Question 1

In the context of developing persuasive messages, which of the following is true of understanding others' needs?

Accepted Answer

A)  It is simple.
B)  It requires a strong listening orientation.
C)  It is typically done as a part of the FAIR test.
D)  It is typically done after you have developed your message.
E)  It cannot be used to convince others to modify their own ideas.F) None of the above
G) B) and E)

Question 2

Which of the following is most likely to be true of the differences between internal and external persuasive messages?

Accepted Answer

A)  Internal persuasive messages emphasize self-centeredness, whereas external persuasive messages deemphasize self-centeredness.
B)  While internal persuasive messages raise a need, external persuasive messages provide rationale.
C)  Internal persuasive messages focus on promoting ideas, whereas external persuasive messages focus on promoting products.
D)  Internal persuasive messages tend to be slightly more indirect and implicit than external persuasive messages.
E)  Internal persuasive messages use the you-voice unlike external persuasive messages that use the I-voice.F) B) and E)
G) B) and C) C

Question 3

In which of the following cases is the use of the we-voice most likely to be appropriate in persuasive messages?

Accepted Answer

A)  To emphasize shared work goals in internal persuasive messages
B)  To emphasize reader benefits in external persuasive messages
C)  To deemphasize self-centeredness in internal persuasive messages
D)  To emphasize objectivity in persuasive messages
E)  To depersonalize the message in external persuasive messagesF) A) and B)
G) A) and C)

Question 4

Strong nouns and verbs make persuasive messages sound dull.

Accepted Answer

A) True 
 B)False  False

Question 5

Persuasion implies that you are communicating with someone who thinks the same way as you do.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A)  Reciprocation
B)  Liking
C)  Social proof
D)  Consistency
E)  TransparencyF) B) and E)
G) A) and B)

Question 7

Which of the following statements best describes consistency?

Accepted Answer

A)  Consistency is based on the idea that once people make an explicit commitment, they tend to follow through or honor that commitment.
B)  Consistency is a principle of influence whereby people determine what is right, correct, or desirable by seeing what others do.
C)  Consistency is a principle of influence whereby people think there is limited availability of something they want or need, so they must act quickly.
D)  Consistency is based on the idea that people like returning favors.
E)  Consistency is based on the idea that different people have different needs that have to be constantly fulfilled.F) C) and D)
G) A) and B)

Question 8

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

Accepted Answer

A)  Positive
B)  Exaggerated
C)  Hyped
D)  Apathetic
E)  EmpatheticF) A) and D)
G) A) and C)

Question 9

Which of the following is a result of making your statements tangible in persuasive messages?

Accepted Answer

A)  It allows your readers to sense the impact on a personal level.
B)  It lets the I-voice take center stage over the you-voice.
C)  It focuses on your company and deemphasizes benefits to your customer.
D)  It is just a stylistic choice and has no outcomes of its own.
E)  It adds to the excitement of the message.F) C) and D)
G) B) and C)

Question 10

In internal persuasive messages, expressing confidence in key players, who can make the change occur, is crucial.

Accepted Answer

A) True 
 B)False

Question 11

Explain the AIDA approach to developing mass sales messages.

Accepted Answer

The model used most successfully for mass sales messages is the AIDA approach: attention, interest, desire, and action. This approach begins and ends like other persuasive messages; it must first gain attention and it should end with a specific call to action. Typically, the attention-getter needs to be livelier and even more provocative than with internal persuasive messages. After gaining attention, the next step is to build interest and curiosity. Then, the sales message should focus on building desire and you should conclude with a specific call to action that the potential customer can take to begin the purchase process.

Question 12

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

Accepted Answer

A)  Online banner ads
B)  Mass emails
C)  Online pop-up ads
D)  Hard copy letters
E)  Company website adsF) B) and E)
G) A) and E)

Question 13

In business communication, by applying the FAIR test, you can avoid _____.

Accepted Answer

A)  validation
B)  depersonalization
C)  manipulation
D)  decentralization
E)  reciprocationF) B) and C)
G) A) and B)

Question 14

Persuasive messages are said to be indirect because:

Accepted Answer

A)  they provide the rationale for a request before making the request.
B)  they express gratitude toward the readers.
C)  the statements in the message contain full and unambiguous meaning.
D)  the statements in the message require reading between lines to gauge the entire meaning.
E)  they politely ask people to do or think differently.F) A) and D)
G) A) and C)

Question 15

In the model for mass sales messages called AIDA, "D" stands for _____.

