Interpersonal Skills in Organizations 5th Edition Janasz Test Bank

Interpersonal Skills in Organizations
5th Edition Janasz Test Bank

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Chapter 08
Persuading Individuals and Audiences
True / False Questions
1. Persuasion involves directly giving orders to others.
True False
2. Employees today show little tolerance for unquestioned authority.
True False
3. The skill of persuasion is irrelevant in a nonhierarchical environment where employees at all

levels participate in formulating strategies.
True False
4. In a team-based or team-supported workplace, a higher authority frequently mandates decisions.
True False
5. The inoculation theory suggests that people use three criteria, appropriateness, consistency, and
effectiveness, to determine whether to respond to a persuader's arguments.
True False
6. According to the ACE Theory, appeals to consistency demonstrate that the persuader
understands the beliefs of similar others.
True False
7. The most effective persuaders first share their views and opinions before listening to others'
views.
True False
8. The way a person looks or dresses has no influence on his or her credibility.
True False
9. Framing in persuasion provides a means for alternatives and ideas to be compared and
contrasted.
True False
8-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
10. Involving the other party in the search for a solution is an ineffective way to get his or her buy-in
to the solution.
True False
11. During the persuasion process, any errors in your reasoning can give the listener reason to doubt
you. This implies that you must say everything you know about the concerned subject.
True False
12. When you reinforce your persuasive appeal with words or actions that trigger a "yes" response,
you are less likely to be influential.
True False
13. In the rejection-then-retreat approach, the less costly proposal is put across first and then a high
cost alternative is presented.
True False
14. Advertisers use the social proof principal when they give away free samples.
True False
15. Manipulation involves convincing people to adhere to something that they would do without the
presence of a persuader.
True False
16. Warning signals of manipulation include the persuader having more to gain from an exchange
than the persuadee.
True False
17. Persuasive presentations require the presenter not only to give information, but also to get the
audience to accept, believe, and act on the ideas presented.
True False
18. Beginning your presentation by telling your audience the key concepts you'll be addressing will
make your presentation less interesting.
True False
19. Presenting the core of your argument at the beginning of the presentation itself fails to
demonstrate your enthusiasm about your subject.
True False
20. It is best to use visual aids at the beginning of your presentation when the level of your anxiety is
probably the highest.
True False
8-2
Multiple Choice Questions
21. For managers to be effective in persuasion, they should:
A. expect their decisions to be implemented by the employees without question.

