Question 1

Mass sales messages can raise a company's brand awareness.

Accepted Answer

A) True 
 B)False

Question 2

_____ is based on the idea that once people make an explicit commitment, they tend to follow through or honor that commitment.

Accepted Answer

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

Question 3

Which of the following is true of persuasion through reason and emotion?

Accepted Answer

A) Most people justify business decisions based on emotions. 
B) To be effective, business communicators should avoid injecting emotions into their persuasive messages. 
C) Persuading customers does not need to involve any emotional element because customers do not possess any emotional attachments to products and services. 
D) Business communicators understand that resistance to ideas, products, and services is often emotional. 
E) To be effective, sales-related communications should avoid appealing to the core emotional benefits of products, services, and ideas. 
A) Most people justify business decisions based on emotions. 
B) To be effective, business communicators should avoid injecting emotions into their persuasive messages. 
C) Persuading customers does not need to involve any emotional element because customers do not possess any emotional attachments to products and services. 
D) Business communicators understand that resistance to ideas, products, and services is often emotional. 
E) To be effective, sales-related communications should avoid appealing to the core emotional benefits of products, services, and ideas.

Question 4

Authority is a principle of influence whereby people are more likely to be persuaded by people who they like.

Accepted Answer

A) True 
 B)False

Question 5

What are the various principles of influence as identified by Dr.Robert Cialdini? Describe any two of these principles.

Accepted Answer

(Student answers may vary)
Dr. Robert Ci

Question 6

The writing style of your persuasive messages should be _____.

Accepted Answer

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

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is a good practice if your audience is emotionally resistant to your solution?

Accepted Answer

A) Provide the rationale for a request before making the request. 
B) Use the direct approach to make them warm up to your ideas. 
C) Use statements that contain incomplete and ambiguous meaning. 
D) Use statements that require reading between the lines to grasp the entire meaning. 
E) Make a request but avoid providing any rationale for it. 
A) Provide the rationale for a request before making the request. 
B) Use the direct approach to make them warm up to your ideas. 
C) Use statements that contain incomplete and ambiguous meaning. 
D) Use statements that require reading between the lines to grasp the entire meaning. 
E) Make a request but avoid providing any rationale for it.

Question 9

What is the consequence of reducing confidence and positivity in your message?

Accepted Answer

A) You will come across as incompetent. 
B) People who read your message will start doubting your credibility. 
C) Your audience will consider your message as defensive and self-serving. 
D) People will perceive your idea as weak or unexciting. 
E) Your message will appear to be focusing only on the logical aspects but not on the emotional aspects. 
A) You will come across as incompetent. 
B) People who read your message will start doubting your credibility. 
C) Your audience will consider your message as defensive and self-serving. 
D) People will perceive your idea as weak or unexciting. 
E) Your message will appear to be focusing only on the logical aspects but not on the emotional aspects.

Question 10

Explain the importance of the FAIR test in reviewing persuasive messages.

Accepted Answer

Persuasive messages can be intentionally

Question 11

The first task of most persuasive messages is to _____.

Accepted Answer

A) express gratitude toward the readers 
B) gain the attention of the readers 
C) provide a strong rationale 
D) express sympathy toward the readers 
E) appreciate the readers 
A) express gratitude toward the readers 
B) gain the attention of the readers 
C) provide a strong rationale 
D) express sympathy toward the readers 
E) appreciate the readers

Question 12

In which of the following cases the use of "you-voice" is most likely to be appropriate?

Accepted Answer

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

Question 13

Which of the following is most likely to be true of persuasive messages?

Accepted Answer

A) Persuasive messages are directed to others who accept your ideas, products, or services. 
B) Persuasive messages tend to close off future opportunities and diminish your credibility. 
C) Persuasive messages decrease customer loyalty, revenues, and brand value. 
D) Persuasive messages are best reviewed by getting feedback from others and rereading. 
E) Persuasive messages are independent of credibility but dependent on your sense of caring. 
A) Persuasive messages are directed to others who accept your ideas, products, or services. 
B) Persuasive messages tend to close off future opportunities and diminish your credibility. 
C) Persuasive messages decrease customer loyalty, revenues, and brand value. 
D) Persuasive messages are best reviewed by getting feedback from others and rereading. 
E) Persuasive messages are independent of credibility but dependent on your sense of caring.

Question 14

The model used most successfully for mass sales messages is the AIDA approach: attention, information, action, and description.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is true of using the you-voice in persuasive messages?

