Persuasion and Audience Influence
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What is the primary goal of persuasion when interacting with an audience?

  • To create a hostile atmosphere in the conversation
  • To move the audience member toward your position (correct)
  • To avoid any form of argumentation
  • To convince the entire audience of your position
  • What is considered a 'gain' in the context of persuasion?

  • A temporary agreement with the audience
  • A total rejection of the audience's views
  • A measurable change in the audience's position (correct)
  • A complete change in the audience's beliefs
  • According to Edward Hall, what provides a lot of meaning and understanding in some cultures?

  • The body language of the participants
  • The words and expressions used in the conversation
  • The context in which the conversation occurs (correct)
  • The tone of voice used by the speaker
  • What is the primary difference in the concept of context between Japan and the United States?

    <p>Japan has a more structured workplace, while the US has a less structured one</p> Signup and view all the answers

    What is the name of the psychologist who developed the 6 principles of persuasion?

    <p>Robert Cialdini</p> Signup and view all the answers

    What is the principle of persuasion that involves the idea of people reciprocating a positive action?

    <p>Reciprocity</p> Signup and view all the answers

    What is the primary factor that motivates people to take action?

    <p>The perceived scarcity of a resource</p> Signup and view all the answers

    What is the key selling point that a sales representative may use to influence a customer's decision?

    <p>The perceived scarcity of the product</p> Signup and view all the answers

    What is the primary benefit of referencing experts and their viewpoints in persuasive communication?

    <p>To gain credibility and provide valuable insight to the customer</p> Signup and view all the answers

    Why is written communication more effective than oral communication in many cultures?

    <p>Because it holds special meaning and is more likely to be remembered</p> Signup and view all the answers

    What is the central element in the purchase decision, according to the Principle of Authority?

    <p>Trust in the salesperson</p> Signup and view all the answers

    What is the primary purpose of using testimonials in persuasive messaging?

    <p>To provide a third-party endorsement and build credibility</p> Signup and view all the answers

    What is the benefit of educating customers about a product, according to the Principle of Authority?

    <p>It reveals the salesperson's expertise and gains credibility</p> Signup and view all the answers

    What is the outcome of emphasizing not only what customers stand to gain but also what they stand to lose?

    <p>Customers are more likely to make the shift from contemplation to action</p> Signup and view all the answers

    Why is it effective to write down agreements or commitments in front of the customer?

    <p>Because it appeals to the principle of commitment and consistency</p> Signup and view all the answers

    What is the primary goal of a sales representative when using the Principle of Scarcity?

    <p>To create a sense of urgency and motivate the customer to act</p> Signup and view all the answers

    What is the primary benefit of doing extra homework beyond reading the product manual?

    <p>To gain a deeper understanding of the product and its features</p> Signup and view all the answers

    What is the underlying principle behind the idea that written agreements or commitments are more likely to be honored?

    <p>The principle of commitment and consistency</p> Signup and view all the answers

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