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University of Houston - BUSINESS 3350 Chapter 10 Exam Jerry usually determines what is right, correct, or desirable by seeing what others do

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University of Houston - BUSINESS 3350

Chapter 10 Exam

1. Jerry usually determines what is right, correct, or desirable by seeing what others do.  This is an example of the principle of reciprocation.

 

2. Persuasive messages are directed to others who resist your ideas, products, or services

 

3. Ralph and Shane have been friends for more than twenty years, and they influence each other’s shopping choice. When they are shopping for colognes, however, Ralph picks up a cologne endorsed by his favorite basketball idol, and Shane opts for one endorsed by his favorite pop singer.  In this case which principle of influence has affected their purchasing choice?

 

4. Which of the following is the most expensive media for sending mass sales messages?

 

5. Which of the following principle is based on the idea once people make an explicit commitment, they tend to follow through and honor that commitment.

 

6. Using positive wording persuasive messages helps your audience focus on the benefits rather than the drawbacks of what you are trying to promote.

 

7. In the context of developing persuasive messages which of the following is most likely to help you demonstrate a voice of competence.

 

8. An internal persuasive message, Hadassah implies that she has every confidence in the officers of the company who are implementing the new policy the message discusses.  This makes her message more persuasive to readers.

 

9.  Internal persuasive messages tend to be

 

10.  If your audience is emotionally resistant to your solution, a good practice is to

 

11. Celebrity endorsement are based on the ________ principle of influence

 

12. A message is said to be indirect when it

 

13. The writing style of your persuasive messages should be

 

14. The tone for persuasive messages should be pushy and exaggerated.

 

15. Persuasive implies that you are communication with someone who thinks the same way as you do.

 

16. In order to encourage participation in a walkathon, the organization arranging the event offers free items, such a T-shirt or a water bottle, to all the participants.  Which of the following principles of influences is being used?

 

17. Internal and external persuasive messages contain many common elements

 

18. Strong nouns and verbs make persuasive messages sound boring and like all other routine business messages.

 

19. The FAIR test is seldom used for evaluating persuasive messages because they are not fact based.

 

20. The most important step in the AIDA model for mass sales messages is D-description of the problem.

 

21. Which statement accurately describes persuasion in the post-trust era?

 

22. Mass sales messages can raise a company’s brand awareness.

 

23. Which of the following is an appropriate tone for persuasive messages?

 

24. It is most appropriate to use an impersonal voice in

 

25. Sautéed, a restaurant in California, specializes in sautéed food.  The restaurant holds a highly popular bash, featuring well-known DJs, on the last Saturday night of every month.  The restaurant offers event-passes to frequent customers (who must have been billed at least $3,000 during the current month) for free.  A limited number of passes are available to other customers at a high price one day prior to the event.  Which principle of influence is the restaurant uses:

 

26. Which of the following is true of trying to persuade through emotion?

 

27. Anwar is planning a persuasive message to try to convince his colleagues to contribute to their company’s holiday clothing drive.  The most effective argument he can use will be an argument that

 

28. External persuasive messages tend to

 

29. The aim of persuasion is to

 

 

30. Most people justify their business decisions based on the soundness of ideas, not feelings.

 

31. In the model for mass sales messages called AIDA “D” Stands for

 

32. When Cary writes a message to persuade customers that trying a new product will increase their sex appeal, he chooses to make it indirect and implicit.  Cary has chosen a common approach for such a message.

 

33. Which of the following scenarios demonstrates the method of influence known as liking?

 

34. Which of the following scenarios demonstrates the method of influence known as scarcity?

 

35. The first task of most persuasive messages is to

 

36. Compare to You-Voice, We-Voice is more effective at letting customers and clients know that you have considered their interests.

 

37. Sandy is writing a brochure to explain the benefits of buying produce from local farmers’ marker rather than from chain grocery stores.  Which of the following is most likely to make her brochure effective?

 

38.  Typically, internal persuasive messages focus mostly on

 

39. A colleague asks you for advice on how to understand the audience of his persuasive message.  Which of the following pieces of advice will you offer?

 

 

40. In the context of developing persuasive messages, the process of understanding the needs and values of others

 

41. Which of the following is the first step in the planning process for writing persuasive messages?

 

42. Which statement accurately describes the use of you-voice in persuasive messages?

 

43. Persuasion almost always involves

 

44. The ability to persuade others requires a strong listening orientation

 

45. Which statement about persuasive messages is accurate?

 

46. Chinua is making a brochure to explain to customers the benefits of having their hot water heaters flushed every year.  Which of the following will make the brochure more persuasive?

 

47. Your colleagues and customers will be more easily persuaded when you show interest in them personally.

 

48. It is important to ask colleagues to review persuasive messages because persuasive messages.

 

49. When you reduce the confidence and positivity in your message, you run the risk of

 

50. Which scenario illustrates the principle of consistency?