Accepted Answer

A) Writing in the you-voice to customers is just a stylistic choice. 
B) It focuses too much attention on your company and deemphasizes customer benefits. 
C) The you-voice forces you to personalize the message for your readers. 
D) An extensive use of the you-voice implies self-centeredness. 
E) Use the you-voice in persuasive messages to emphasize objectivity and neutrality. 
A) Writing in the you-voice to customers is just a stylistic choice. 
B) It focuses too much attention on your company and deemphasizes customer benefits. 
C) The you-voice forces you to personalize the message for your readers. 
D) An extensive use of the you-voice implies self-centeredness. 
E) Use the you-voice in persuasive messages to emphasize objectivity and neutrality.

Question 16

Discuss the importance of reason and emotion in persuasive messages.

Accepted Answer

Most people justify their business decis

Question 17

Sautéed, a restaurant in California, specializes in sautéed food.The restaurant conducts a month-end bash, featuring well-known DJs, on the last Saturday night of every month, and it is a crowd puller.The restaurant offers event-passes to regular customers (customers who've been billed at least $3,000 during the current month) for free.A limited number of passes are available to other customers, at a very high price, one day prior to the event.Which of the following principles of influence is being used by the restaurant?

Accepted Answer

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

Question 18

What is the right tone for persuasive messages?

Accepted Answer

The tone for persuasive messages should

Question 19

Mass sales messages in the form of emails have high success rates.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is most likely to be true of persuasion in the post-trust era?

Accepted Answer

A) In the post-trust era, persuasion is rarely employed as a means to make others understand your views. 
B) In the post-trust era, persuasion involves threatening others to comply with your ideas. 
C) In the post-trust era, the importance of credibility during a persuasive communication has diminished significantly. 
D) In the post-trust era, persuasion is becoming increasingly difficult. 
E) In the post-trust era, persuading your audience successfully requires less time due to the use of social media. 
A) In the post-trust era, persuasion is rarely employed as a means to make others understand your views. 
B) In the post-trust era, persuasion involves threatening others to comply with your ideas. 
C) In the post-trust era, the importance of credibility during a persuasive communication has diminished significantly. 
D) In the post-trust era, persuasion is becoming increasingly difficult. 
E) In the post-trust era, persuading your audience successfully requires less time due to the use of social media.

Mass sales messages can raise a company's brand awareness.

_____ is based on the idea that once people make an explicit commitment, they tend to follow through or honor that commitment.

Which of the following is true of persuasion through reason and emotion?

Authority is a principle of influence whereby people are more likely to be persuaded by people who they like.

What are the various principles of influence as identified by Dr.Robert Cialdini? Describe any two of these principles.

The writing style of your persuasive messages should be _____.

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

Which of the following is a good practice if your audience is emotionally resistant to your solution?

What is the consequence of reducing confidence and positivity in your message?

Explain the importance of the FAIR test in reviewing persuasive messages.

The first task of most persuasive messages is to _____.

In which of the following cases the use of "you-voice" is most likely to be appropriate?

Which of the following is most likely to be true of persuasive messages?

The model used most successfully for mass sales messages is the AIDA approach: attention, information, action, and description.

Which of the following is true of using the you-voice in persuasive messages?

Discuss the importance of reason and emotion in persuasive messages.

What is the right tone for persuasive messages?

Mass sales messages in the form of emails have high success rates.

Which of the following is most likely to be true of persuasion in the post-trust era?

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

Mass sales messages can raise a company's brand awareness.

_____ is based on the idea that once people make an explicit commitment, they tend to follow through or honor that commitment.

Which of the following is true of persuasion through reason and emotion?

Authority is a principle of influence whereby people are more likely to be persuaded by people who they like.

What are the various principles of influence as identified by Dr.Robert Cialdini? Describe any two of these principles.

The writing style of your persuasive messages should be _____.

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

Which of the following is a good practice if your audience is emotionally resistant to your solution?

What is the consequence of reducing confidence and positivity in your message?

Explain the importance of the FAIR test in reviewing persuasive messages.

The first task of most persuasive messages is to _____.

In which of the following cases the use of "you-voice" is most likely to be appropriate?

Which of the following is most likely to be true of persuasive messages?

The model used most successfully for mass sales messages is the AIDA approach: attention, information, action, and description.

Which of the following is true of using the you-voice in persuasive messages?

Discuss the importance of reason and emotion in persuasive messages.

What is the right tone for persuasive messages?

Mass sales messages in the form of emails have high success rates.

Which of the following is most likely to be true of persuasion in the post-trust era?

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