B. resort to manipulation or coercion in getting the task done.
C. adopt a democratic approach in getting the employees to buy into their ideas.
D. dictate or directly order the employees to follow orders.
22. Which of the following statements is true of today's work environment?
A. Employees are more tolerant toward unquestioned authority and autocratic leadership.
B. Companies are moving away from a participative work style.
C. Organizations are becoming more hierarchical and less flattened.
D. Employees without positional authority are increasingly tasked with getting work done.
23. _____ refers to the tension that exists when individuals' beliefs do not align with their behaviors.
A. Cognitive dissonance
B. Self-deception
C. Defensive avoidance
D. Bounded rationality
24. Jessica believes that the minimum wages paid to laborers should be the same across the globe.
Her company is sending her on a business trip to one of the less developed countries. She has to
negotiate with the contract manufacturers to get the lowest possible labor price based on the host
country standards. This difference in her belief and behavior has put Jessica through a lot of
discomfort. Which of the following does this scenario best illustrate?
A. Negative reinforcement
B. Cognitive dissonance
C. Self-serving bias
D. Fundamental attribution error
25. The _____ states that persuaders can be effective when they anticipate the objections of the
persuadee and address those objections before they arise.
A. inoculation theory
B. attribution theory
C. expectancy theory
D. two-factor theory
8-3
26. As a result of a declining economy, the management of a company had decided to reduce its
employees' salary. Before the employees could raise their objection, the management called for a
meeting to help the employees understand that their pay cut was only temporary and it could help
avoid downsizing. As a result, the management was effective in persuading the employees to
accept its decision. Which of the following persuasion theories has the company adopted in this
scenario?
A. Inoculation theory
B. Cognitive dissonance theory
C. Expectancy theory
D. ACE theory
27. Stephanie is trying to convince her employer that she is eligible for a maternity leave of 12 weeks
as opposed to the 10-weeks leave that has been granted to her. She claims that the law
mandates companies to allow 12 weeks of maternity leave for its employees. According to the
ACE Theory, which of the following characteristics of successful persuasion does Stephanie
use?
A. Appropriateness
B. Effectiveness
C. Efficacy
D. Consistency
28. According to the ACE Theory, appeals to _____ demonstrate that the persuader understands the
beliefs or past behaviors of similar others and presents arguments that make sense with these
beliefs or behaviors.
A. consistency
B. effectiveness
C. agreeableness
D. efficiency
29. One of Andrew's subordinates, Jennifer, has been showing low productivity at work. In an effort to
persuade Jennifer to perform better, Andrew points out how Jennifer had promised to give her
best at work in her job interview. He also shows her how efficient she was in her initial days at the
company. According to the ACE Theory, which of the following characteristics of successful
persuasion is applied by Andrew?
A. Agreeableness
B. Conscientiousness
C. Consistency
D. Efficacy
8-4
30. According to the ACE Theory, the degree to which an action or idea leads to a desirable state or
outcome refers to the _____ characteristic of successful persuasion.
A. appropriateness
B. effectiveness
C. agreeableness
D. consistency
31. Amith is trying to convince his friend to reduce his consumption of alcohol. Among his many
appeals, Amith says, "If you reduce drinking, you will be able to play sports longer and with more
vigor." Which of the following components of the ACE model of persuasion does this statement
best illustrate?
A. Appropriateness
B. Consistency
C. Accuracy
D. Effectiveness
32. In the context of successful persuasion, which of the following will be an ineffective practice?
A. Starting the persuasion process by extending an invitation to the persuadee to share his or her
views
B. Accepting that the persuadee has agreed to the proposed idea if he or she responds with
silence
C. Soliciting feedback from a specific person when there are more than two people involved in the
interaction
D. Asking open-ended questions to the persuadees in order to learn what makes them tick
33. Jim is at an interview for a sales representative job in an insurance company. He has tactfully
answered all the questions in the interview. When the interviewer asks Jim what the current tax
rate is on property insurance, however, he is unable to answer. Which of the following should Jim
do to build and maintain credibility?
A. He should admit that he does not have an answer.

B. He should provide defensive responses to the question he could not answer.
C. He should misrepresent facts and distract the interviewer.
D. He should invent answers to the question for which he is unprepared.
34. _____ involves describing one's position in ways that identify common ground and establish a
collaborative tone.
A. Norming
B. Self-serving
C. Framing
D. Stereotyping
8-5
35. The management of a company has introduced a new performance incentive scheme for its
employees. Anticipating that the employees may raise objections to the change, the management
calls for a meeting. In the meeting, the management highlights some of the benefits of the new
incentive scheme, such as how the opportunity to earn more will enable them to spend more.
Which of the following persuasion tactics is the company using?
A. The company is using "efficacy" from the ACE Theory to persuade its employees.
B. The company is applying the employees' self-serving biases to their advantage.
C. The company is providing specific social proof to persuade the employees to adapt to the
changes.
D. The company is creating a frame for common ground to convince the employees to accept the
changes.
36. Which of the following is an ineffective practice when you want a person to buy-in to your
solution?
A. Isolating the person from the search for the solution

B. Appealing to the person's emotions and values when stating the solution
C. Reinforcing your persuasive appeal with words that trigger a "yes" response
D. Creating a frame for common ground with the person
37. Which of the following statements agrees with the reciprocity/obligation rule?
A. Reciprocate by giving information, support, or gifts only when people have given you these
things first.
B. Offer gifts, support, and help only when you want something from someone so that you appear
generous.
C. Put across your more costly proposal first and then present a lower cost alternative when
offering something.
D. Use phrases such as "no problem" when you want to respond to others' acknowledgements.
38. A salesman at a music store always begins by showing his customers high-priced instruments.
When the customers refuse these, the salesman shows them the more economical models. Since
the customers have turned down the first offer, they will view the salesman's second offer as a
concession and may feel inclined to buy the instrument. In this scenario, the salesman applies
the:
A. cognitive dissonance approach.

