chapter 10 BCOM

Because his six principles of influence are powerful and can do harm, Cialdini refers to them as

"weapons of influence."

Which of the following statements about persuading through shared purpose and shared values are true?

-You should not use these types of appeals too often. -Professionals often respond favorably when someone appeals to their shared purpose and shared values.

In business correspondence, you should understand products and ideas in great depth so you can speak with

-authority. -competency.

Which of the following should you do when trying to persuade colleagues and partners?

-let them know that you appreciate them -let them know that you need them

Which of the following types of words help invoke a sense of excitement and optimism in persuasive messages?

-lively words -action-oriented words -strong verbs

When writing a persuasive message, you can validate the readers by

-showing respect for them. -expressing appreciation for their views and preferences. -recognizing their needs and wants.

People will be more easily persuaded when you

-understand their needs. -demonstrate that you are seeking benefits for them. -take a personal interest in them.

To ensure that persuasive messages do not harm others, you should employ the ______.

FAIR test

When a person writes a persuasive business message, ______ is particularly important.

`credibility

Which of the following are elements of a persuasive message that are included in the body of the message?

a rationale a solution a need

Which type of statement requires reading "between the lines" to grasp the entire meaning, since the underlying meaning is not stated?

an implicit statement

The AIM planning process for persuasive messages involves analyzing your ______ and creating a ______ that will reduce a person's tendency to resist what you are saying.

audience; message

The prevalence of celebrity endorsements in advertising indicates that ______ tends to persuade people.

authority

Persuasion involves ______ a person whose opinion or understanding about something is different from yours.

communicating with

Developing strong ideas that could benefit your audience will make you seem more

competent

A study showed that after people bet on race horses, they felt more sure that those horses would win. This is an example of the principle of persuasion known as

consistency

In the past, business communicators most often used ______ to show that their own products were better than those of the competition.

counterpoints

Most business writing (other than persuasive messages) is

direct and explicit.

If a persuasive message is extremely confident and positive, it is more likely to be perceived as which of the following? (Select all that apply.)

exaggerated pushy

Which type of writing is characterized by statements that provide full and unambiguous meaning?

explicit writing

The first task of most persuasive messages is to

gain attention.

The second stage of the AIM planning process involves

gathering information.

Sam, an employee at a financial services firm, investigates the financial services offered by competing companies and compares them with those of his firm as he prepares a presentation to promote his firm's offerings. This is an example of

idea development.

What is a major method of gaining reader attention in internal persuasive messages?

identifying a business need

A charismatic and well-known community member passionately embraces a cause, inspiring others to join. This is an example of the principle of

liking

Understanding what other people need and value requires strong ______ skills.

listening

Typically, internal persuasive messages focus on ______, whereas external persuasive messages include ______.

logical appeals; emotional appeals

Communicators often need to know how to _____ to help people overcome core attachments to embrace new ideas, products, and services.

make emotional appeals

Compared to other business messages, ______ are more indirect and implicit.

persuasive messages

A ______ provides compelling reasons why a product, service, or idea will be useful to the audience.

rationale

To make a persuasive message less direct, such as when your audience members will be strongly resistant to your solution, you should explain the ______.

rationale before the solution

Robert Cialdini's six methods of influence

reciprocity, commitment and consistency, social proof, authority, liking, scarcity

People are easier to persuade when they believe there is a short supply of something they want. This principle of influence is known as

scarcity

Using counterpoints in persuasive messages is risky primarily because you might

seem to have an adversarial tone.

Michael Maslansky describes the current business culture with the following: "In a word, trust is out, ______ is in."

skepticism

Sometimes people base their sense of what is right, correct, or desirable on what they see others do. This principle of influence is known as

social proof.

The cohesion among thousands of people who march together for a common cause embodies the principle of

social proof.

Michael Maslansky's research into persuasion found that ______ is more important than ever.

the language of trust

When trying to persuade others, your most effective approach is the one that meets

the needs of your audience.

One effective way of personalizing a persuasive message is

to make the message tangible to the reader.

Through ______ you acknowledge that the reader's point of view is legitimate and reasonable.

validation

Which is most effective for external persuasive messages?

you-voice