Question 1

Describe the AIM planning process for persuasive messages. Explain why it is important.

Accepted Answer

The AIM planning process stands for Audi...

Question 2

Compared to you-voice, we-voice is more effective at letting customers and clients know that you have considered their interests.

Accepted Answer

A) True 
 B)False

Question 3

What have you learned in this chapter about how to make external persuasive messages more effective and appealing? Explain the full range of techniques to be used.

Accepted Answer

External persuasive messages need to hav...

Question 4

Which of the following is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do?

Accepted Answer

A)   reciprocation
B)   liking
C)   social proof
D)   consistency
E)   scarcity

Question 5

Which statement accurately describes the use of you-voice in persuasive messages?

Accepted Answer

A)   Writing in the you-voice to customers is just a stylistic choice.
B)   Using the you-voice deemphasizes customer benefits.
C)   Using the you-voice forces you to personalize the message for your readers.
D)   Using the you-voice implies a high level of self-centeredness.
E)   Using the you-voice in persuasive messages emphasizes the writer's objectivity. C

Question 6

In the model for mass sales messages called AIDA, "D" stands for

Accepted Answer

A)   destination.
B)   difference.
C)   development.
D)   desire.
E)   drive.

Question 7

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 8

The aim of persuasion is to

Accepted Answer

A)   develop a plan of action to deal with a crisis.
B)   increase your credibility in the eyes of your audience.
C)   express sympathy for a loss suffered by your audience.
D)   express gratitude toward your audience.
E)   help your audience find the value in your position.

Question 9

Chinua is making a brochure to explain to customers the benefits of having their hot water heaters flushed every year. Which of the following will make the brochure more persuasive?

Accepted Answer

A)   Use the I-voice to convey his expertise.
B)   Dismiss any objections that customers might have.
C)   Use formatting to make each benefit stand out.
D)   Include national statistics about hot water heaters.
E)   Try to make people feel guilty for not maintaining their heaters.

Question 10

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 11

External persuasive messages, with the exception of those that emphasize price, are generally based on

Accepted Answer

A)   strong logical appeals.
B)   the scarcity principle of influence.
C)   strong emotional appeals.
D)   the authority principle of influence.
E)   the liking principle of influence.

Question 12

It is most appropriate to use an impersonal voice in

Accepted Answer

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

Question 13

The tone for persuasive messages should be pushy and exaggerated.

Accepted Answer

A) True 
 B)False  False

Question 14

The first task of most persuasive messages is to

Accepted Answer

A)   express gratitude to the readers.
B)   gain the attention of the readers.
C)   provide a strong rationale.
D)   establish that a problem exists.
E)   appreciate the readers' views. B

Question 15

Which statement accurately describes persuasion in the post-trust era?

Accepted Answer

A)   In the post-trust era, persuasion is rarely employed because it no longer works.
B)   In the post-trust era, threats are the best persuasive technique.
C)   In the post-trust era, the link between credibility and persuasion has diminished significantly.
D)   In the post-trust era, persuasion is becoming increasingly difficult.
E)   In the post-trust era, persuading your audience is easier because of social media.

Question 16

Which of the following scenarios demonstrates the method of influence known as liking?

Accepted Answer

A)   Pedro is more likely to buy the same brand of jeans that celebrities wear.
B)   Nita is more likely to buy a brand of designer purse that sells out in one day.
C)   Jelena is more likely to buy the brand of sports clothing that sponsors her team.
D)   Jeanette is more likely to buy the same brand of cosmetics that her best friends wear.
E)   Igor is more likely to buy the brand of sporting equipment that others at his club use.

Question 17

Most people justify their business decisions based on the soundness of ideas, not feelings.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is true of trying to persuade through emotion?

Accepted Answer

A)   Most people justify business decisions based on emotions, not reason.
B)   Business communicators should avoid injecting emotions into their persuasive messages.
C)   Emotion cannot persuade customers because they do not become attached to products and services.
D)   Business communicators understand that resistance to ideas, products, and services is often emotional.
E)   Effective sales communications should avoid appealing to the core emotional benefits of products, services, or ideas.

Question 19

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.

Question 20

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

The answer of How can you increase your own credibility...

Exam 10: Persuasive Messages

Describe the AIM planning process for persuasive messages. Explain why it is important.

Correct AnswerverifiedThe AIM planning process stands for Audi...View AnswerShow Answer

Compared to you-voice, we-voice is more effective at letting customers and clients know that you have considered their interests.

Correct AnswerverifiedShow Answer

What have you learned in this chapter about how to make external persuasive messages more effective and appealing? Explain the full range of techniques to be used.

Correct AnswerverifiedExternal persuasive messages need to hav...View AnswerShow Answer

Which of the following is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do?

Correct AnswerverifiedShow Answer

Which statement accurately describes the use of you-voice in persuasive messages?

Correct AnswerverifiedC

In the model for mass sales messages called AIDA, "D" stands for

Correct AnswerverifiedShow Answer

Typically, internal persuasive messages focus mostly on

Correct AnswerverifiedShow Answer

The aim of persuasion is to

Correct AnswerverifiedShow Answer

Chinua is making a brochure to explain to customers the benefits of having their hot water heaters flushed every year. Which of the following will make the brochure more persuasive?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

External persuasive messages, with the exception of those that emphasize price, are generally based on

Correct AnswerverifiedShow Answer

It is most appropriate to use an impersonal voice in

Correct AnswerverifiedShow Answer

The tone for persuasive messages should be pushy and exaggerated.

Correct AnswerverifiedFalse

The first task of most persuasive messages is to

Correct AnswerverifiedB

Which statement accurately describes persuasion in the post-trust era?

Correct AnswerverifiedShow Answer

Which of the following scenarios demonstrates the method of influence known as liking?

Correct AnswerverifiedShow Answer

Most people justify their business decisions based on the soundness of ideas, not feelings.

Correct AnswerverifiedShow Answer

Which of the following is true of trying to persuade through emotion?

Correct AnswerverifiedShow Answer

Which scenario illustrates the principle of consistency?

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 AnswerverifiedShow Answer

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The AIM planning process stands for Audi...
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External persuasive messages need to hav...
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C

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False

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B

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