Question 1

Recognizing others' needs,wants,ideas,and preferences as legitimate and reasonable is known as

Accepted Answer

A)   identification.
B)   a call to action.
C)   reciprocation.
D)   validation.
E)   a counterpoint.

Question 2

Which of the following is a principle of influence based on returning favors?

Accepted Answer

A)   reciprocation
B)   liking
C)   authority
D)   consistency
E)   scarcity

Question 3

Which of the following is the most expensive media for sending mass sales messages?

Accepted Answer

A)   online banner ads
B)   mass emails
C)   online pop-up ads
D)   hard-copy letters
E)   company website ads

Question 4

Persuasion implies that you are communicating with someone who thinks the same way as you do.

Accepted Answer

A) True 
 B)False

Question 5

Why is the FAIR test especially important for reviewing persuasive messages in the post-trust era?

Accepted Answer

Persuasive messages can be intentionally...

Question 6

How can you increase your own credibility when writing persuasive messages in the post-trust era? Consider what you learned throughout the entire chapter.

Accepted Answer

While credibility is critical to all bus...

Question 7

Describe a strategy that can be used to personalize persuasive messages.

Accepted Answer

(Student answers may vary.Students may c...

Question 8

Which of the following best summarizes the differences between internal and external persuasive messages?

Accepted Answer

A)   Internal persuasive messages emphasize self-centeredness,whereas external persuasive messages emphasize reader needs.
B)   While internal persuasive messages raise a need,external persuasive messages provide a rationale.
C)   Internal persuasive messages focus on promoting ideas,whereas external persuasive messages focus on promoting products.
D)   Internal persuasive messages tend to be slightly more indirect and implicit than external persuasive messages.
E)   Internal persuasive messages use the you-voice,whereas external persuasive messages use the I-voice.

Question 9

The writing style of your persuasive messages should be

Accepted Answer

A)   action-oriented and lively.
B)   unbelievable and enthusiastic.
C)   dull or unexceptional.
D)   pushy and exaggerated.
E)   direct and explicit.

Question 10

The writing style of most persuasive messages tends to be

Accepted Answer

A)   exaggerated and explicit.
B)   direct and explicit.
C)   direct and implicit.
D)   indirect and explicit.
E)   indirect and implicit.

Question 11

Mona writes a message to persuade customers that eating her company's new yogurt will make them healthier.She chooses to make her message indirect and implicit.Mona has chosen a common approach for such a message.

Accepted Answer

A) True 
 B)False

Question 12

Typically,internal persuasive messages focus mostly on

Accepted Answer

A)   negative emotions.
B)   the reciprocation principle of influence.
C)   the scarcity principle of influence.
D)   logical appeals.
E)   positive emotions.

Question 13

It is important to ask colleagues to review persuasive messages because persuasive messages

Accepted Answer

A)   use more formal language than other business messages.
B)   are more personal and idiosyncratic than other business messages.
C)   use difficult direct structure and explicit language.
D)   are directed to people who resist your ideas,products,or services.
E)   must be extremely objective and neutral to be effective.

Question 14

Using the "you-voice" is most appropriate to emphasize

Accepted Answer

A)   shared work goals in internal persuasive messages.
B)   reader benefits in external persuasive messages.
C)   product features in internal persuasive messages.
D)   shared ideas in external persuasive messages.
E)   an impersonal tone in all persuasive messages.

Question 15

What is the right tone to use for persuasive messages?

Accepted Answer

The tone for persuasive messages should ...

Question 16

The use of the we-voice is an appropriate way to

Accepted Answer

A)   emphasize shared work goals in internal persuasive messages.
B)   emphasize reader benefits in external persuasive messages.
C)   deemphasize self-centeredness in internal persuasive messages.
D)   emphasize objectivity in persuasive messages.
E)   depersonalize external persuasive messages.

Question 17

Carlos tends to be more easily persuaded by people he likes.This demonstrates the principle of reciprocation.

Accepted Answer

A) True 
 B)False

Question 18

Which scenario illustrates the principle of consistency?

Accepted Answer

A)   Patti mentions several examples of other people volunteering at her charity to influence her readers.
B)   Marc stresses that the company anti-litter campaign occurs only once a year.
C)   Maribeth describes how that local cancer center has helped several colleagues,which is why the company supports it.
D)   Bill names several high-profile celebrities who support the same charity event that the company is sponsoring.
E)   Maya asks volunteers to sign up by return email because then they will be more likely to carry through.

