Deck 12: Interpersonal Influence

Question 1

What sets interpersonal influence goals apart from goals in general?

A) Interpersonal influence goals are end-states or outcomes that a person seeks to achieve.
B) Interpersonal influence goals are desired outcomes that can only be achieved if you convince another person to cooperate with you.
C) Interpersonal influence goals are outcomes you want in your relationships with other people.
D) Interpersonal influence goals are the expectations other people have for your behavior.

Answer 1

B

Question 2

Which of the following secondary goals for interpersonal influence involve managing your emotions during interaction?

A) identity goals
B) interaction goals
C) relationship goals
D) arousal goals

Answer 2

D

Question 3

Ted, who was pulled over for speeding, wants to convince the police officer to let him off with a warning rather than a ticket. Ted also wants to be sure he is acting in a socially appropriate and competent way during his conversation with the officer. Which of the following best reflects Ted's desire to act in a socially appropriate and competent manner?

A) Personal resource goal
B) Interaction goal
C) Arousal management goal
D) Relationship goal

Answer 3

B

Question 4

Which statement best distinguishes between primary and secondary interpersonal influence goals?

A) The primary goal is what motivates communication; secondary goals are other considerations that arise because of the influence goal.
B) The primary goal is the most important goal in the interaction; secondary goals are less important goals for the interaction.
C) The primary goal focuses on the resources a person is seeking from the interaction; secondary goals focus on concerns about the relationship.
D) The primary goal influences the specific message strategies people use in the interaction; secondary goals influence what the conversation is about.

Question 5

What is a high stakes episode?

A) Interactions that involve a lot of secondary goals.
B) Interactions in which a person has multiple primary goals.
C) Interactions in which the target presents many obstacles to compliance.
D) Interactions in which the costs of failure are especially high.

Question 6

Which characteristic of influence messages refers to the reasons that are given to justify compliance with the request?

A) explicitness
B) argument
C) dominance
D) All of the above provide justification for the request.

Question 7

Owen wants to borrow his mother's car so that he and his friend can go out to dinner and go to a baseball game in the neighboring town. Over breakfast, Owen said, "Hey Mom, I'm taking the car tonight. I know you aren't using it, I just filled the tank yesterday, and you promised to share it with me it over the summer" Which of the following statements best characterizes Owen's compliance-seeking message?

A) It was low in dominance, and low in argument.
B) It was high in dominance, and low in argument.
C) It was low in dominance, and high in argument.
D) It was high in dominance, and high in argument.

Question 8

Travis asked his sister to drive him to the mall, but he's hoping he can get more than a ride out of the arrangement, he also wants her to buy him dinner. What type of secondary goals does Travis have in this scenario?

A) personal resource goals
B) identity goals
C) interaction goals
D) relationship goals

Question 9

Which of the following secondary goals for interpersonal influence involves managing your emotion during an interaction?

A) Personal resource goals
B) Identity goals
C) Interaction goals
D) Arousal goals

Question 10

Which of the following strategies for managing multiple influence goals involves pursuing goals one at a time over the course of an interaction?

A) prioritizing
B) integrating
C) sequencing
D) managing

Question 11

How are people likely to perceive influence messages characterized by dominance?

A) Dominant requests are perceived as creating obstacles for the receiver.
B) Dominant requests are perceived as negative and illegitimate.
C) Dominant requests are perceived as polite.
D) Dominant requests are perceived as impolite.

Question 12

Which short message influence strategy involves using the first speaking turn to make a large request that is likely to be rejected and then using the second speaking turn to make a smaller, more reasonable request?

A) door-in-the-face
B) foot-in-the-door
C) foot-in-the-mouth
D) pregiving

Question 13

Francois was bombarded during the last election season with phone calls from both candidates trying to persuade him to vote for their party. No matter how convincing the candidates were, their influence attempts were in vain because Francois was not a United States citizen and was ineligible to vote. Which obstacle to influence did the candidates face when trying to persuade Francois?

A) imposition
B) no incentive
C) lack of possession
D) violation

Question 14

Marco and Sally were two of many guests at a Super Bowl party. Sally wanted to ask Marco to move his car because it was behind hers, and she needed to get home. It was late in the fourth quarter and the game was tied, so Sally was sure that Marco would consider her request out of line or inappropriate at that moment. What request strategy should Sally use to overcome the obstacle that she perceives?

A) She should apologize for making the request at a bad time.
B) She should offer Marco a reward for moving his car.
C) She should explain to Marco why she wants him to move his car.
D) She should remind Marco of his obligations to her as a friend.

Question 15

Monica's roommate has invited some friends over and they plan on going out later in the evening. Her roommate hasn't invited Monica to come along and when the friends arrive they barely pay any notice to Monica who is watching television alone in the living room. Monica really wants these women to like her and is hoping that they will ask her to join them. When they don't, she starts to worry that she is disliked by her roommate and her friends. What type of face is being threatened in this situation?

A) positive face
B) neutral face
C) negative face
D) solidarity face

Question 16

Because your mechanic has knowledge about cars that you don't, he or she could suggest that you have very expensive procedures done on your vehicle that may or may not be necessary. Since you don't know as much about cars as your mechanic does, you have no way of knowing if they are being truthful or not. What type of power does your mechanic have over you?

A) coercive power
B) referent power
C) legitimate power
D) expert power