Question 1

What theory best applies to shopping-around interviewees?

Accepted Answer

A) identification 
B) inoculation 
C) dissonance 
D) none of the above 
A) identification 
B) inoculation 
C) dissonance 
D) none of the above

Question 2

It is hoped that induced compliance will result in

Accepted Answer

A) disengagement. 
B) self-persuasion. 
C) reduced dissonance. 
D) identification. 
A) disengagement. 
B) self-persuasion. 
C) reduced dissonance. 
D) identification.

Question 3

Persuasive interviews usually should have routine openings.

Accepted Answer

A) True 
 B)False

Question 4

Interviewees remember what percentage of what they both see and do?

Accepted Answer

A) 10% 
B) 50% 
C) 100% 
D) 90% 
A) 10% 
B) 50% 
C) 100% 
D) 90%

Question 5

List three ways of dodging the issue in a persuasive interview. Give examples of each.

Accepted Answer

1. Deflecting the question: This involve

Question 6

Asking a subordinate to role-play a supervisor would be an example of induced compliance theory being applied.

Accepted Answer

A) True 
 B)False

Question 7

Agreeing upon criteria for evaluating possible solutions enables you to do all of the following except

Accepted Answer

A) build a foundation of agreements. 
B) deal with objections. 
C) determine your purpose. 
D) compare solutions. 
A) build a foundation of agreements. 
B) deal with objections. 
C) determine your purpose. 
D) compare solutions.

Question 8

Herbert Simons suggests which question to assess your honesty?

Accepted Answer

A) How will I feel about myself after this communicative act? 
B) Could I justify my act publicly if called to do so? 
C) both a and b 
D) none of the above 
A) How will I feel about myself after this communicative act? 
B) Could I justify my act publicly if called to do so? 
C) both a and b 
D) none of the above

Question 9

If the local Little League catcher asks for a $5 donation and you refuse and then he follows-up with an offer of a $1 candy bar and you buy that, which psychological strategy has been used?

Accepted Answer

A) rejection then retreat 
B) reciprocal concession 
C) contrast principle 
D) standard/learned principle 
A) rejection then retreat 
B) reciprocal concession 
C) contrast principle 
D) standard/learned principle

Question 10

Imagery is essentially word pictures.

Accepted Answer

A) True 
 B)False

Question 11

Surveys have indicated that we perceive people like car salespersons as least trustworthy. This relates to which concept that affects all forms of interviewing?

Accepted Answer

A) defenses 
B) clients 
C) credentials 
D) credibility 
A) defenses 
B) clients 
C) credentials 
D) credibility

Question 12

Explain the difference between euphemisms and differentiation. Give examples of each.

Accepted Answer

Euphemisms and differentiation are both

Question 13

Theories are efforts to explain complex human activities through careful examination of what happens in the real world.

Accepted Answer

A) True 
 B)False

Question 14

There should be a lengthy rapport stage in the persuasive interview.

Accepted Answer

A) True 
 B)False

Question 15

In political races, interviewers attempt to persuade undecided voters. Explain why.

Accepted Answer

In political races, interviewers attempt

Question 16

Leave taking should be done quickly.

Accepted Answer

A) True 
 B)False

Question 17

A persuasive speech is like a speech to an audience of one.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following creates in the mind of the listener a fear of a serious chain of events?

Accepted Answer

A) thin entering wedge 
B) domino effect 
C) slippery slope 
D) all of the above 
A) thin entering wedge 
B) domino effect 
C) slippery slope 
D) all of the above

Question 19

List three ethical considerations you should take into account when conducting persuasive interviews.

Accepted Answer

1. Respect for autonomy: It is important

Question 20

A fact is something that can be or has been observed.

Accepted Answer

A) True 
 B)False

What theory best applies to shopping-around interviewees?

It is hoped that induced compliance will result in

Persuasive interviews usually should have routine openings.

Interviewees remember what percentage of what they both see and do?

List three ways of dodging the issue in a persuasive interview. Give examples of each.

Asking a subordinate to role-play a supervisor would be an example of induced compliance theory being applied.

Agreeing upon criteria for evaluating possible solutions enables you to do all of the following except

Herbert Simons suggests which question to assess your honesty?

If the local Little League catcher asks for a $5 donation and you refuse and then he follows-up with an offer of a $1 candy bar and you buy that, which psychological strategy has been used?

Imagery is essentially word pictures.

Surveys have indicated that we perceive people like car salespersons as least trustworthy. This relates to which concept that affects all forms of interviewing?

Explain the difference between euphemisms and differentiation. Give examples of each.

Theories are efforts to explain complex human activities through careful examination of what happens in the real world.

There should be a lengthy rapport stage in the persuasive interview.

In political races, interviewers attempt to persuade undecided voters. Explain why.

Leave taking should be done quickly.

A persuasive speech is like a speech to an audience of one.

Which of the following creates in the mind of the listener a fear of a serious chain of events?

List three ethical considerations you should take into account when conducting persuasive interviews.

A fact is something that can be or has been observed.

An Introduction to Interviewing

An Interpersonal Communication Process

Questions and Their Uses

Structuring the Interview

The Informational Interview

The Survey Interview

The Recruiting Interview

The Employment Interview

The Performance Interview

The Counseling Interview

The Health Care Intervie

Filters

Exam 10: The Persuasive Interview

What theory best applies to shopping-around interviewees?

It is hoped that induced compliance will result in

Persuasive interviews usually should have routine openings.

Interviewees remember what percentage of what they both see and do?

List three ways of dodging the issue in a persuasive interview. Give examples of each.

Asking a subordinate to role-play a supervisor would be an example of induced compliance theory being applied.

Agreeing upon criteria for evaluating possible solutions enables you to do all of the following except

Herbert Simons suggests which question to assess your honesty?

If the local Little League catcher asks for a $5 donation and you refuse and then he follows-up with an offer of a $1 candy bar and you buy that, which psychological strategy has been used?

Imagery is essentially word pictures.

Surveys have indicated that we perceive people like car salespersons as least trustworthy. This relates to which concept that affects all forms of interviewing?

Explain the difference between euphemisms and differentiation. Give examples of each.

Theories are efforts to explain complex human activities through careful examination of what happens in the real world.

There should be a lengthy rapport stage in the persuasive interview.

In political races, interviewers attempt to persuade undecided voters. Explain why.

Leave taking should be done quickly.

A persuasive speech is like a speech to an audience of one.

Which of the following creates in the mind of the listener a fear of a serious chain of events?

List three ethical considerations you should take into account when conducting persuasive interviews.

A fact is something that can be or has been observed.

An Introduction to Interviewing

An Interpersonal Communication Process

Questions and Their Uses

Structuring the Interview

The Informational Interview

The Survey Interview

The Recruiting Interview

The Employment Interview

The Performance Interview

The Counseling Interview

The Health Care Intervie

Filters