Question 1

When Cary writes a message to persuade customers that trying a new product will increase their sex appeal, he chooses to make it indirect and implicit. Cary has chosen a common approach for such a message.

Accepted Answer

A) True 
 B)False

Question 2

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 3

Internal persuasive messages tend to be less direct and explicit than external persuasive messages.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is a component of the AIDA approach to mass sales messages?

Accepted Answer

A)   gaining attention
B)   discussing ideas
C)   analyzing deadlines
D)   making announcements
E)   answering queries

Question 5

Which statement about persuasive messages is accurate?

Accepted Answer

A)   The vast majority of business messages are persuasive messages.
B)   Persuasive messages require a message structure that helps reduce resistance.
C)   Persuasive messages do not need as much planning as other business messages.
D)   Persuasive messages are very similar to messages that express appreciation.
E)   The success of persuasive messages seldom depends on the author's credibility.

Question 6

Internal persuasive messages tend to be

Accepted Answer

A)   more indirect than external persuasive messages.
B)   more implicit than external persuasive messages.
C)   based on emotional appeals.
D)   based on logical appeals.
E)   more author-centered than reader-centered.

Question 7

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 8

Internal and external persuasive messages contain many common elements.

Accepted Answer

A) True 
 B)False

Question 9

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 that use the I-voice.

Question 10

Ralph and Shane have been best friends for more than twenty years, and they influence each other's shopping choices. When they are shopping for colognes, however, Ralph picks a cologne endorsed by his basketball idol, and Shane opts for one endorsed by his favorite pop singer. In this case, which principle of influence has affected their purchasing choices?

Accepted Answer

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

Question 11

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 12

Celebrity endorsements in advertising are based on the _____ principle of influence.

Accepted Answer

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

Question 13

Jerry usually determines what is right, correct, or desirable by seeing what others do. This is an example of the principle of reciprocation.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is the first step in the planning process for writing persuasive messages?

Accepted Answer

A)   conducting the FAIR test for the message
B)   analyzing the audience
C)   setting up the message structure
D)   developing ideas
E)   choosing a method of influence

Question 15

If your audience is emotionally resistant to your solution, a good practice is to

Accepted Answer

A)   provide the rationale before making the request.
B)   use the direct approach to help them warm up to your ideas.
C)   use statements that are vague and ambiguous.
D)   use the hyped-up language of mass advertising.
E)   make a request but avoid providing a rationale.

Question 16

What are the benefits and drawbacks of mass sales messages?

Accepted Answer

A benefit of mass sales messages is that...

Question 17

External persuasive messages tend to

Accepted Answer

A)   focus more on promoting ideas.
B)   be more direct than internal persuasive messages.
C)   be more explicit than internal persuasive messages.
D)   focus more on promoting products and services.
E)   use the we-voice more than other voices.

Question 18

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

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 19

A message is said to be indirect when it

Accepted Answer

A)   provides the rationale for a request before making the request.
B)   expresses gratitude toward or appreciation of the readers.
C)   contains full and unambiguous meaning.
D)   requires reading between the lines to gauge the entire meaning.
E)   politely asks people to do or think differently.

Question 20

Persuasive messages are directed to others who resist your ideas, products, or services.

Accepted Answer

A) True 
 B)False

Exam 10: Persuasive Messages

Which statement about persuasive messages is accurate?

Correct Answer
verified

The writing style of most persuasive messages tends to be

Correct Answer
verified

Jerry usually determines what is right, correct, or desirable by seeing what others do. This is an example of the principle of reciprocation.

Correct Answer
verified

What are the benefits and drawbacks of mass sales messages?

Correct Answer
verified
A benefit of mass sales messages is that...
View Answer

Persuasive messages are directed to others who resist your ideas, products, or services.

Correct Answer
verified

Internal persuasive messages tend to be less direct and explicit than external persuasive messages.

Correct Answer
verified

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

Correct Answer
verified

A message is said to be indirect when it

Correct Answer
verified

Which of the following is the first step in the planning process for writing persuasive messages?

Correct Answer
verified

Correct Answer
verified

Internal persuasive messages tend to be

Correct Answer
verified

Which of the following is a component of the AIDA approach to mass sales messages?

Correct Answer
verified

Celebrity endorsements in advertising are based on the _____ principle of influence.

Correct Answer
verified

The writing style of your persuasive messages should be

Correct Answer
verified

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

Correct Answer
verified

Internal and external persuasive messages contain many common elements.

Correct Answer
verified

When Cary writes a message to persuade customers that trying a new product will increase their sex appeal, he chooses to make it indirect and implicit. Cary has chosen a common approach for such a message.

Correct Answer
verified

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

Correct Answer
verified

If your audience is emotionally resistant to your solution, a good practice is to

Correct Answer
verified

External persuasive messages tend to

Correct Answer
verified

Exam 10: Persuasive Messages

Which statement about persuasive messages is accurate?

Correct AnswerverifiedShow Answer

The writing style of most persuasive messages tends to be

Correct AnswerverifiedShow Answer

Jerry usually determines what is right, correct, or desirable by seeing what others do. This is an example of the principle of reciprocation.

Correct AnswerverifiedShow Answer

What are the benefits and drawbacks of mass sales messages?

Correct AnswerverifiedA benefit of mass sales messages is that...View AnswerShow Answer

Persuasive messages are directed to others who resist your ideas, products, or services.

Correct AnswerverifiedShow Answer

Internal persuasive messages tend to be less direct and explicit than external persuasive messages.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A message is said to be indirect when it

Correct AnswerverifiedShow Answer

Which of the following is the first step in the planning process for writing persuasive messages?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Internal persuasive messages tend to be

Correct AnswerverifiedShow Answer

Which of the following is a component of the AIDA approach to mass sales messages?

Correct AnswerverifiedShow Answer

Celebrity endorsements in advertising are based on the _____ principle of influence.

Correct AnswerverifiedShow Answer

The writing style of your persuasive messages should be

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Internal and external persuasive messages contain many common elements.

Correct AnswerverifiedShow Answer

When Cary writes a message to persuade customers that trying a new product will increase their sex appeal, he chooses to make it indirect and implicit. Cary has chosen a common approach for such a message.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

If your audience is emotionally resistant to your solution, a good practice is to

Correct AnswerverifiedShow Answer

External persuasive messages tend to

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified
A benefit of mass sales messages is that...
View Answer

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Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified

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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