B. scarcity approach.
C. rejection-then-retreat approach.
D. inoculation approach.
39. Which of the following statements uses the principle of scarcity for persuasion?
A. Lowest price ever

B. Get a complimentary gift
C. Offer valid for two days only
D. Number one selling product
8-6
40. Amanda purchased a barbeque set after she read the testimonials for the product from other
users on the company's website. Which of the following principles of persuasion does this best
illustrate?
A. Social proof
B. Scarcity
C. Reciprocity
D. Self-awareness
41. Which of the following advertising statements best illustrates the use of social proof to persuade
customers?
A. Asking for a complimentary trial

B. Getting a free multipurpose mug
C. More than a million copies sold
D. Last 100 pieces remaining
42. When advertisers convince people to buy their products by telling them not necessarily how good
a product is, but how strongly other users think so, they are using the _____ approach to
persuasion.
A. consensus
B. scarcity
C. reciprocity
D. utility
43. How can advertisers use social proof to sell their product?
A. By showing how other users have benefited from their products

B. By distributing free samples of their products
C. By selling their products at the highest possible prices
D. By presenting lower cost alternatives to their products
44. _____ involves convincing people to believe or adhere to something that is neither in their best
interest nor something they would believe or do without the presence of the persuader.
A. Manipulation
B. Persuasion
C. Empowerment
D. Self-disclosure
8-7
45. Which of the following best illustrates manipulation?
A. A salesman uses positive feedback provided by his previous customers to persuade a

potential customer to buy his product.
B. A manager highlights the possible accidents at production units to persuade the employees to
use certain safety measures.
C. A doctor convinces her patient to quit smoking to live a longer and a healthier life.
D. A manager convinces production workers to refrain from asking for a wage hike to keep their
jobs safe.
46. Warning signals of manipulation include:
A. the persuadee having more to gain from the exchange than the persuader.
B. the persuader's reasoning being stronger than his emotional connection with the persuadee.
C. the persuader's self-interest being shelved in the face of public interest.
D. the interaction between the persuader and the persuadee that feels like a competitive game.
47. Which of the following is an ineffective way to defend yourself against manipulation?
A. Asking plenty of questions before being convinced by the power of the persuader's words that
he or she is right
B. Agreeing to resume an interaction that feels like a test of wills only when you can gain a more
equal footing
C. Considering not just your interests, but also those of others when being courted by the
persuader
D. Basing your acceptance of a persuader on his or her ability to connect emotionally with you
rather than the persuader's strength of reasoning
48. For making persuasive business presentations successful, it is best to avoid starting a
presentation with a(n):
A. anecdote.
B. joke.
C. quote.
D. rhetorical question.
49. When conducting a persuasive business presentation, summarizing:
A. helps focus the audience's attention on the essence of the presentation.

B. gives the impression that the speaker lacks knowledge about the subject.
C. signifies that the speaker believes the audience was distracted and inattentive.
D. involves asking the audience for feedback on the speaker's presentation style.
8-8
50. Which of the following recommendations for an effective presentation is true?
A. Begin the presentation with a joke rather than an anecdote or a quote.

B. Avoid rhetorical questions during the presentation.
C. Use technology extensively to improve the personal connection with the audience.
D. Take questions throughout the presentation to keep it interactive.
Essay Questions
51. How does the inoculation theory explain the concept of persuasion?
52. Framing for common ground attains three interrelated objectives. Elaborate on this statement.
53. How can advertisers use social proof to persuade customers?
8-9
54. How can you defend yourself against manipulation?
55. List a few tips for effective presentations.
8-10
Chapter 08 Persuading Individuals and Audiences Answer Key
True / False Questions
1. Persuasion involves directly giving orders to others.

(p. 174)
FALSE
Difficulty: 1 Easy
2. Employees today show little tolerance for unquestioned authority.

