Question 1

Discuss the importance of reason and emotion in persuasive messages.

Accepted Answer

Most people justify their business decis...

Question 2

Strong nouns and verbs make persuasive messages seem dull or mundane.

Accepted Answer

A) True 
 B)False  False

Question 3

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

Accepted Answer

A)   Writing in the you-voice to customers is just a stylistic choice.
B)   Using the you-voice deemphasizes customer benefits.
C)   Using the you-voice forces you to personalize the message for your readers.
D)   Using the you-voice implies a high level of self-centeredness.
E)   Using the you-voice in persuasive messages emphasizes the writer's objectivity.F) C) and E)
G) A) and E)

Question 4

Mass sales messages can raise a company's brand awareness.

Accepted Answer

A) True 
 B)False

Question 5

It is most appropriate to use an impersonal voice in

Accepted Answer

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

Question 6

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

Accepted Answer

A)   provide the rationale before making the request.
B)   use the direct approach to help them warm up to your ideas.
C)   use statements that are vague and ambiguous.
D)   use the hyped-up language of mass advertising.
E)   make a request but avoid providing a rationale.F) C) and E)
G) C) and D)

Question 7

The AIDA model of mass sales messages is aimed at getting customers to think

Accepted Answer

A)   "I've seen this product or service before."
B)   "What is the benefit of this product of service?"
C)   "This business wants my money."
D)   "I want this product or service."
E)   "Famous people use this product or service."F) C) and D)
G) A) and E)

Question 8

External persuasive messages tend to

Accepted Answer

A)   focus more on promoting ideas.
B)   be more direct than internal persuasive messages.
C)   be more explicit than internal persuasive messages.
D)   focus more on promoting products and services.
E)   use the we-voice more than other voices.F) A) and D)
G) A) and C)

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Internal and external persuasive messages contain many common elements.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

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

Question 12

The post-trust era has made persuasion more difficult.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)   stories about local farm families who participate in the farmers' market
B)   statistics about how much money is spent at farmers' markets nationally
C)   statements to make people feel guilty about not supporting local farmers
D)   information about how much fuel is saved by not shipping produce long distances
E)   a lecture about how important it is to put money into the local economyF) D) and E)
G) A) and B)

Question 14

Which of the following 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)   scarcityF) D) and E)
G) A) and E)

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

Which of the following statements about manipulation is true?

Accepted Answer

A)   Manipulating customers is an accepted part of business.
B)   Using manipulation increases your credibility in the eyes of your audience.
C)   The FAIR test can help you avoid sending manipulative messages.
D)   Career advancement often requires that you be manipulative.
E)   There is an ethical difference between manipulating customers and manipulating colleagues.F) A) and C)
G) B) and E)

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 influence.F) D) and E)
G) A) and B) C

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Explain the review process for persuasive messages.

Accepted Answer

The review process for persuasive messag...

Exam 10: Persuasive Messages

Discuss the importance of reason and emotion in persuasive messages.

Correct AnswerverifiedMost people justify their business decis...View AnswerShow Answer

Strong nouns and verbs make persuasive messages seem dull or mundane.

Correct AnswerverifiedFalse

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

Correct AnswerverifiedShow Answer

Mass sales messages can raise a company's brand awareness.

Correct AnswerverifiedShow Answer

It is most appropriate to use an impersonal voice in

Correct AnswerverifiedD

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

Correct AnswerverifiedShow Answer

The AIDA model of mass sales messages is aimed at getting customers to think

Correct AnswerverifiedShow Answer

External persuasive messages tend to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Internal and external persuasive messages contain many common elements.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The post-trust era has made persuasion more difficult.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following is a principle of influence whereby people determine what is right,correct,or desirable by seeing what others do?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements about manipulation is true?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedC

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

Correct AnswerverifiedShow Answer

Explain the review process for persuasive messages.

Correct AnswerverifiedThe review process for persuasive messag...View AnswerShow Answer

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Most people justify their business decis...
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False

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D

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C

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The review process for persuasive messag...
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