Question 1

Which of the following is a component of the AIDA model?

Accepted Answer

A)  Gaining attention
B)  Discussing ideas
C)  Providing deadlines
D)  Making announcements
E)  Answering queriesF) All of the above
G) B) and C)

Question 2

When the statements in a message contain full and unambiguous meaning, the message is said to be indirect.

Accepted Answer

A) True 
 B)False

Question 3

Understanding the needs and values of others requires a strong listening orientation.

Accepted Answer

A) True 
 B)False

Question 4

By applying the FAIR test, you can avoid sending persuasive messages that manipulate others.

Accepted Answer

A) True 
 B)False

Question 5

Positivity in persuasive messages helps your audience focus on the benefits rather than the drawbacks of what you are trying to promote.

Accepted Answer

A) True 
 B)False

Question 6

What does persuasion imply?

Accepted Answer

A)  Threatening your audience to make them follow your line of thinking
B)  Dealing with someone who is open to different ideas
C)  Communicating with someone who does not think the same way as you do
D)  Stopping short of a fist-fight in trying to get your point across
E)  Forcing someone to think like you doF) B) and C)
G) All of the above

Question 7

What is the aim of persuasion?

Accepted Answer

A)  To develop a plan of action to deal with a crisis
B)  To increase your credibility in the eyes of your audience
C)  To help your audience identify with and find merit in your positions
D)  To express sympathy for a loss suffered by your audience
E)  To express gratitude toward your audienceF) C) and D)
G) None of the above

Question 8

Which of the following is most likely to help you reduce skepticism once you've described your solution?

Accepted Answer

A)  Restating the need for the solution
B)  Providing a strong rationale
C)  Showing appreciation for your readers' views
D)  Discussing positive points about your competitor's products
E)  Agreeing with your readers' objectionsF) B) and C)
G) C) and D)

Question 9

Despite their common elements, how do internal and external persuasive messages differ?

Accepted Answer

Internal and external persuasive message...

Question 10

In the context of persuasive messages, which of the following is the right way to convince others to adopt your ideas?

Accepted Answer

A)  Use the power of authority and force employees to follow your ideas.
B)  Manipulate people's emotions to force them to adopt your ideas.
C)  Show others that you care about them and that your ideas fit into their interests.
D)  Implement your ideas and others will have no choice but to adopt your ideas.
E)  Promise incentives to those who agree to adopt your ideas.F) A) and C)
G) B) and E)

Question 11

In the context of mass sales messages, which of the following is the first step in the AIDA approach?

Accepted Answer

A)  Gaining attention
B)  Generating interest
C)  Calling to action
D)  Building desire
E)  Gathering information about competitors' productsF) A) and B)
G) B) and E)

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Price is one of the least common sales themes.

Accepted Answer

A) True 
 B)False

Question 14

Describe a strategy which can be used to personalize persuasive messages.

Accepted Answer

Creating messages that speak directly to...

Question 15

Which of the following is a persuasive message with an indirect statement?

Accepted Answer

A)  You should go through the manual of your new refrigerator before you start using it.
B)  Find more information about the various models of tablet PCs before you make your purchase decision.
C)  "Sinking Domes" is an inappropriate book for kids, so don't buy it for Ryan.
D)  Investing in a Sandy Bar franchise is a good option because it's a well-known restaurant.
E)  You should consider buying from some other manufacturer because these hard drives crash a lot.F) B) and C)
G) A) and B)

Question 16

Scarcity is a principle of influence whereby people think there is limited availability of something they want or need, so they must act quickly.

Accepted Answer

A) True 
 B)False

Question 17

Typically, internal persuasive messages focus mostly on _____.

Accepted Answer

A)  negative emotions
B)  the reciprocation principle of influence
C)  the scarcity principle of influence
D)  logical appeals
E)  positive emotionsF) B) and E)
G) None of the above

Question 18

Which of the following is true of internal persuasive messages?

Accepted Answer

A)  They tend to be slightly more indirect than external persuasive messages.
B)  They tend to be slightly more implicit than external persuasive messages.
C)  They tend to be based on emotional appeals.
D)  They tend to be based on logical appeals.
E)  They tend to use the you-voice more than the we-voice.F) B) and D)
G) A) and E)

Question 19

Reciprocation is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do.

Accepted Answer

A) True 
 B)False

Question 20

Discuss the importance of credibility for persuasive messages in the post-trust era.

Accepted Answer

While credibility is critical to all bus...

Exam 9: Routine Business Messages

Which of the following is true of internal persuasive messages?

Correct AnswerverifiedShow Answer

Typically, internal persuasive messages focus mostly on _____.

Correct AnswerverifiedShow Answer

What is the aim of persuasion?

Correct AnswerverifiedShow Answer

Which of the following is most likely to help you reduce skepticism once you've described your solution?

Correct AnswerverifiedShow Answer

Which of the following is a component of the AIDA model?

Correct AnswerverifiedShow Answer

Positivity in persuasive messages helps your audience focus on the benefits rather than the drawbacks of what you are trying to promote.

Correct AnswerverifiedShow Answer

Scarcity is a principle of influence whereby people think there is limited availability of something they want or need, so they must act quickly.

Correct AnswerverifiedShow Answer

By applying the FAIR test, you can avoid sending persuasive messages that manipulate others.

Correct AnswerverifiedShow Answer

Understanding the needs and values of others requires a strong listening orientation.

Correct AnswerverifiedShow Answer

What does persuasion imply?

Correct AnswerverifiedShow Answer

When the statements in a message contain full and unambiguous meaning, the message is said to be indirect.

Correct AnswerverifiedShow Answer

Despite their common elements, how do internal and external persuasive messages differ?

Correct AnswerverifiedInternal and external persuasive message...View AnswerShow Answer

Reciprocation is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do.

Correct AnswerverifiedShow Answer

In the context of persuasive messages, which of the following is the right way to convince others to adopt your ideas?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following is a persuasive message with an indirect statement?

Correct AnswerverifiedShow Answer

Discuss the importance of credibility for persuasive messages in the post-trust era.

Correct AnswerverifiedWhile credibility is critical to all bus...View AnswerShow Answer

Describe a strategy which can be used to personalize persuasive messages.

Correct AnswerverifiedCreating messages that speak directly to...View AnswerShow Answer

In the context of mass sales messages, which of the following is the first step in the AIDA approach?

Correct AnswerverifiedShow Answer

Price is one of the least common sales themes.

Correct AnswerverifiedShow Answer

Correct Answer
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Internal and external persuasive message...
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Correct Answer
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While credibility is critical to all bus...
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Creating messages that speak directly to...
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Correct Answer
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Correct Answer
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