(p. 174)
TRUE
Difficulty: 1 Easy
3. The skill of persuasion is irrelevant in a nonhierarchical environment where employees at all

(p. 174- levels participate in formulating strategies.
175)
FALSE
Difficulty: 1 Easy
4. In a team-based or team-supported workplace, a higher authority frequently mandates

(p. 175) decisions.
FALSE
Difficulty: 1 Easy
5. The inoculation theory suggests that people use three criteria, appropriateness, consistency,
(p. 175) and effectiveness, to determine whether to respond to a persuader's arguments.
FALSE
Difficulty: 1 Easy
6. According to the ACE Theory, appeals to consistency demonstrate that the persuader
(p. 176) understands the beliefs of similar others.
TRUE
Difficulty: 1 Easy
7. The most effective persuaders first share their views and opinions before listening to others'
(p. 177) views.
FALSE
Difficulty: 1 Easy
8-11
8. The way a person looks or dresses has no influence on his or her credibility.
(p. 177)
FALSE
Difficulty: 1 Easy
9. Framing in persuasion provides a means for alternatives and ideas to be compared and
(p. 179- contrasted.
180)
TRUE
Difficulty: 1 Easy
10. Involving the other party in the search for a solution is an ineffective way to get his or her buy-
(p. 180) in to the solution.
FALSE
Difficulty: 1 Easy
11. During the persuasion process, any errors in your reasoning can give the listener reason to
(p. 180) doubt you. This implies that you must say everything you know about the concerned subject.
FALSE
Difficulty: 1 Easy
12. When you reinforce your persuasive appeal with words or actions that trigger a "yes"
(p. 181) response, you are less likely to be influential.
FALSE
Difficulty: 1 Easy
13. In the rejection-then-retreat approach, the less costly proposal is put across first and then a
(p. 181) high cost alternative is presented.
FALSE
Difficulty: 1 Easy
14. Advertisers use the social proof principal when they give away free samples.
(p. 181)
FALSE
Difficulty: 1 Easy
15. Manipulation involves convincing people to adhere to something that they would do without
(p. 182) the presence of a persuader.
FALSE
Difficulty: 1 Easy
8-12
16. Warning signals of manipulation include the persuader having more to gain from an exchange
(p. 183) than the persuadee.
TRUE
Difficulty: 1 Easy
17. Persuasive presentations require the presenter not only to give information, but also to get the
(p. 183) audience to accept, believe, and act on the ideas presented.
TRUE
Difficulty: 1 Easy
18. Beginning your presentation by telling your audience the key concepts you'll be addressing will
(p. 184) make your presentation less interesting.
FALSE
Difficulty: 1 Easy
19. Presenting the core of your argument at the beginning of the presentation itself fails to
(p. 184) demonstrate your enthusiasm about your subject.
FALSE
Difficulty: 1 Easy
20. It is best to use visual aids at the beginning of your presentation when the level of your anxiety
(p. 185) is probably the highest.
TRUE
Difficulty: 1 Easy
Multiple Choice Questions
21. For managers to be effective in persuasion, they should:

(p. 174)
A. expect their decisions to be implemented by the employees without question.

