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

Question 16

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

Accepted Answer

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. 
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 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

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

Question 19

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:

Accepted Answer

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

Question 20

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.

Accepted Answer

A) True 
 B)False

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

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.

Persuasion does not involve directly giving orders.

Which of the following is an example of manipulation?

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:

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.

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

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

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

When conducting a persuasive business presentation,summarizing:

Warning signals of manipulation include:

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

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.

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

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:

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

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

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

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.

Journey Into Self-Awareness

Self-Disclosure and Trust

Establishing Goals Consistent With Your Values and Ethics

Self-Management

Understanding and Working With Diverse Others

Listening and Nonverbal Communication

Communicating Effectively

Negotiation

Building Teams and Work Groups

Managing Conflict

Achieving Business Results Through Effective Meetings

Facilitating Team Success

Making Decisions and Solving Problems Creatively

Effective and Ethical Use of Power and Influence

Networking and Mentoring

Coaching and Providing Feedback for Improved Performance

Leading and Empowering Self and Others

Project Management

Filters

Exam 8: Persuading Individuals and Audiences

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

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.

Persuasion does not involve directly giving orders.

Which of the following is an example of manipulation?

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:

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.

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

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

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

When conducting a persuasive business presentation,summarizing:

Warning signals of manipulation include:

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

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.

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

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:

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

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

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

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.

Journey Into Self-Awareness

Self-Disclosure and Trust

Establishing Goals Consistent With Your Values and Ethics

Self-Management

Understanding and Working With Diverse Others

Listening and Nonverbal Communication

Communicating Effectively

Negotiation

Building Teams and Work Groups

Managing Conflict

Achieving Business Results Through Effective Meetings

Facilitating Team Success

Making Decisions and Solving Problems Creatively

Effective and Ethical Use of Power and Influence

Networking and Mentoring

Coaching and Providing Feedback for Improved Performance

Leading and Empowering Self and Others

Project Management

Filters