Chapter 10 Persuasive Messages True / False Questions 1. Persuasion implies that you are communicating with someone who thinks the same way as you do. True False 2. The post-trust era has made...

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Chapter 10 Persuasive Messages   True / False Questions   1. Persuasion implies that you are communicating with someone who thinks the same way as you do.    True    False   2. The post-trust era has made persuasion more difficult.    True    False   3. Your ability to persuade colleagues is often tied to how much they think you appreciate them.    True    False   4. Carlos tends to be more easily persuaded by people he likes. This demonstrates the principle of reciprocation.    True    False   5. Most people justify their business decisions based on the soundness of ideas, not feelings.    True    False   6. 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.    True    False   7. Exaggeration is acceptable in persuasive messages.    True    False   8. Your colleagues and customers will be more easily persuaded when you show interest in them personally.    True    False   9. Compared to you-voice, I-voice is more effective at letting customers and clients know that you have considered their interests.    True    False   10. Strong nouns and verbs make persuasive messages seem dull or mundane.    True    False   11. Using positive wording in persuasive messages helps your audience focus on the benefits rather than the drawbacks of what you are trying to promote.    True    False   12. Internal persuasive messages are more likely to appeal to emotion than external persuasive messages are.    True    False   13. Internal and external persuasive messages contain many common elements.    True    False   14. Internal persuasive messages tend to be less direct and explicit than external persuasive messages.    True    False   15. Ari's email asking her colleagues to donate clothing to a local homeless shelter is an example of an external persuasive message.    True    False   16. Mass sales messages in the form of emails have high success rates.    True    False   17. Mass sales messages can raise a company's brand awareness.     True    False   18. The most important step in the AIDA model for mass sales messages is D—description of the problem.    True    False   19. The FAIR test is seldom used for evaluating persuasive messages because they are not fact based.    True    False   20. Persuasive messages are directed to others who resist your ideas, products, or services.    True    False     Multiple Choice Questions   21. Which statement accurately describes persuasion in the post-trust era?    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.   22. Which statement about persuasive messages is accurate?    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.   23. Anwar is planning a persuasive message to try to convince his colleagues to contribute to their company's holiday clothing drive. The most effective argument he can use will be an argument that    A.  relates the clothing drive to their need to feel good about themselves. B.  makes them feel guilty if they do not contribute. C.  shows how much effort Anwar has put into planning the event. D.  belittles the holiday charitable drives of competing companies. E.  emphasizes how much their company wants to outshine a rival company's drive.   24. Which of the following is the first step in the planning process for writing persuasive messages?    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   25. In the context of developing persuasive messages, the process of understanding the needs and values of others    A.  is simple and happens quickly. B.  requires a strong listening orientation. C.  is a part of the FAIR test. D.  is done after message structuring. E.  has little effect on persuasiveness.   26. A colleague asks you for advice on how to understand the audience of his persuasive message. Which of the following pieces of advice will you offer?    A.  Focus on their values but not their needs. B.  Ask as few questions as possible to avoid annoying them. C.  Wait until the message is perfected before choosing the right audience. D.  Consider the psychological principles that impact people's decisions. E.  Use the FAIR test to conduct audience analysis.   27. Which of the following is a principle of influence based on returning favors?    A.  reciprocation B.  liking C.  authority D.  consistency E.  scarcity   28. Which scenario illustrates the principle of consistency?    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.   29. Which of the following principles is based on the idea that once people make an explicit commitment, they tend to follow through and honor that commitment?    A.  reciprocation B.  liking C.  authority D.  consistency E.  social proof   30. Which of the following is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do?    A.  reciprocation B.  liking C.  social proof D.  consistency E.  scarcity   31. Shelly is a popular figure in Tia's community. Tia signs up to participate in a charity event when she finds out that Shelly is also participating. Tia's behavior illustrates the psychological principle known as    A.  liking. B.  reciprocation. C.  consistency. D.  authority. E.  scarcity.   32. Celebrity endorsements in advertising are based on the _____ principle of influence.    A.  reciprocation B.  authority C.  social proof D.  consistency E.  scarcity   33. Katie is more likely to buy a product if she hears that it sells out quickly. Her behavior illustrates the psychological principle known as    A.  authority. B.  scarcity. C.  social proof. D.  liking. E.  consistency.   34. In order to encourage participation in a walkathon, the organization arranging the event offers free items, such as a T-shirt or a water bottle, to all the participants. Which of the following principles of influence is being used?    A.  liking B.  authority C.  scarcity D.  reciprocation E.  social proof   35. Sautéed, a restaurant in California, specializes in sautéed food. The restaurant holds a highly popular bash, featuring well-known DJs, on the last Saturday night of every month. The restaurant offers event-passes to frequent customers (who must have been billed at least $3,000 during the current month) for free. A limited number of passes are available to other customers at a high price one day prior to the event. Which principle of influence is the restaurant using?    A.  liking B.  authority C.  scarcity D.  consistency E.  reciprocation   36. Which of the following is a component of a persuasive message?    A.  Refute opposing views. B.  Engage emotion. C.  Provide a rationale. D.  Demonstrate consistency. E.  Resist authority.   37. Recognizing others' needs, wants, ideas, and preferences as legitimate and reasonable is known as    A.  identification. B.  a call to action. C.  reciprocation. D.  validation. E.  a counterpoint.   38. In the context of developing persuasive messages, which of the following is most likely to help you demonstrate a voice of competence?    A.  using only emotional appeals in your persuasive messages B.  developing strong ideas in the interest of your audience C.  adopting the tone of mass advertising such as over-the-top appeals D.  focusing only on logical appeals E.  using the I-voice in external persuasive messages   39. External persuasive messages, with the exception of those that emphasize price, are generally based on    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.   40. The writing style of most persuasive messages tends to be    A.  exaggerated and explicit. B.  direct and explicit. C.  direct and implicit. D.  indirect and explicit. E.  indirect and implicit.   41. A message is said to be indirect when it    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.   42. Which statement about choosing attention-getters for persuasive messages is true?    A.  For external persuasive messages, the primary means of gaining attention is demonstrating a business need. B.  Writers have more flexibility choosing attention-getters for internal persuasive messages than for external persuasive messages. C.  Issuing a challenge is a poor attention-getter, so its use should be avoided in persuasive messages. D.  Posting a testimonial is a good attention-getter, particularly for external messages. E.  Posing a rhetorical question is an attention-getter that writers should avoid in the post-trust era.   43. The first task of most persuasive messages is to    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.   44. Which of the following will help you reduce skepticism once you have described your solution?    A.  restating the need for the solution B.  showing appreciation for your readers' views C.  discussing positive points
Answered Same DayOct 21, 2021

Answer To: Chapter 10 Persuasive Messages True / False Questions 1. Persuasion implies that you are...

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