Deck 3: Step One: Identify the Purposes of Communication

Question 1

Entertainment is highly emphasized in communication for business purposes.

Answer 1

False

Question 2

In the business world, almost all communication is persuasive.

Answer 2

True

Question 3

According to Conger, people with high credibility have demonstrated over time that they can be trusted to listen and to work in the best interest of others.

Answer 3

True

Question 4

According to Conger, in our culture, we believe that people make decisions based upon reason; therefore, it is unnecessary to consider emotional needs when attempting to persuade.

Question 5

People do not respond well to negative, threatening, or punishing strategies to gain compliance.

Question 6

People who are more sensitive to others and who are more adaptive are more likely to engage in further attempts to influence when resistance is met.

Question 7

Tactics, such as arguing without support, using persistence and repetition, threatening, and manipulation, were found to be effective when used by subordinates who were attempting to influence their supervisors.

Question 8

Assertive communication behaviors include those perceived as hurtfully expressive, self-promoting, and assuming control over the choices of others.

Question 9

Factors that help to build credibility include expertise and competence, personal ethics and integrity, control of emotions, and the development and maintenance of a professional image.

Question 10

Trust is the ability to adhere to a strong set of moral or ethical principles regardless of the situation or the pressures that come to bear.

Question 11

The four purposes of business communication are

A) To inform, to persuade, to entertain, and to establish credibility
B) To inform, to entertain, to persuade, and to convey goodwill through establishing relationships with others
C) To inform, to persuade, to convey goodwill, and to establish credibility
D) To inform, to entertain, to sell, and to deliberate

Question 12

In the examples below, all are cases in which an individual is primarily communicating to inform, EXCEPT:

A) You tell an employee how to operate the copy machine.
B) You write a letter of application to accompany your resume
C) You tell a customer how to fill out a form.
D) You describe a customer call to your supervisor to learn what to do next.

Question 13

Conger's model of persuasion includes all of the following steps, EXCEPT:

A) Establish credibility
B) Frame for common ground
C) Inform the other of your needs
D) Connect emotionally

Question 14

Conger attempts to reconceptualize our understanding of persuasion from simply the act of convincing and selling to one of persuasion as

A) Learning and negotiating
B) Valuing and nurturing relationships
C) Becoming an expert in your field
D) Strategy

Question 15

____________________is the power that a person has to affect other people's thinking or actions.

A) Persuasion
B) Self assurance
C) Poise
D) Influence

Question 16

The four dimensions of interpersonal dominance include all of the following, EXCEPT

A) Persuasiveness and poise
B) Conversational control and panache
C) Social focus
D) Self assurance

Question 17

Advocacy, or the process of championing ideas, proposals, actions, or people to those above you in an organization, involves all of the following steps, EXCEPT:

A) Clearly stating your needs and preferences
B) Determining why your boss should care
C) Tailoring your argument to your boss's style and characteristics
D) Building coalitions

Question 18

According to Conger, people with high credibility on the relationship side have demonstrated that they have all of the following characteristics, EXCEPT:

A) Can be trusted to listen and to work in the best interests of others
B) Have consistently shown strong emotional character and integrity
C) Exhibit mood extremes or inconsistent performance
D) Are known to be honest, steady, and reliable

Question 19

An employee criticizes the boss's "pet" development program in a meeting and is fired on the spot for her remarks. This is an example of _________communication.

A) Coercive
B) Destructive
C) Deceptive
D) Intrusive

Question 20

_______________________ is the ability to understand other people: what motivates them, how they work, how to work cooperatively with them.

A) High self-monitoring
B) Intrapersonal communication
C) Intrapersonal intelligence
D) Interpersonal intelligence

Question 21

List the three types of interpersonal communication styles and briefly explain each.

Question 22

Name three types of unethical messages proposed by Redding and provide an example of each.

Question 23

Name the two steps that might be involved in the active participation required of senders and receivers who take responsibility for the quality and ethicality of their communication and briefly explain them.

Question 24

List the steps of Conger's persuasive model and explain why his approach is particularly useful in today's business world.

Question 25

List the factors that help build credibility and provide examples of how you might use each to build your own credibility. How can credibility help you to attain your career goals?