Deck 4: Coactive Persuasion

Question 1

Which of the following is a component of coactive persuasion?

A) Combines images of similarity between persuader and persuadee
B) Situation sensitive
C) Makes full use of the resources of human communication
D) All of the above

Answer 1

D

Question 2

Coactive persuasion is ______ oriented.

A) Receiver
B) Topic
C) Self
D) Topic and receiver oriented

Answer 2

A

Question 3

Advertisers often feature testimonials by ____ in order to express shared beliefs, values, and attitudes.

A) Celebrities
B) Plain folks
C) Athletes
D) Experts

Answer 3

B

Question 4

Major determinants of a persuader's credibility include:

A) Well known and likeable
B) Public speaking skills and poise
C) Expertise and trustworthiness
D) None of the above

Question 5

_____ is the extent to which the speaker is perceived by the audience as willing and able to use rewards and punishments.

A) Power
B) Credibility
C) Judgment
D) Maturity

Question 6

A/An _____ asserts his/her feelings on a matter, offering no reason, appeal or support for the views of any time.

A) Coactive persuader
B) Realist
C) Objectivist
D) Privatist

Question 7

A/An _____ operates from a perceived greater knowledge or wisdom and attempts to demonstrate the cold logic of why his/her thinking is the only way.

A) Coactive persuader
B) Realist
C) Objectivist
D) Privatist

Question 8

The _____ operates on the principle that once we get people to agree with a premise, we have them halfway to agreeing with the conclusion as well.

A) Coactive persuader
B) Realist
C) Objectivist
D) Privatist

Question 9

Through emphasizing relational similarities, persuaders create _____ with the audience.

A) Friendship
B) Inducements
C) Coercion
D) Identification

Question 10

Using the _____ approach, the persuader lays the groundwork for the case by identifying a number of acceptable principles or criteria by which the case will later be supported.

A) Yes-but
B) Yes-yes
C) Both A and B
D) None of the above

Question 11

_____ can be explained as a necessary component for getting ideas to stick in one's mind.

A) Emotion
B) Perspective
C) Logic
D) Relevancy

Question 12

According to Rank (1982) an audience needs to be convinced that proposals for action will help them with:

A) Acquisition
B) Protection
C) Relief
D) Any of the above

Question 13

Coactive persuaders should attempt, when possible, to link their _____ with the beliefs and values already held by the audience.

A) Histories
B) Background
C) Position or proposal
D) Argument

Question 14

When urging action on a proposal, a coactive persuader should convince the audience not just that the proposal is a good one, but also that it has the _____ of people the audience most admire.

A) Differences
B) Opposition
C) Similarities
D) Support

Question 15

Coactive persuaders should exploit the _____ of interactive situations by reinforcing desired responses to questions while withholding reinforcements for undesired responses.

A) Benefits
B) Detriments
C) Details
D) Logistics

Question 16

_______ is an ancient rhetorical technique of "table-turning."

A) Labeling
B) Insulting
C) Peritrope
D) Intensifying

Question 17

The "yes-but" approach is used by persuaders in order to bridge differences and secure a preferred outcome.

Question 18

Coactive persuasion can only be employed in interpersonal settings.

Question 19

The receiver-oriented approach assumes that all receivers are unique, or, at the least, that some differences make a difference.

Question 20

The receiver-oriented approach decides for the receivers what they need, want, know, value, etc.

Question 21

Coactive persuaders establish relational bonds with their audience.

Question 22

The "idea" communicator is one who seems both similar enough and different enough to appear as a super-representative of the audience.

Question 23

A premise is a hook on which to hang an argument.

Question 24

The persuader and persuadee must share the same convictions to come to the same conclusion.

Question 25

Persuaders should not allow emotion to stand in place of reason or to overwhelm reason, but they are entitled to provide their audiences with a feeling for problems and not just a dry accounting of them.

Question 26

The persuader's message includes not just what is said but how it is said, both verbally and non-verbally.

Question 27

The coactive persuader prefers large, distant physical settings to close physical settings.

Question 28

Coactive persuasion functions in the exact same format in conflict and non-conflict situations.

Question 29

Describe the "yes-but" approach. Explain how you could use the "yes-but" approach in a situation in your own life.

Question 30

Explain why persuaders using coactive persuasion must consider the phrase, "different strokes for different folks." Give an example of how this should be done.

Question 31

Describe the differences between a topic-oriented approach and a receiver-oriented approach to persuasion. Give an example of each.

Question 32

What type of apologia tactic do you think Clinton used? What tactics would you have advised him to use?

Question 33

What are some specific ways a coactive persuader can move toward his/her audience psychologically and establish relational bonds?

Question 34

Describe a situation in which you are most likely to be more influenced by the judgments of friends than of experts; of experts than friends?

Question 35

Identify a time when you used a premise to win an argument.

Question 36

Explain a time when you felt it necessary to use some emotional appeal along with fact to persuade someone.

Question 37

How do you use specific types of media to avoid or limit contacts? Do you think media such as e-mail, Facebook, and text messaging have aided a limited communication?