Accepted Answer

A)  destination
B)  difference
C)  development
D)  desire
E)  driveF) B) and E)
G) A) and D)

Question 16

Internal persuasive messages tend to be less direct and explicit than external persuasive messages.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

In which of the following cases the use of an impersonal voice is most likely to be appropriate?

Accepted Answer

A)  In internal persuasive messages to emphasize shared work goals
B)  In external persuasive messages to emphasize reader benefits
C)  In internal persuasive messages to deemphasize self-centeredness
D)  In persuasive messages to emphasize objectivity
E)  In external persuasive messages to depersonalize the messageF) A) and D)
G) B) and E)

Question 19

In the context of development for persuasive messages, which of the following is most likely to help you demonstrate a voice of competence?

Accepted Answer

A)  Using only emotional appeals in your persuasive messages
B)  Developing strong ideas in the interest of your audience
C)  Adopting the tone of mass advertising such as over-the-top appeals
D)  Focusing only on logical appeals in developing persuasive messages
E)  Using the I-voice in developing external persuasive messagesF) A) and D)
G) All of the above

Question 20

External persuasive messages, with the exception of those that emphasize price, are generally based on _____.

Accepted Answer

A)  strong logical appeals
B)  the scarcity principle of influence
C)  strong emotional appeals
D)  the authority principle of influence
E)  the liking principle of influenceF) A) and E)
G) A) and B)

Exam 9: Routine Business Messages

In the context of developing persuasive messages, which of the following is true of understanding others' needs?

Correct Answer
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Which of the following is most likely to be true of the differences between internal and external persuasive messages?

Correct Answer
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C

In which of the following cases is the use of the we-voice most likely to be appropriate in persuasive messages?

Correct Answer
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Strong nouns and verbs make persuasive messages sound dull.

Correct Answer
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False

Persuasion implies that you are communicating with someone who thinks the same way as you do.

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

Correct Answer
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Which of the following statements best describes consistency?

Correct Answer
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Which of the following is an appropriate tone for persuasive messages?

Correct Answer
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Which of the following is a result of making your statements tangible in persuasive messages?

Correct Answer
verified

In internal persuasive messages, expressing confidence in key players, who can make the change occur, is crucial.

Correct Answer
verified

Explain the AIDA approach to developing mass sales messages.

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

Correct Answer
verified

In business communication, by applying the FAIR test, you can avoid _____.

Correct Answer
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Persuasive messages are said to be indirect because:

Correct Answer
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In the model for mass sales messages called AIDA, "D" stands for _____.

Correct Answer
verified

Internal persuasive messages tend to be less direct and explicit than external persuasive messages.

Correct Answer
verified

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

Correct Answer
verified

In which of the following cases the use of an impersonal voice is most likely to be appropriate?

Correct Answer
verified

In the context of development for persuasive messages, which of the following is most likely to help you demonstrate a voice of competence?

Correct Answer
verified

External persuasive messages, with the exception of those that emphasize price, are generally based on _____.

Correct Answer
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Exam 9: Routine Business Messages

In the context of developing persuasive messages, which of the following is true of understanding others' needs?

Correct AnswerverifiedShow Answer

Which of the following is most likely to be true of the differences between internal and external persuasive messages?

Correct AnswerverifiedC

In which of the following cases is the use of the we-voice most likely to be appropriate in persuasive messages?

Correct AnswerverifiedShow Answer

Strong nouns and verbs make persuasive messages sound dull.

Correct AnswerverifiedFalse

Persuasion implies that you are communicating with someone who thinks the same way as you do.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements best describes consistency?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following is a result of making your statements tangible in persuasive messages?

Correct AnswerverifiedShow Answer

In internal persuasive messages, expressing confidence in key players, who can make the change occur, is crucial.

Correct AnswerverifiedShow Answer

Explain the AIDA approach to developing mass sales messages.

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

Correct AnswerverifiedShow Answer

In business communication, by applying the FAIR test, you can avoid _____.

Correct AnswerverifiedShow Answer

Persuasive messages are said to be indirect because:

Correct AnswerverifiedShow Answer

In the model for mass sales messages called AIDA, "D" stands for _____.

Correct AnswerverifiedShow Answer

Internal persuasive messages tend to be less direct and explicit than external persuasive messages.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In which of the following cases the use of an impersonal voice is most likely to be appropriate?

Correct AnswerverifiedShow Answer

In the context of development for persuasive messages, which of the following is most likely to help you demonstrate a voice of competence?

Correct AnswerverifiedShow Answer

External persuasive messages, with the exception of those that emphasize price, are generally based on _____.

Correct AnswerverifiedShow Answer

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C

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False

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