Deck 7: Persuasive Communication

Question 1

Feedback might be more aptly called feed forward.

Answer 1

True

Question 2

Storytelling is one of the oldest, most powerful modes of communication.

Answer 2

True

Question 3

Electronic meetings are rarely faster than face-to-face meetings.

Answer 3

False

Question 4

Persuasive appeals that arouse your emotions are effective when speakers use stories to communicate.

Question 5

Feedback should not be too specific at the risk of losing the big picture.

Question 6

If you don't use a BLUF, you risk making the reader of your email not quickly get the point.

Question 7

The hardest part about weeding out ideas is that they may be really important, but that they just aren't the most important.

Question 8

Creating "sound bites" is the most commonly used method of finding the core of an idea.

Question 9

Most people in the workplace suffer from too much feedback.

Question 10

When telling a story, wherever possible, explain your ideas in terms of human actions and sensory information.

Question 11

The limitations of e-messaging are mostly related to context, security, and

A)privacy.
B)unprofessionalism.
C)impulsiveness.
D)attention.
E)consideration.

Question 12

You will often be communicating one on one at work, or in small meetings with teams or bosses or associates. Therefore, the focus of this chapter is on business communication.

Question 13

The phrase "Don't take my word for it; go see for yourself" illustrates the element of stickiness known as "anti-authorities."

Question 14

Good stories "tell" rather than "show."

Question 15

Pathos derives largely from your ability to establish a bond or relationship with your audience.

Question 16

Arguments based on laws, rules, or widely accepted principles are best expressed inductively.

Question 17

When giving feedback, one should avoid using absolute words like "always" or "never."

Question 18

Feedback should focus on the task, not the person.

Question 19

"For sale, baby shoes, never worn." The story illustrates that creating short messages is actually harder than is creating longer ones.

Question 20

Feedback is most effective when it is presented close in time to the actual behavior.

Question 21

________ arguments move from talking about specific things to generalizing.

A)Inductive
B)Deductive
C)Chronos
D)Ethos
E)Dual

Question 22

Who first articulated the three fundamental elements of persuasion?

A)Socrates
B)Aristotle
C)Plato
D)Homer
E)Dante

Question 23

Which is not one of the six characteristics of stickiness, represented by the acronym SUCCES?

A)credible
B)simple
C)sincere
D)emotions
E)concrete

Question 24

________ comes from facts, figures, and evidence.

A)Mentos
B)Ethos
C)Ceros
D)Logos
E)Pathos

Question 25

Research shows a strong positive link between a leader's communication ability and worker

A)innovativeness.
B)organizational citizenship behaviors.
C)morale.
D)satisfaction.
E)productivity.

Question 26

Which is not one of the six characteristics of a sticky message, represented by the acronym SUCCES?

A)surprising
B)simple
C)unexpected
D)concrete
E)credible

Question 27

You can enhance ________ by uncovering things that you share with your audience and signalling that you are in many ways similar to them or that you at least intimately understand their interests, values, and context.

A)ethos
B)ceros
C)pathos
D)logos
E)mentos

Question 28

Which below refers to logical arguments that support a position?

A)ethos
B)ceros
C)pathos
D)logos
E)mentos

Question 29

The persuasive appeal of logos includes evidence such as

A)credentials and supporting documents.
B)statistics and logical arguments.
C)stories and claims.
D)reciprocity and loyalty.
E)recreating an event or a scene that arouses emotions.

Question 30

Jason is making a marketing presentation to his best client. In closing, as Jason pitches for the sale, he reminds them of the fair treatment, competitive prices, and general preferential treatment they always receive from him and his organization. What persuasive appeal is Jason using?

A)pathos
B)logos
C)credos
D)chronos
E)kairos

Question 31

________ is what makes listeners feel like they are making an informed rational choice.

A)Ceros
B)Mentos
C)Pathos
D)Ethos
E)Logos

Question 32

An audience is looking for a speaker to demonstrate ________, which is the wisdom to make the right choice at the right time.

A)patience
B)prudence
C)forethought
D)insight
E)awareness

Question 33

Marl is an excellent motivational speaker. He says he knows he has his audience when he sees them lean into each other, saying, "That same thing happened to me!" What persuasive technique is he describing?

A)credos
B)logos
C)ethos
D)pathos
E)chronos

Question 34

The use of vivid details and anti-authorities are ways to help make a message more

A)entertaining.
B)memorable.
C)credible.
D)likeable.
E)engaging.

Question 35

After listening to a presentation, Amelia says to her friend, "I did not understand all the speech, but I know the speaker and trust him. I'll go along with this decision." What convinced Amelia?

A)logos
B)pathos
C)ethos
D)chronos
E)kairos

Question 36

The three fundamental elements of persuasion are

A)ethos, chronos, and logos.
B)logos, chronos, and agape.
C)ethos, pathos, and logos.
D)chronos, pathos, and agape.
E)chronos, ethos, and pathos.

Question 37

In terms of feedback, the best advice is to ________ absolute feedback and ________ relative feedback.

A)maximize; minimize
B)minimize; maximize
C)optimize; enhance
D)enhance; optimize
E)maximize; maximize

Question 38

"Your presentation of the data was unorganized." This statement

A)is focused on the task, so constitutes effective feedback.
B)is not set in the future, so constitutes ineffective feedback.
C)is not specific enough to constitute effective feedback.
D)focuses on absolutes, so constitutes ineffective feedback.
E)avoids absolutes, so constitutes effective feedback.

Question 39

The ________ is the tendency for an informed, knowledgeable person to be unable to communicate that knowledge to others.

