Question 1

Which of the following is true of external persuasive messages?

Accepted Answer

A) They focus more on promoting ideas. 
B) They are more direct than internal persuasive messages. 
C) They are more explicit than internal persuasive messages. 
D) They focus more on promoting services. 
E) They focus more on the use of the we-voice. 
A) They focus more on promoting ideas. 
B) They are more direct than internal persuasive messages. 
C) They are more explicit than internal persuasive messages. 
D) They focus more on promoting services. 
E) They focus more on the use of the we-voice.

Question 2

Which of the following is true of choosing attention-getters for persuasive messages?

Accepted Answer

A) For external persuasive messages, the primary means of gaining attention is demonstrating a business need. 
B) Compared to external persuasive messages, there is more flexibility in choosing attention-getters for internal messages. 
C) Issuing a challenge is a poor attention-getter, and its use should be avoided in persuasive messages. 
D) Posting a testimonial is a good attention-getter, which can be used for external messages. 
E) The primary purpose of an attention-getter is to express gratitude toward the reader. 
A) For external persuasive messages, the primary means of gaining attention is demonstrating a business need. 
B) Compared to external persuasive messages, there is more flexibility in choosing attention-getters for internal messages. 
C) Issuing a challenge is a poor attention-getter, and its use should be avoided in persuasive messages. 
D) Posting a testimonial is a good attention-getter, which can be used for external messages. 
E) The primary purpose of an attention-getter is to express gratitude toward the reader.

Question 3

_____ is a principle of influence based on returning favors.

Accepted Answer

A) Reciprocation 
B) Liking 
C) Retaliation 
D) Consistency 
E) Transparency 
A) Reciprocation 
B) Liking 
C) Retaliation 
D) Consistency 
E) Transparency

Question 4

Ralph and Shane have been best friends for over twenty years and they influence each other's shopping choices.When they are shopping for perfumes, however, Ralph picks a perfume endorsed by his basketball idol and Shane opts for a perfume endorsed by his favorite pop singer.In this case, which of the following principles of influence has affected the purchases made by Ralph and Shane?

Accepted Answer

A) Reciprocation 
B) Liking 
C) Scarcity 
D) Consistency 
E) Transparency 
A) Reciprocation 
B) Liking 
C) Scarcity 
D) Consistency 
E) Transparency

Question 5

What does validation imply in the context of persuasive messages?

Accepted Answer

A) Providing solid reasons for why your product, service, or idea really benefits readers 
B) Demonstrating a business need-a gap between what is and what could be 
C) Recognizing and appreciating others' needs and preferences as legitimate 
D) Overcoming objections by providing counterpoints 
E) Making a request and then providing a rationale for the request 
A) Providing solid reasons for why your product, service, or idea really benefits readers 
B) Demonstrating a business need-a gap between what is and what could be 
C) Recognizing and appreciating others' needs and preferences as legitimate 
D) Overcoming objections by providing counterpoints 
E) Making a request and then providing a rationale for the request

Question 6

Internal and external persuasive messages contain many common elements.

Accepted Answer

A) True 
 B)False

Question 7

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) Understanding the benefits of ideas 
A) Conducting the FAIR test for the message 
B) Analyzing the audience 
C) Setting up the message structure 
D) Developing ideas 
E) Understanding the benefits of ideas

Question 8

Compared to you-voice, we-voice is more effective in external persuasive messages to customers and clients.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

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

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

What are the benefits and drawbacks of mass sales messages?

Accepted Answer

A benefit of mass sales messages is that

Question 12

Which of the following is true about understanding your audience?

Accepted Answer

A) It is necessary to understand the values of your audience but not their needs. 
B) To understand your audience, ask as few questions as possible to avoid annoying them. 
C) The process of understanding your audience should be started after developing the persuasive message. 
D) It is important to consider the psychological principles that impact people's decisions. 
E) The process of understanding your audience is conducted as a part of the FAIR test. 
A) It is necessary to understand the values of your audience but not their needs. 
B) To understand your audience, ask as few questions as possible to avoid annoying them. 
C) The process of understanding your audience should be started after developing the persuasive message. 
D) It is important to consider the psychological principles that impact people's decisions. 
E) The process of understanding your audience is conducted as a part of the FAIR test.

Question 13

Compared to other business messages, persuasive messages are somewhat more indirect and implicit.

Accepted Answer

A) True 
 B)False

Question 14

In order to encourage participation in a walkathon, the organization arranging the walkathon 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 in this case?

Accepted Answer

A) Liking 
B) Authority 
C) Scarcity 
D) Reciprocation 
E) Transparency 
A) Liking 
B) Authority 
C) Scarcity 
D) Reciprocation 
E) Transparency

Question 15

Which of the following is true of persuasive messages?

Accepted Answer

A) The vast majority of business messages are persuasive messages. 
B) Persuasive messages do not need any prior planning. 
C) Persuasive messages are very similar to messages that express appreciation. 
D) Persuasive messages require a message structure that reduces resistance. 
E) The success of persuasive messages seldom depends on your credibility. 
A) The vast majority of business messages are persuasive messages. 
B) Persuasive messages do not need any prior planning. 
C) Persuasive messages are very similar to messages that express appreciation. 
D) Persuasive messages require a message structure that reduces resistance. 
E) The success of persuasive messages seldom depends on your credibility.

Question 16

Which of the following characterizes the writing style of persuasive messages?