B. resort to manipulation or coercion in getting the task done.
C. adopt a democratic approach in getting the employees to buy into their ideas.
D. dictate or directly order the employees to follow orders.
Difficulty: 2 Medium
8-13
22. Which of the following statements is true of today's work environment?
(p. 174)
A. Employees are more tolerant toward unquestioned authority and autocratic leadership.
B. Companies are moving away from a participative work style.
C. Organizations are becoming more hierarchical and less flattened.
D. Employees without positional authority are increasingly tasked with getting work done.
Difficulty: 1 Easy
23. _____ refers to the tension that exists when individuals' beliefs do not align with their
(p. 175) behaviors.
A. Cognitive dissonance
B. Self-deception
C. Defensive avoidance
D. Bounded rationality
Difficulty: 1 Easy
24. Jessica believes that the minimum wages paid to laborers should be the same across the
(p. 175) globe. Her company is sending her on a business trip to one of the less developed countries.
She has to negotiate with the contract manufacturers to get the lowest possible labor price
based on the host country standards. This difference in her belief and behavior has put
Jessica through a lot of discomfort. Which of the following does this scenario best illustrate?
A. Negative reinforcement
B. Cognitive dissonance
C. Self-serving bias
D. Fundamental attribution error
Difficulty: 3 Hard
25. The _____ states that persuaders can be effective when they anticipate the objections of the
(p. 175) persuadee and address those objections before they arise.
A. inoculation theory
B. attribution theory
C. expectancy theory
D. two-factor theory
Difficulty: 1 Easy
8-14
26. As a result of a declining economy, the management of a company had decided to reduce its
(p. 175) employees' salary. Before the employees could raise their objection, the management called
for a meeting to help the employees understand that their pay cut was only temporary and it
could help avoid downsizing. As a result, the management was effective in persuading the
employees to accept its decision. Which of the following persuasion theories has the company
adopted in this scenario?
A. Inoculation theory
B. Cognitive dissonance theory
C. Expectancy theory
D. ACE theory
27. Stephanie is trying to convince her employer that she is eligible for a maternity leave of 12
(p. 176) weeks as opposed to the 10-weeks leave that has been granted to her. She claims that the
law mandates companies to allow 12 weeks of maternity leave for its employees. According to
the ACE Theory, which of the following characteristics of successful persuasion does
Stephanie use?
A. Appropriateness
B. Effectiveness
C. Efficacy
D. Consistency
28. According to the ACE Theory, appeals to _____ demonstrate that the persuader understands
(p. 176) the beliefs or past behaviors of similar others and presents arguments that make sense with
these beliefs or behaviors.
A. consistency
B. effectiveness
C. agreeableness
D. efficiency
Difficulty: 1 Easy
29. One of Andrew's subordinates, Jennifer, has been showing low productivity at work. In an
(p. 176) effort to persuade Jennifer to perform better, Andrew points out how Jennifer had promised to
give her best at work in her job interview. He also shows her how efficient she was in her initial
days at the company. According to the ACE Theory, which of the following characteristics of
successful persuasion is applied by Andrew?
A. Agreeableness
B. Conscientiousness
C. Consistency
D. Efficacy
Difficulty: 3 Hard
8-15
30. According to the ACE Theory, the degree to which an action or idea leads to a desirable state
(p. 176) or outcome refers to the _____ characteristic of successful persuasion.
A. appropriateness
B. effectiveness
C. agreeableness
D. consistency
Difficulty: 1 Easy
31. Amith is trying to convince his friend to reduce his consumption of alcohol. Among his many
(p. 176) appeals, Amith says, "If you reduce drinking, you will be able to play sports longer and with
more vigor." Which of the following components of the ACE model of persuasion does this
statement best illustrate?
A. Appropriateness
B. Consistency
C. Accuracy
D. Effectiveness
Difficulty: 3 Hard
32. In the context of successful persuasion, which of the following will be an ineffective practice?
(p. 177)
A. Starting the persuasion process by extending an invitation to the persuadee to share his or
her views
B. Accepting that the persuadee has agreed to the proposed idea if he or she responds with
silence
C. Soliciting feedback from a specific person when there are more than two people involved in
the interaction
D. Asking open-ended questions to the persuadees in order to learn what makes them tick
Difficulty: 1 Easy
33. Jim is at an interview for a sales representative job in an insurance company. He has tactfully
(p. 177) answered all the questions in the interview. When the interviewer asks Jim what the current
tax rate is on property insurance, however, he is unable to answer. Which of the following
should Jim do to build and maintain credibility?
A. He should admit that he does not have an answer.

B. He should provide defensive responses to the question he could not answer.
C. He should misrepresent facts and distract the interviewer.
D. He should invent answers to the question for which he is unprepared.
8-16
34. _____ involves describing one's position in ways that identify common ground and establish a
(p. 179) collaborative tone.
A. Norming
B. Self-serving
C. Framing
D. Stereotyping
Difficulty: 1 Easy
35. The management of a company has introduced a new performance incentive scheme for its
(p. 179) employees. Anticipating that the employees may raise objections to the change, the
management calls for a meeting. In the meeting, the management highlights some of the
benefits of the new incentive scheme, such as how the opportunity to earn more will enable
them to spend more. Which of the following persuasion tactics is the company using?
A. The company is using "efficacy" from the ACE Theory to persuade its employees.
B. The company is applying the employees' self-serving biases to their advantage.
C. The company is providing specific social proof to persuade the employees to adapt to the
changes.
D. The company is creating a frame for common ground to convince the employees to accept
the changes.
Difficulty: 3 Hard
36. Which of the following is an ineffective practice when you want a person to buy-in to your
(p. 180) solution?
A. Isolating the person from the search for the solution

