Question 1

Which of the following recommendations for effective presentations is true?

Accepted Answer

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 
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 2

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

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

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

Question 4

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:

Accepted Answer

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

Question 5

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

Accepted Answer

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

Question 6

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

Accepted Answer

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

Question 7

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

Accepted Answer

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

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

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

Question 10

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:

Accepted Answer

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

Which of the following recommendations for effective presentations is true?

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

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

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:

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

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

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

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

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

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:

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

Which of the following recommendations for effective presentations is true?

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

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

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:

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

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

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

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

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

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:

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