GEB 3213 Chapter 14 Questions and Answers Already Graded A

1. _____ is defined as an act or process of presenting arguments to move, motivate, or change your audience. a. Measurable gain b. Elocution c. Persuasion d. Discourse e. Stimulation<<Ans>>c. Persuasion 2. Which of the following statements is true regarding motivation? a. It is mostly implicit in nature. b. It involves the force, stimulus, or influence to bring about change. c. It is the act of presenting arguments to move or change your audience. d. It is the process that encourages the audience to change their beliefs or behavior. e. It can change the audience's behavior but not their beliefs.<<Ans>>b. It involves the force, stimulus, or influence to bring about change. 3. _____ is a system of assessing the extent to which audience members respond to a persuasive message. a. Gap analysis b. Measurable gain c. Social quotient d. Reciprocity e. Benchmarking<<Ans>>b. Measurable gain 4. In a _____ culture, you'll be expected to provide structure and clearly outline your position and expectations. a. long-term oriented b. collectivist c. feminine d. high power distance e. low context<<Ans>>e. low context 5. _____ is the mutual expectation for exchange of value or service. a. Authority b. Reciprocity c. Commitment d. Consistency e. Consensus<<Ans>>b. Reciprocity 6. If you are in customer service and go out of your way to meet the customer's need, you are appealing to the principle of _____ by increasing the likelihood of making a purchase from you because you were especially helpful. a. scarcity b. liking c. consensus d. authority e. reciprocity<<Ans>>e. reciprocity 7. A retailer uses the following messages to advertise a sale: "Limited time offer", "Till stocks last", and "Hurry! This week only!" The retailer is operating on the principle of: a. scarcity. b. consistency. c. authority. d. reciprocity. e. consensus.<<Ans>>a. scarcity. 8. The principle of authority involves: a. the perception of safety and belonging in communication. b. the tendency of the individual to follow peers. c. referencing experts and expertise. d. focusing on the exclusive, the rare, the unusual, and the unique. e. convincing or motivating people to act immediately.<<Ans>>c. referencing experts and expertise. 9. Lawyers and business consultants operate on the principle of: a. reciprocity. b. scarcity. c. liking. d. authority. e. consensus.<<Ans>>d. authority. 10. The tendency to think that a product is good because "everybody else" thinks that it is good is related to the principle of: a. authority. b. consistency. c. consensus. d. reciprocity. e. scarcity.<<Ans>>c. consensus. 11. The tendency to be attracted to people who communicate to us that they like us, and who make us feel good about ourselves is a reflection of: a. the principle of reciprocity. b. the principle of authority. c. the principle of consensus. d. the principle of liking. e. the principle of commitment.<<Ans>>d. the principle of liking. 12. When the operational function of your persuasive speech is _____, you want to reinforce existing beliefs, intensify them, and bring them to the forefront. a. to stimulate b. to convince c. to call to action d. to increase consideration e. to develop tolerance<<Ans>>a. to stimulate