B. Appealing to the person's emotions and values when stating the solution
C. Reinforcing your persuasive appeal with words that trigger a "yes" response
D. Creating a frame for common ground with the person
Difficulty: 1 Easy
37. Which of the following statements agrees with the reciprocity/obligation rule?
(p. 181)
A. Reciprocate by giving information, support, or gifts only when people have given you these
things first.
B. Offer gifts, support, and help only when you want something from someone so that you
appear generous.
C. Put across your more costly proposal first and then present a lower cost alternative when
offering something.
D. Use phrases such as "no problem" when you want to respond to others'
acknowledgements.
8-17
38. A salesman at a music store always begins by showing his customers high-priced instruments.
(p. 181) When the customers refuse these, the salesman shows them the more economical models.
Since the customers have turned down the first offer, they will view the salesman's second
offer as a concession and may feel inclined to buy the instrument. In this scenario, the
salesman applies the:
A. cognitive dissonance approach.

B. scarcity approach.
C. rejection-then-retreat approach.
D. inoculation approach.
Difficulty: 3 Hard
39. Which of the following statements uses the principle of scarcity for persuasion?
(p. 182)
A. Lowest price ever

B. Get a complimentary gift
C. Offer valid for two days only
D. Number one selling product
Difficulty: 1 Easy
40. Amanda purchased a barbeque set after she read the testimonials for the product from other
(p. 182) users on the company's website. Which of the following principles of persuasion does this best
illustrate?
A. Social proof
B. Scarcity
C. Reciprocity
D. Self-awareness
41. Which of the following advertising statements best illustrates the use of social proof to
(p. 182) persuade customers?
A. Asking for a complimentary trial

B. Getting a free multipurpose mug
C. More than a million copies sold
D. Last 100 pieces remaining
Difficulty: 3 Hard
8-18
42. When advertisers convince people to buy their products by telling them not necessarily how
(p. 182) good a product is, but how strongly other users think so, they are using the _____ approach to
persuasion.
A. consensus
B. scarcity
C. reciprocity
D. utility
43. How can advertisers use social proof to sell their product?
(p. 182)
A. By showing how other users have benefited from their products

B. By distributing free samples of their products
C. By selling their products at the highest possible prices
D. By presenting lower cost alternatives to their products
44. _____ involves convincing people to believe or adhere to something that is neither in their best
(p. 182) interest nor something they would believe or do without the presence of the persuader.
A. Manipulation
B. Persuasion
C. Empowerment
D. Self-disclosure
Difficulty: 1 Easy
45. Which of the following best illustrates manipulation?

(p. 182)
A. A salesman uses positive feedback provided by his previous customers to persuade a

potential customer to buy his product.
B. A manager highlights the possible accidents at production units to persuade the employees
to use certain safety measures.
C. A doctor convinces her patient to quit smoking to live a longer and a healthier life.
D. A manager convinces production workers to refrain from asking for a wage hike to keep
their jobs safe.
8-19
46. Warning signals of manipulation include:
(p. 183)
A. the persuadee having more to gain from the exchange than the persuader.
B. the persuader's reasoning being stronger than his emotional connection with the
persuadee.
C. the persuader's self-interest being shelved in the face of public interest.
D. the interaction between the persuader and the persuadee that feels like a competitive
game.
Difficulty: 1 Easy
47. Which of the following is an ineffective way to defend yourself against manipulation?
(p. 183)
A. Asking plenty of questions before being convinced by the power of the persuader's words
that he or she is right
B. Agreeing to resume an interaction that feels like a test of wills only when you can gain a
more equal footing
C. Considering not just your interests, but also those of others when being courted by the
persuader
D. Basing your acceptance of a persuader on his or her ability to connect emotionally with you
rather than the persuader's strength of reasoning
48. For making persuasive business presentations successful, it is best to avoid starting a
(p. 184) presentation with a(n):
A. anecdote.
B. joke.
C. quote.
D. rhetorical question.
Difficulty: 1 Easy
49. When conducting a persuasive business presentation, summarizing:

(p. 184)
A. helps focus the audience's attention on the essence of the presentation.

