Chapter 08 - Persuading Individuals and Audiences

True / False Questions Brianna Patterson

1. Persuasion does not involve directly giving orders.

True

4. The degree to which an action leads to a desirable state is appropriateness.

False

7. A persuader's physical appearance has no effect on credibility, which depends on

confidence and expertise.
False

8. Framing in persuasion provides a means for alternatives to be compared and contrasted.

True

9. Involving the persuadee in the search for a solution is a good way to get his or her buy-in to
the solution.
True

10. 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 subject.
True

11. Logic is the most important factor in persuasion; people's values and desires are
irrelevant.
False

12. People are less motivated to go after that which they perceive is scarce.
False

13. 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

15. When giving presentations, people should avoid using the same gestures they would
during casual conversations.
True
Multiple Choice Questions

16. Which of the following statements about persuasion is true?

A. It relies on manipulation and coercion.

8-1
2012 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
Chapter 08 - Persuading Individuals and Audiences

20. Marcia is uncomfortable at her job as a marketing director for a munitions company
because she believes war is destructive. Marcia's feelings are best described as:
B. cognitive dissonance.

23. The right thing to do, based on generally accepted standards or norms, is the definition of:
A. appropriateness.

24. You try to convince your friend to stop smoking. Among your many appeals, you say, "If
you quit smoking, you will be able to play sports longer and with more vigor." This statement
illustrates the _____ component of the ACE model of persuasion.
D. effectiveness

25. According to the ACE theory, people use _____ as criteria to determine whether to
respond to a persuader's arguments.
C. appropriateness, effectiveness, and consistency

27. The degree to which an action or idea leads to a desirable state or outcome is the
definition of:
B. effectiveness.

29. _____ relates to the believability of the person who delivers the message.
B. Credibility

30. When Isaac demonstrates that he is reliable, humble and conscientious, he is displaying
the _____ characteristic of credibility.
B. trustworthiness

31. "Never let them see you sweat" alludes to the contribution that _____ makes to
credibility.
A. composure

35. In general, people want to or feel obligated to repay favors and kindness. This tendency is
known as:
A. reciprocity

8-2
2012 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.