BCOM Ch. 10

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

"weapons of influence."

AIDA model

Attention, Interest, Desire, Action

It is wise to apply the ______ test to make sure that your persuasive messages are not manipulative.

FAIR

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

FAIR test

FAIR test

Facts Access Impacts Respect

Jenica needs to persuade her colleagues to volunteer to help with a company fund-raiser. Which of the following statements would likely achieve the most positive results?

I really appreciate all your hard work, and I need your help to make this fund-raiser a success.

Which of the following best explains why it is important to understand your target audience's needs and values?

It puts you in a stronger position to successfully persuade them to accept your ideas.

Which of the following is an example of a positive emotional appeal for joining a local walkathon to raise funds to fight breast cancer?

You can help make a difference for women here in our community.

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.

People will be more easily persuaded when you

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

What elements are likely to make employees reject a persuasive message?

an authoritarian tone negative wording lack of validation

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

Most readers will respond to persuasive writing that emphasizes ______ instead of ______.

choice; intent

Which of the following are examples of persuasion?

convincing clients to use your services getting your boss to consider a different perspective winning over peers to agree with your ideas

Because people tend to balk at embracing persuasive messages, one of your most important endeavors is to establish

credibility

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

credibility

You should reread and evaluate all of your persuasive messages, since they can potentially

decrease brand value. enhance your credibility. increase your company's revenue.

Most business writing (other than persuasive messages) is

direct and explicit.

The second stage of the AIM planning process involves

gathering information.

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

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

listening

In addition to being more direct and explicit, internal persuasive messages typically rely on

logical appeals

Which of the following phrases that might be spoken to a consumer contain positive wording?

maintain your lifestyle have enough money as long as you live

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

make emotional appeals

Mass sales messages will typically take the form of which of the following?

mass emails online ads

Internal persuasive messages typically promote ideas, while external messages promote ______.

merchandise and services

Influencing others in a fair, honest way to see the merit of your ideas and act on your requests is called ______.

persuasion

If a persuasive message is extremely confident and positive, it is more likely to be perceived as which of the following?

pushy exaggerated

Robert Cialdini's 6 Principles of Persuasion

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

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

strong verbs action-oriented words lively words

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

the needs of your audience.

Communication specialist Liz Simpson argues that to succeed at persuasion, you must strive to ______ the other person's point of view.

understand