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Persuasion Principles: GEB 3213 Chapter 14 Questions and Answers, Exams of Business Administration

Harvard UniversityBusiness Administration

A series of multiple-choice questions and answers related to chapter 14 of geb 3213, focusing on persuasion. It covers key concepts such as the definition of persuasion, the principles of reciprocity, scarcity, authority, consensus, and liking, as well as maslow's hierarchy of needs and classical rhetorical strategies. The questions test understanding of different goals of action in persuasive communication, including adoption, discontinuance, and deterrence. It is useful for students studying marketing, business communication, or related fields, providing a concise review of essential concepts and theories in persuasion. This resource is designed to reinforce learning and assess comprehension of the material, making it a valuable tool for exam preparation and self-study.

Typology: Exams

2024/2025

Available from 06/18/2025

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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
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Partial preview of the text

Download Persuasion Principles: GEB 3213 Chapter 14 Questions and Answers and more Exams Business Administration in PDF only on Docsity!

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<>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.<>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<>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<>e. low context
  5. _____ is the mutual expectation for exchange of value or service. a. Authority b. Reciprocity c. Commitment d. Consistency e. Consensus<>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<>e. reciprocity

  1. 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.<>a. scarcity.
  2. 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.<>c. referencing experts and expertise.
  3. Lawyers and business consultants operate on the principle of: a. reciprocity. b. scarcity. c. liking. d. authority. e. consensus.<>d. authority.
  4. 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.<>c. consensus.
  5. 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.<>d. the principle of liking.
  6. 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
  1. Deterrence is a call to action that focuses on: a. persuading the audience to stop doing something what they have been doing. b. persuading the audience not to start something if they haven't already started. c. persuading the audience to delay a particular activity. d. persuading the audience to continue doing what they have been doing. e. persuading the audience to reduce the frequency of a particular behavior or activity.<>b. persuading the audience not to start something if they haven't already started.
  2. All of the following are reasons for engaging in communication except: a. to gain information. b. to understand communication contexts. c. to meet the needs of others. d. to perceive ourselves, our roles, and relationships with others. e. to understand our identity.<>c. to meet the needs of others.
  3. According to Maslow's hierarchy, we need to meet these needs before anything else. a. Safety needs b. Physiological needs c. Need to experience a sense of love and belonging d. Self-esteem needs e. Aesthetic need to experience beauty<>b. Physiological needs
  4. Medical insurance and job security address which level of needs in Maslow's hierarchy? a. Safety needs b. Physiological needs c. Need to experience a sense of love and belonging d. Self-esteem needs e. Aesthetic need to experience beauty<>a. Safety needs
  5. We seek affection from others: a. once we have asserted our sense of self and self-respect. b. once we begin to feel the need to experience beauty. c. once we begin to express independence and individuality. d. once we have what we need to live. e. once we have the basics to live and feel safe from immediate danger.<>e. once we have the basics to live and feel safe from immediate danger.
  6. The third level in Maslow's hierarchy: a. drives people to place the well-being and safety of others over their own needs. b. motivates us to actively make a difference in our own world. c. focuses on our fear of losing our place in a group or access to resources. d. reinforces our need to be a part of a family, community, or group. e. allows us to contemplate the beauty that exists around us.<>d. reinforces our need to be a part of a family, community, or group.
  1. In the fourth level of Maslow's hierarchy, we address our need for: a. social relationships. b. self-esteem. c. self-actualization. d. self-awareness. e. safety.<>b. self-esteem.
  2. Maslow discusses this level of needs in terms of how we feel about ourselves and our ability to assert control and influence over our lives. a. Physiological needs b. Safety needs c. Self-actualization d. Need to experience a sense of love and belonging e. Self-esteem needs<>c. Self-actualization
  3. _____ can involve reaching your full potential, feeling accepted for who you are, and perceiving a degree of control or empowerment in your environment. a. Self-esteem b. Self-regulation c. Self-awareness d. Self-realization e. Self-actualization<>e. Self-actualization
  4. The next level of needs after self-actualization is the need: a. to experience love and belonging. b. to experience beauty. c. to assert one's sense of self. d. to know. e. to feel empowered.<>d. to know.
  5. Beyond curiosity lies the need: a. to experience beauty. b. to feel empowered. c. to experience love and belonging. d. to make a difference in the world. e. to assert one's sense of self.<>a. to experience beauty.
  6. In Maslow's hierarchy our most basic needs are quite_____, and as we progress through the levels, the level of _____ increases. a. simple; clarity b. specific; abstraction c. defined; tangibility d. logical; coherence e. changeable; stability<>b. specific; abstraction

e. watch for adverbs that end in "ly," as they qualify, or lessen the relationship.<>b. watch out for "after the fact, therefore because of the fact" (post hoc, ergo propter hoc) thinking.