Exam 10: Persuasive Messages

Which of the following is a principle of influence based on returning favors?

Correct Answer
verified

Using the "you-voice" is most appropriate to emphasize

Correct Answer
verified

Mona writes a message to persuade customers that eating her company's new yogurt will make them healthier.She chooses to make her message indirect and implicit.Mona has chosen a common approach for such a message.

Correct Answer
verified

The writing style of most persuasive messages tends to be

Correct Answer
verified

Which scenario illustrates the principle of consistency?

Correct Answer
verified

Typically,internal persuasive messages focus mostly on

Correct Answer
verified

The use of the we-voice is an appropriate way to

Correct Answer
verified

Carlos tends to be more easily persuaded by people he likes.This demonstrates the principle of reciprocation.

Correct Answer
verified

The writing style of your persuasive messages should be

Correct Answer
verified

Which of the following is the most expensive media for sending mass sales messages?

Correct Answer
verified

What is the right tone to use for persuasive messages?

Correct Answer
verified
The tone for persuasive messages should ...
View Answer

It is important to ask colleagues to review persuasive messages because persuasive messages

Correct Answer
verified

Recognizing others' needs,wants,ideas,and preferences as legitimate and reasonable is known as

Correct Answer
verified

Which of the following best summarizes the differences between internal and external persuasive messages?

Correct Answer
verified

How can you increase your own credibility when writing persuasive messages in the post-trust era? Consider what you learned throughout the entire chapter.

Correct Answer
verified
While credibility is critical to all bus...
View Answer

Why is the FAIR test especially important for reviewing persuasive messages in the post-trust era?

Correct Answer
verified
Persuasive messages can be intentionally...
View Answer

Describe a strategy that can be used to personalize persuasive messages.

Correct Answer
verified
(Student answers may vary.Students may c...
View Answer

Persuasion implies that you are communicating with someone who thinks the same way as you do.

Correct Answer
verified

Exam 10: Persuasive Messages

Which of the following is a principle of influence based on returning favors?

Correct AnswerverifiedShow Answer

Using the "you-voice" is most appropriate to emphasize

Correct AnswerverifiedShow Answer

Mona writes a message to persuade customers that eating her company's new yogurt will make them healthier.She chooses to make her message indirect and implicit.Mona has chosen a common approach for such a message.

Correct AnswerverifiedShow Answer

The writing style of most persuasive messages tends to be

Correct AnswerverifiedShow Answer

Which scenario illustrates the principle of consistency?

Correct AnswerverifiedShow Answer

Typically,internal persuasive messages focus mostly on

Correct AnswerverifiedShow Answer

The use of the we-voice is an appropriate way to

Correct AnswerverifiedShow Answer

Carlos tends to be more easily persuaded by people he likes.This demonstrates the principle of reciprocation.

Correct AnswerverifiedShow Answer

The writing style of your persuasive messages should be

Correct AnswerverifiedShow Answer

Which of the following is the most expensive media for sending mass sales messages?

Correct AnswerverifiedShow Answer

What is the right tone to use for persuasive messages?

Correct AnswerverifiedThe tone for persuasive messages should ...View AnswerShow Answer

It is important to ask colleagues to review persuasive messages because persuasive messages

Correct AnswerverifiedShow Answer

Recognizing others' needs,wants,ideas,and preferences as legitimate and reasonable is known as

Correct AnswerverifiedShow Answer

Which of the following best summarizes the differences between internal and external persuasive messages?

Correct AnswerverifiedShow Answer

How can you increase your own credibility when writing persuasive messages in the post-trust era? Consider what you learned throughout the entire chapter.

Correct AnswerverifiedWhile credibility is critical to all bus...View AnswerShow Answer

Why is the FAIR test especially important for reviewing persuasive messages in the post-trust era?

Correct AnswerverifiedPersuasive messages can be intentionally...View AnswerShow Answer

Describe a strategy that can be used to personalize persuasive messages.

Correct Answerverified(Student answers may vary.Students may c...View AnswerShow Answer

Persuasion implies that you are communicating with someone who thinks the same way as you do.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
The tone for persuasive messages should ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
While credibility is critical to all bus...
View Answer

Correct Answer
verified
Persuasive messages can be intentionally...
View Answer

Correct Answer
verified
(Student answers may vary.Students may c...
View Answer

Correct Answer
verified