Accepted Answer

A) Direct and explicit 
B) Direct and implicit 
C) Indirect and implicit 
D) Indirect and explicit 
E) Exaggerating and explicit 
A) Direct and explicit 
B) Direct and implicit 
C) Indirect and implicit 
D) Indirect and explicit 
E) Exaggerating and explicit

Question 17

Which of the following is most likely true of the post-trust era?

Accepted Answer

A) The post-trust era is characterized by very low levels of skepticism. 
B) In the post-trust era, persuading your audience successfully requires less time due to the use of social media. 
C) In the post-trust era, persuasion involves threatening others to comply with your thoughts and ideas. 
D) Some of the persuasion strategies that once worked are less effective in the post-trust era. 
E) In the post-trust era, the importance of credibility during a persuasive communication has diminished significantly. 
A) The post-trust era is characterized by very low levels of skepticism. 
B) In the post-trust era, persuading your audience successfully requires less time due to the use of social media. 
C) In the post-trust era, persuasion involves threatening others to comply with your thoughts and ideas. 
D) Some of the persuasion strategies that once worked are less effective in the post-trust era. 
E) In the post-trust era, the importance of credibility during a persuasive communication has diminished significantly.

Question 18

In the context of methods of influence, liking is _____.

Accepted Answer

A) a principle of influence based on returning favors 
B) a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do 
C) a principle of influence whereby people think there is limited availability of something they want, so they must act quickly 
D) a principle of influence whereby people are more easily persuaded by people who they admire 
E) a principle of influence which states that people who think similarly can easily persuade one another 
A) a principle of influence based on returning favors 
B) a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do 
C) a principle of influence whereby people think there is limited availability of something they want, so they must act quickly 
D) a principle of influence whereby people are more easily persuaded by people who they admire 
E) a principle of influence which states that people who think similarly can easily persuade one another

Question 19

In the context of methods of influence, scarcity is _____.

Accepted Answer

A) a principle of influence whereby people try to repay what others have provided them at times of adversity 
B) a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do 
C) a principle of influence whereby people think there is limited availability of something they want, so they must act quickly 
D) a principle of influence whereby people are more easily persuaded by people who they admire 
E) a principle of influence whereby different people have different needs which have to be constantly fulfilled 
A) a principle of influence whereby people try to repay what others have provided them at times of adversity 
B) a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do 
C) a principle of influence whereby people think there is limited availability of something they want, so they must act quickly 
D) a principle of influence whereby people are more easily persuaded by people who they admire 
E) a principle of influence whereby different people have different needs which have to be constantly fulfilled

Question 20

Describe the AIM planning process for persuasive messages.

Accepted Answer

Persuasion involves extensive planning:

Which of the following is true of external persuasive messages?

Which of the following is true of choosing attention-getters for persuasive messages?

_____ is a principle of influence based on returning favors.

What does validation imply in the context of persuasive messages?

Internal and external persuasive messages contain many common elements.

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

Compared to you-voice, we-voice is more effective in external persuasive messages to customers and clients.

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

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

What are the benefits and drawbacks of mass sales messages?

Which of the following is true about understanding your audience?

Compared to other business messages, persuasive messages are somewhat more indirect and implicit.

In order to encourage participation in a walkathon, the organization arranging the walkathon 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 in this case?

Which of the following is true of persuasive messages?

Which of the following characterizes the writing style of persuasive messages?

Which of the following is most likely true of the post-trust era?

In the context of methods of influence, liking is _____.

In the context of methods of influence, scarcity is _____.

Describe the AIM planning process for persuasive messages.

Establishing Credibility

Interpersonal Communication and Emotional Intelligence

Team Communication and Difficult Conversations

Global Communication and Diversity

Creating Effective Business Messages

Improving Readability With Style and Design

Email and Other Traditional Tools for Business Communication

Social Media for Business Communication

Persuasive Messages

Bad-News Messages

Research and Business Proposals and Planning for Business Reports

Completing Business Proposals and Business Reports

Planning Presentations

Delivering Presentations

Employment Communications

Filters

Exam 9: Routine Business Messages

Which of the following is true of external persuasive messages?

Which of the following is true of choosing attention-getters for persuasive messages?

_____ is a principle of influence based on returning favors.

What does validation imply in the context of persuasive messages?

Internal and external persuasive messages contain many common elements.

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

Compared to you-voice, we-voice is more effective in external persuasive messages to customers and clients.

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

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

What are the benefits and drawbacks of mass sales messages?

Which of the following is true about understanding your audience?

Compared to other business messages, persuasive messages are somewhat more indirect and implicit.

In order to encourage participation in a walkathon, the organization arranging the walkathon 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 in this case?

Which of the following is true of persuasive messages?

Which of the following characterizes the writing style of persuasive messages?

Which of the following is most likely true of the post-trust era?

In the context of methods of influence, liking is _____.

In the context of methods of influence, scarcity is _____.

Describe the AIM planning process for persuasive messages.

Establishing Credibility

Interpersonal Communication and Emotional Intelligence

Team Communication and Difficult Conversations

Global Communication and Diversity

Creating Effective Business Messages

Improving Readability With Style and Design

Email and Other Traditional Tools for Business Communication

Social Media for Business Communication

Persuasive Messages

Bad-News Messages

Research and Business Proposals and Planning for Business Reports

Completing Business Proposals and Business Reports

Planning Presentations

Delivering Presentations

Employment Communications

Filters