Practice Quiz Chapter 09

. If you're going to draw on social judgment theory to develop communication materials, what should you aim for?

Recommendations for specific actions

Sudden, dramatic change

Building a lasting relationship with the audience

Modest but realistic change

. An infomercial offer to send me a bonus gift if I call within 30 minutes of viewing the program is using which technique?

That's-not-all

Foot-in-the-door

Low-balling

Social exchange

. Which of the following refers to a claim that is based in the value of an idea, person, or thing?

Proposition of value

Proposition of policy

Indirect persuasion

Direct persuasion

. When a leader uses legitimate power, coercive power, and reward power to direct the group's activities, what is the leader demonstrating?

Authoritarian leadership

Democratic leadership

Laissez-faire leadership

Dictatorial leadership

. How does a person gain referent power?

By possessing knowledge that can help a group achieve its goal

By asserting coercive power and limiting rewards

By granting or promising desirable outcomes for others

By behaving in ways other people admire and by being genuinely likable

. Which statement best sums up the characterization of persuasion presented in this textbook?

Persuasion is a process that occurs in a series of small movements

Persuasion is most effective when it is underlined by coercive power

Persuasion enables the insightful communicator to encourage readers and listeners to make large, lasting changes

Persuasion is most effective when it is underlined by reward power

. A socially progressive movement is proud of its flattened hierarchy and leaderless organization. How best could we classify this style of leadership?

Emergent leadership

Democratic leadership

Authoritarian leadership

Laissez-faire leadership

. What is a straightforward way to understand the experience of cognitive dissonance?

The inability to influence others despite possessing valuable information or expertise

The uncomfortable tension that arises when we try to hold two conflicting ideas at once

The experience of fear being resolved through another person's gesture of kindness

The powerful conflict a person experiences when the presenting self and perceived self diverge significantly

. Professors often criticize the confusion between correlation and causation. What logical fallacy is implicated here?

Reductio ad absurdum

Argumentum ad populum

Post hoc

Argumentum ad verecundiam

. Which statement about the characteristics of power is NOT true?

Power is group centred.

Power is distributed among group members.

Power is a matter of degree.

Power is something one either does or does not possess.

. Logical fallacies are uncommon in persuasive communication.

TRUE

FALSE

. Cognitive dissonance is strongest when it has to do with our self-image.

TRUE

FALSE

. Believing that I need to write my exam with a specific pen because I've earned top marks on all the previous exams I've written with that pen is an example of the post hoc fallacy.

TRUE

FALSE

. Direct persuasion is least effective with a friendly audience.

TRUE

FALSE

. Repetition of a message does little to affect its reception.

TRUE

FALSE

. Power is assumed by an individual.

TRUE

FALSE

. Ethical persuasion is a manipulative and distracting element in people's lives.

TRUE

FALSE

. Most recent research has suggested that trait theories of leadership are not widely practical.

TRUE

FALSE

. We experience cognitive dissonance most powerfully when it arises from a decision that costs us economically.

TRUE

FALSE

. When listeners are presented with a proposition of fact, they must determine the truth for themselves.

TRUE

FALSE

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