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Exam 10: Persuasive Messages

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Question 41

Multiple Choice

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

A) liking
B) authority
C) scarcity
D) reciprocation
E) social proof

F) All of the above
G) B) and D)

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Question 42

Multiple Choice

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

A) use more formal language than other business messages.
B) are more personal and idiosyncratic than other business messages.
C) use difficult direct structure and explicit language.
D) are directed to people who resist your ideas, products, or services.
E) must be extremely objective and neutral to be effective.

F) A) and B)
G) A) and C)

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Question 43

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

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

What are the various principles of influence as identified by Dr. Robert Cialdini? Describe any two of these principles.

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 using?

In the context of persuasive messages, validating your readers means that you are

Why is the FAIR test especially important for reviewing persuasive messages in the post-trust era?

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

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

Which of the following is a principle of influence based on returning favors?

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

Persuasion almost always involves

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

Discuss the importance of reason and emotion in persuasive messages.

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

In 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.

What is the right tone to use for persuasive messages?