B. gives the impression that the speaker lacks knowledge about the subject.
C. signifies that the speaker believes the audience was distracted and inattentive.
D. involves asking the audience for feedback on the speaker's presentation style.
Difficulty: 1 Easy
8-20
50. Which of the following recommendations for an effective presentation is true?
(p. 184)
A. Begin the presentation with a joke rather than an anecdote or a quote.

B. Avoid rhetorical questions during the presentation.
C. Use technology extensively to improve the personal connection with the audience.
D. Take questions throughout the presentation to keep it interactive.
Essay Questions
51. How does the inoculation theory explain the concept of persuasion?
(p. 175)
A theory that underpins the concept of persuasion is inoculation theory. Borrowing from the
medical field, McGuire suggested that in the same way individuals receive a small injection of
a disease-producing substance to increase their immunity against that disease, persuaders
can be effective when they anticipate the objections of the persuadee and address those
objections before they arise.
Strategies for countering objections include presenting all points (for and against) and
demonstrating how what's being proposed is the right solution, or broaching controversial
subjects gently and early, before your audience has the chance to raise an issue that could
become contentious or divisive.
Difficulty: 1 Easy
52. Framing for common ground attains three interrelated objectives. Elaborate on this statement.
(p. 179-
180)
Framing involves describing one's position in ways that identify common ground and establish
a collaborative tone. Framing for common ground attains three interrelated objectives:
1) It provides a perspective we would like the other party to consider. This relates to knowing
what makes the persuadee tick.
2) It provides an open-minded way for alternatives and ideas to be compared and contrasted.
The speakers can unite and work together to compete against or resolve the shared problem
as opposed to competing against one another.
3) It creates a logical structure and establishes constraints for decision making. Clarifying the
rules upfront reduces the appearance of arbitrariness and manipulation—one day this, the
next day that—down the line. By planning and creating a framework ahead of time, you
provide a manner in which you and others can collaborate in the problem-solving process.
8-21
53. How can advertisers use social proof to persuade customers?
(p. 182)
People often decide what to do based on what they see others doing. It is observed that we
"view a behavior as correct in a given situation to the degree that we see others performing it."
Advertisers are aware of this and persuade us to buy their products by telling us not
necessarily how good a product is, but how strongly others think so (e.g., "number one
selling," or "most popular model").
Conversely, we see no problem with what could be considered deviant behavior if everyone
does it, as is the case in a parking garage that has been littered with unwanted flyers posted
on unsuspecting drivers' cars.
An effective persuader can use consensus/social proof in several ways:
1) To show the persuadee that similar others (those the persuadee would identify with) are
doing what you are asking them to do.
2) To show that others have benefited as a result of saying "yes" to your request.
3) To share testimonials of similar others and experts.
54. How can you defend yourself against manipulation?

