Deck 12: Persuading

Question 1

What can be said of authority and persuasion?

A) Authority is used only when persuasion won't work.
B) Authority implies obligation while persuasion encourages and motivates.
C) Authority and persuasion are organized around participative principles.
D) Democratic management practices utilize authority more than persuasion.
E) All of the above

Answer 1

B

Question 2

Which of the following statements is true about power, authority, and persuasion?

A) All are a means of influence.
B) All make someone do something they would not have done.
C) All preserve others' freedom to do whatever they want while encouraging specific actions.
D) All are consistent with humanistic-democratic values.
E) None of the above

Answer 2

A

Question 3

Why is reasoning important in persuasion?

A) Chosen actions must be consistent with people's goals.
B) It provides facts that support the proposal.
C) People are more receptive to logical reasoning.
D) People seek to be rational.
E) All of the above

Answer 3

E

Question 4

The three persuasion strategies are:

A) credibility, clarity, social proof.
B) forceful, moderate, implied.
C) psychological, emotional, logical.
D) emotional appeal, credibility, logical reasoning.
E) none of the above

Question 5

To engage in behavior that is successful in influencing another is using which approach?

A) Active facilitative
B) Passive facilitative
C) Active inhibiting
D) Passive inhibiting
E) Could be any of the above

Question 6

Highly effective means of persuasion include:
I) actively influencing with conviction.
II) being aggressive.
III) being submissive.

A) I only
B) II only
C) I and II
D) I and III
E) II and III

Question 7

Which of the following is a source of credibility?

A) Competence
B) Trustworthy intentions
C) Character
D) Personal charisma
E) All of the above

Question 8

Which of these suggestions is helpful in improving persuasive skill?

A) Treat your audience as children, leading them carefully through each step of your argument.
B) Appeal to your subject's altruistic side; show how your proposal will benefit all.
C) Seek to understand your subject's loves, hates, fears, and frustrations and appeal to those emotions.
D) All of the above
E) None of the above