A)Barnum effect
B)Hawthorne effect
C)curse of knowledge
D)curse of expertise
E)curse of anti-authorities

Question 40

Among the items listed below, which comes across to an audience as most convincing?

A)stories
B)facts
C)numbers
D)statistics
E)rational arguments

Question 41

The hardest part of using stories effectively is making sure that they are

A)genuine.
B)coherent.
C)simple.
D)complex.
E)parsimonious.

Question 42

Sometimes, it is the ________ who make the most credible sources.

A)anti-authorities
B)authorities
C)experts
D)novices
E)uninformed

Question 43

If the goal is to persuade members to commit to a particular course of action, or when conflicts must be resolved, then ________ is(are)a good choice.

A)the Delphi technique
B)brainwriting
C)brainstorming
D)virtual meetings
E)face-to-face meetings

Question 44

Which of Aristotle's fundamental elements of persuasion is the most important?

A)credos
B)pathos
C)logos
D)ethos
E)All are equally important, depending on the context.

Question 45

BLUF is an acronym most relevant to

A)sending a reader-friendly email.
B)giving a public speech.
C)giving performance feedback to a subordinate.
D)creating a sticky message.
E)facilitating team communication.

Question 46

The first and foremost rule of effective communication is to analyze your

A)logic.
B)stakeholders.
C)audience.
D)self.
E)message.

Question 47

Which is not one of the "keys to a good story?" Good stories

A)have structure.
B)establish common ground between teller and listener.
C)include trouble or its possibility as well as success.
D)express wishes and fears.
E)stick with the big picture versus dwell on details.

Question 48

Teresa teaches corporate communication courses. Which of the following suggestions would she make during her email usage module?

A)make it casual
B)use slang
C)use abbreviations and incomplete sentences
D)make it professional
E)messages should be succinct, blunt, and redundant

Question 49

Which is not a principle of good feedback?

A)be specific
B)avoid absolutes
C)minimize absolute feedback
D)focus on the problem, rather than the person
E)include information for improvement

Question 50

If you want to build a sustainable team, strengthen the relationships, and allow for opportunities for mentoring and individual growth, then ________ is(are)a good choice.

A)the Delphi technique
B)brainwriting
C)brainstorming
D)virtual meetings
E)face-to-face meetings

Question 51

"Don't take my word for it. Go see for yourself." This statement best illustrates testable

A)feedback.
B)criticism.
C)credentials.
D)permissions.
E)approvals.

Question 52

Which is not one of the four key components that should be used when presenting plans so that bosses will approve them?

A)Who are the stakeholders involved?
B)What is the plan?
C)Why is the plan recommended?
D)What important goals will the plan help us achieve?
E)How much will the plan cost and what are the risks?

Question 53

Expertise, honesty, and trustworthiness are the core of

A)pathos.
B)ethos.
C)logos.
D)credibility.
E)reliability.

Question 54

Surveys of recruiters who hire college graduates repeatedly show that ________ skills are the most recurring deficiency in such graduates.

A)leadership
B)communication
C)teamwork
D)conflict-resolution
E)time management

Question 55

Which is not a principle of good feedback?

A)be specific
B)avoid absolutes
C)be concise
D)focus on the problem, rather than the person
E)include information for improvement

Question 56

Most people in the workplace suffer from a lack of

A)motivation.
B)feedback.
C)commitment.
D)satisfaction.
E)leadership.

Question 57

If you want fast, expedient connection and efficient exchange of information, then ________ is(are)a good choice.

A)the Delphi technique
B)brainwriting
C)brainstorming
D)virtual meetings
E)face-to-face meetings

Question 58

A key characteristic of stickiness is

A)swiftness.
B)abruptness.
C)unexpectedness.
D)cohesiveness.
E)interconnectedness.

Question 59

Explain why persuasive communication skills are so central to success in organizations.

Question 60

Stories are almost always

A)intangible.
B)vivid.
C)iconic.
D)abstract.
E)concrete.

Question 61

Describe the facilitators and inhibitors of effective electronic communication.

Question 62

List any three underlying principles of "stickiness" from the SUCCES model of making messages sticky.

Question 63

What is pathos? Give a few examples of how it can be used in persuasive communication.

Question 64

According to Aristotle, what are the three fundamental elements of persuasion? What do each of those elements represent?

Question 65

What are the two types of logical arguments? What kinds of support do they require?

Question 66

Employees in six locations of a national restaurant chain called out sick last week, complaining of headaches, stomach upsets, and blurred vision. Yesterday, patrons throughout the country became ill. The COO instructed his secretary, "Schedule 20 minutes on the restaurant video network for 5 p.m. I need to make a speech to control this situation." Write the opening paragraph of the COO's speech. Explain the nature of the communication, the process followed, and any concerns. If you need additional information, make and document your assumptions.

Question 67

Identify the principles of effective feedback.

Question 68

What are anti-authorities? Give examples of how anti-authorities can be used to make messages sticky.

Question 69

Illustrate the five key characteristics of a sticky message.

Question 70

Describe the fundamental elements of persuasion.

Question 71

The class is trying to convince their instructor to offer an extra credit assignment. Present three brief arguments where you attempt to do this using ethos, and then pathos, and then logos.

Question 72

You are the HR manager of an accounting firm that is experiencing higher-than-normal attrition rates. The COO has asked you to make a presentation to the employees about this issue. What are the two ways you can incorporate ethos into your presentation?

Question 73

You are tasked with creating a persuasive story for a speech you must give in class. How will you do it?

Question 74

Write a relatively short paragraph or two that violates most or all of the principles of a sticky message.