BADM Ch. 10

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Katie is more likely to buy a product if she hears that it sells out quickly. Her behavior illustrates the psychological principle known as

scarcity

Which of the following best summarizes the differences between internal and external persuasive messages?

Internal persuasive messages focus on promoting ideas, whereas external persuasive messages focus on promoting products.

Which scenario illustrates the principle of consistency?

Maya asks volunteers to sign up by return email because then they will be more likely to carry through.

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

False

Compared to you-voice, I-voice is more effective at letting customers and clients know that you have considered their interests.

False

A message is said to be indirect when it

provides the rationale for a request before making the request

Taavi is looking for a colleague to give him feedback on a persuasive message he has written. Which colleague would be the best choice?

one who may resist in the same way as Taavi’s audience

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?

reciprocation

Which of the following will help you reduce skepticism once you have described your solution?

providing a strong rationale

Which statement about persuasive messages is accurate?

Persuasive messages require a message structure that helps reduce resistance.

It is most appropriate to use an impersonal voice in

persuasive messages to emphasize objectivity.

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

Desire

Which of the following statements about manipulation is true?

The FAIR test can help you avoid sending manipulative messages.

Which of the following is an appropriate attention-getter for an external message?

catchy statement

Using the "you-voice" is most appropriate to emphasize

reader benefits in external persuasive messages.

Your ability to persuade colleagues is often tied to how much they think you appreciate them.

True

Celebrity endorsements in advertising are based on the ________ principle of influence.

authority

Post trust era has made persuasion more difficult

True

The first task of most persuasive messages is to

gain the attention of the readers.

Persuasive messages should conclude with a(n)

call to action

Mass sales messages in the form of emails have high success rates.

False

Internal persuasive messages are more likely to appeal to emotion than external persuasive messages are.

False

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

False

Which of the following will help you reduce skepticism once you have described your solution?

providing a strong rationale

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

"I want this product or service."

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?

reciprocation

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?

stories about local farm families who participate in the farmers’ market

When you reduce the confidence and positivity in your message, you run the risk of

making your idea seem weak or unexciting.

Anwar is planning a persuasive message to try to convince his colleagues to contribute to their company’s holiday clothing drive. The most effective argument he can use will be an argument that

relates the clothing drive to their need to feel good about themselves.

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