Exam 9: Influence

According to Petty and Cacioppo,the first route to persuasion is referred to as the peripheral route and involves thought and integration of the message into the individual's previously existing cognitive structures.

The principle of ____________ suggests that when things are less available,they will have more influence.

Negotiators are frequently ineffective because they respond only to what they ____________ is the other party's statement or proposal.

What is the philosophy behind the technique of "violating expectations?"

Research has shown that likability is less important than other credibility factors.

All but one of the following is an aspect of messages that foster the peripheral route.Which one is not?

When members of an organization feel involved in the decision-making process and perceive that process as fair,they are more likely to accept tough decisions.

The ____________ route,according to Petty and Cacioppo,is characterized by subtle cues and context,with less cognitive processing of the message.

When negotiators are on the ____________ end of a proposal,they frequently choose not to talk about the attractive features of an offer but rather to highlight why certain features are undesirable.

How can we reward people for what they say during a negotiation?

Establishing your personal expertise is preferred to highlighting differences in positional power,especially if the goal is no just simple short-term ____________,but longer term relational benefits as well.

When receivers are distracted,they are less able to engage in issue-relevant thinking,and hence may be more susceptible to processing "peripheral" cues which may push them toward a particular choice option.

Persuasion occurring through the peripheral route is

Which of the following statements about persuasive style is false?

What might managers who must support organizational policies with which they disagree do?

Negotiators frequently give very little attention to the other party's opinions and point of view.

When presenting a two-sided argument,it is more effective to present the preferred argument ____________.

In what way can resources be used in negotiation?

How can negotiators prevent the other party from making public commitments?

People with a reputation for being dishonest or insincere have an extremely easier time in negotiations since their actions are of little consequence to their conscious.