(p. 183)
To defend yourself against manipulation:
1) Be clear on your convictions and why you hold them. Avoid being a victim of unscrupulous
manipulators by being smart when interacting with them.
2) Think substance, not appearance. Base your acceptance of a persuader on the strength of
his reasoning, not simply because he has connected with you or the audience emotionally.
3) Doubt the trust of what's being said. Do ask questions of speakers before being convinced
by the power of their words that they are right.
4) Know the source. Increasingly, people rely on the Internet for information and expertise. Yet
much of the material readily available can't be attributed to a specific author, organization, or
date. Know the source before using content in personal or professional decision making.
5) Consider the needs of others besides yourself. When being courted by a persuader,
consider not just your interests but those of others who may be affected by the action or
perspective being advocated.
8-22
55. List a few tips for effective presentations.
(p. 184)
When creating persuasive presentations, it is crucial to determine the reason for giving the
presentation and find the need behind the idea presented. Elements of persuasion can be
useful tactics when developing effective presentations. Some other tips for effective
presentation include:
Before the Presentation:
1) Research your intended audience. What are their interests? Their beliefs? To what kind of
presentation are they accustomed? Will they want to see your materials in advance? Will a
handout or copy of the report being presented be expected?
2) Determine appropriate dress. Find out what's appropriate in the environment in which you'll
be speaking.
3) Prepare your remarks.
4) Practice. You don't have to write out the whole speech. Make a list of the key concepts you
want to address and develop "talking points" that support each of these concepts. Practice
saying these points in sequence, using a natural conversational tone.
5) Relax. Just before the presentation, clear your head and focus on the task at hand.
During the Presentation:
1) Begin with an anecdote or quote. This ensures you begin with an attention-grabber that
helps the audience focus on your presentation. Avoid the use of a joke.
2) Give your audience an organizing framework. Begin your presentation by telling your
audience the key concepts you'll be addressing.
3) Present the core of your argument at the beginning. This gives the audience a road map—
they know where you're heading and why.
4) Make your session interactive. Take questions throughout. If there's no time for audience
interaction, ask one or two rhetorical questions, or begin your presentation with a question that
can focus their thinking even if a response is not expected.
5) Use technology, but sparingly. You want to be up on the latest cutting-edge methods—as
appropriate for the message and audience—but you don't want to lose the personal
connection with the audience or give the impression that you're more style than substance.
6) Be interesting but not necessarily entertaining. It's important to engage your audience.
Making people laugh can do this. Even more effective is making them think.
7) Summarize. "Tell them what you told them." This helps focus the audience's attention on
the essence of your presentation—the key take-aways or lessons of your message.
After the Presentation:
1) Evaluate. Ask yourself, and others who were present, what went well and what you can do
differently in the future. It helps to debrief while your presentation is still fresh in your—and
others'—minds. Debriefing is also helpful when recycling your presentation.
2) Follow up. Prepare and send any materials or data you promised to the audience, and send
a formal thanks to the organizer of the event at which you spoke.
8-23

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Interpersonal Skills in Organizations

5th Edition Janasz Test Bank

Persuading Individuals and Audiences

True / False Questions

1. Persuasion involves directly giving orders to others.

2. Employees today show little tolerance for unquestioned authority.

3. The skill of persuasion is irrelevant in a nonhierarchical environment where employees at all

4. In a team-based or team-supported workplace, a higher authority frequently mandates decisions.

21. For managers to be effective in persuasion, they should:

A. expect their decisions to be implemented by the employees without question.

22. Which of the following statements is true of today's work environment?

A. He should admit that he does not have an answer.

A. Isolating the person from the search for the solution

A. cognitive dissonance approach.

A. Lowest price ever

A. Asking for a complimentary trial

A. By showing how other users have benefited from their products

A. A salesman uses positive feedback provided by his previous customers to persuade a

46. Warning signals of manipulation include:

49. When conducting a persuasive business presentation, summarizing:

A. helps focus the audience's attention on the essence of the presentation.

A. Begin the presentation with a joke rather than an anecdote or a quote.

53. How can advertisers use social proof to persuade customers?

55. List a few tips for effective presentations.

True / False Questions

1. Persuasion involves directly giving orders to others.

2. Employees today show little tolerance for unquestioned authority.

3. The skill of persuasion is irrelevant in a nonhierarchical environment where employees at all

4. In a team-based or team-supported workplace, a higher authority frequently mandates

Multiple Choice Questions

21. For managers to be effective in persuasion, they should:

A. expect their decisions to be implemented by the employees without question.

A. He should admit that he does not have an answer.

A. Isolating the person from the search for the solution

A. cognitive dissonance approach.

A. Lowest price ever

A. Asking for a complimentary trial

A. By showing how other users have benefited from their products

45. Which of the following best illustrates manipulation?

A. A salesman uses positive feedback provided by his previous customers to persuade a

49. When conducting a persuasive business presentation, summarizing:

A. helps focus the audience's attention on the essence of the presentation.

A. Begin the presentation with a joke rather than an anecdote or a quote.

54. How can you defend yourself against manipulation?

To defend yourself against manipulation:

Before the Presentation:

During the Presentation:

After the Presentation:

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