  1. In an argument by analogy, the claim is: a. that whatever is true of a good example or sample will be true of everything like it or the population it came from. b. that two situations, things or ideas are alike in observable ways and will tend to be alike in many other ways. c. that if two conditions always appear together, they are related. d. that what a credible source indicates is probably true. e. that it is an accepted or proper truth.<>b. that two situations, things or ideas are alike in observable ways and will tend to be alike in many other ways.
  2. According to the National Transportation and Safety Board, older drivers are increasingly involved in motor vehicle accidents. This is an example of an argument by: a. principle. b. generalization. c. analogy. d. testimony. e. authority.<>e. authority.
  3. Which of the following statements is not true about emotions? a. Emotions directly impact our own point of view and readiness to communicate. b. Emotions influence how, why, and when we say things. c. Emotions can always be easily controlled. d. Emotions are a psychological and physical reaction to stimuli that we experience as a feeling. e. Emotions influence how we say what we say, as well as also how we hear and what we hear.<>c. Emotions can always be easily controlled.
  4. _____ involves getting tired, often to the point of rejection, of hearing messages that attempt to elicit an emotional response. a. Writer's block b. Perceptual fallacy c. Selective hearing d. Emotional resistance e. Refutation<>d. Emotional resistance
  5. Expression of emotions is important, but requires the three Ts: a. thought, trust, and translation. b. tact, timing, and trust. c. time, talent, and thought. d. thought, tactic, and translation. e. tactic, talent, and time.<>b. tact, timing, and trust.
  1. Emotions are often contagious. This implies that, as a speaker, you should: a. use your enthusiasm to raise the level of interest in your topic. b. emphasize that your relationship with your listeners is important to you. c. pay attention to how verbal and nonverbal messages reinforce and complement each other. d. plan for a time to provide responses and open dialogue after the conclusion of your speech. e. consider the audience's point of view and be specific about your concerns.<>a. use your enthusiasm to raise the level of interest in your topic.
  2. _____ involves the management of facts, ideas or points of view to play upon inherent insecurities or emotional appeals to one's own advantage. a. Manipulation b. Coercion c. Bribery d. Intimidation e. Fallacy<>a. Manipulation
  3. _____ involves the selection of information to support your position while framing negatively any information that might challenge your belief. a. Coercion b. Fallacy c. Bribery d. Favoritism e. Intentional bias<>e. Intentional bias
  4. Making someone do something they would not choose to do freely and threatening punishment are both indicative of: a. intentional bias. b. deception. c. manipulation. d. coercion. e. bribery.<>d. coercion.
  5. Which of the following is true regarding speaking ethically? a. Use "emotional appeals" even if they lack a supporting basis of evidence. b. Advocate something which you yourself do not believe in. c. Ask your audience to link your idea or proposal to emotion-laden values, motives, or goals to which it is actually not related. d. Conceal your real purpose and your self-interest from the audience. e. Avoid distorting, hiding, or misrepresenting the number, scope, intensity, or undesirable features of consequences or effects.<>e. Avoid distorting, hiding, or misrepresenting the number, scope, intensity, or undesirable features of consequences or effects.
  6. Which of the following refers to any diversion intended to distract attention from the main issue, particularly by relating the issue to a common fear?
  1. In this part of a persuasive speech one must reiterate the main points and provide synthesis. a. Attention statement b. Introduction c. Conclusion d. Body e. Residual message<>c. Conclusion
  2. All of the following are guidelines for delivering a speech except: a. use speaking notes. b. read from the manuscript. c. work on maximum eye contact. d. provide handouts. e. use visual aids.<>b. read from the manuscript.
  3. When _____ your speech, you must determine the two to three main points that will be needed to support your central idea. a. organizing b. introducing c. delivering d. determining the purpose of e. evaluating<>a. organizing
  4. Which of the following statements is true regarding an elevator speech? a. An elevator speech is a full sales pitch. b. An elevator speech should contain as much information as possible. c. An elevator speech is a formal event. d. An elevator speech is a "canned" thirty-second advertising message. e. An elevator speech should give a relaxed and genuine "nutshell" summary of one main idea.<>e. An elevator speech should give a relaxed and genuine "nutshell" summary of one main idea.