Crafting Persuasive Messages Chapter 11 Complete Test Bank - Business & Its Environment 6e Test Bank by The book title does not provide information on the authors' names.. DOCX document preview.

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Crafting Persuasive Messages Chapter 11 Complete Test Bank

Chapter 11

Crafting Persuasive Messages

 


True / False Questions
 

1.

Reports can be termed as persuasive messages if they recommend action. 
 
True    False

 

2.

It is important to choose a persuasive strategy only after you have identified both the specific action you want and the person who has the power to do it. 
 
True    False

 

3.

Common errors which weaken arguments in a message are known as logical fallacies. 
 
True    False

 

4.

You are more likely to build credibility by being factual, specific, and reliable. 
 
True    False

 

5.

The decision of consumers to buy products or services is guided exclusively by logic; emotional appeal has no place in business decisions. 
 
True    False

 

6.

While choosing a persuasive strategy for a message, you should focus solely on content and language and avoid considering the audience. 
 
True    False

 

7.

While choosing a persuasive strategy, when the audience will do as you ask without any resistance, you should use a direct request pattern. 
 
True    False

 

8.

A threat can only be an explicit statement; not an implied statement. 
 
True    False

 

9.

While organizing a persuasive direct request, you should ask immediately for the information or service you want even if it seems abrupt. 
 
True    False

 

10.

In written direct requests, it is important to put the request, the topic of the request, or the question in the body of the message instead of in the subject line. 
 
True    False

 

11.

In complicated direct requests, one should avoid anticipating possible responses, because they will confuse the audience. 
 
True    False

 

12.

Understanding an audience's initial reactions and positions helps make your message more effective and prevents it from alienating the audience. 
 
True    False

 

13.

The best common grounds in a message to a larger audience are usually ambiguous and generic. 
 
True    False

 

14.

If an objection raised by the audience is based on misinformation, you should give the response to the objection only after explicitly naming it. 
 
True    False

 

15.

In order to prevent the audience from ignoring deadlines which seem arbitrary, you should show the cost of delaying action. 
 
True    False

 

16.

Telling a story in a message before providing statistics and figures takes away the credibility of the message. 
 
True    False

 

17.

Good supervisors give their employees generic criteria and feedback using stock phrases to avoid low morale. 
 
True    False

 

18.

Fund-raising appeals require limited strategy and information in order to achieve their primary and secondary purposes. 
 
True    False

 

19.

The body of a fund-raising message must prove that the problem is massive and cannot be resolved. 
 
True    False

 

20.

With the advent of social media, television advertising is no longer a preferred channel for many big businesses which need to reach a wide audience. 
 
True    False

 

 


Multiple Choice Questions
 

21.

Which of the following is the primary purpose of a persuasive message? 
 

A. 

To build a good image of the communicator's organization

B. 

To have the audience act or change beliefs

C. 

To overcome any objections that might delay action

D. 

To build a good image of the communicator

E. 

To eliminate future communication on the same subject

 

22.

Which of the following is a secondary purpose of a persuasive message? 
 

A. 

To distance the communicator from the communicator's organization

B. 

To make the audience change or alter beliefs

C. 

To build a good image of the communicator

D. 

To threaten the audience into acting just the way you want

E. 

To necessitate future communication with the audience on the same subject

 

23.

On which of the following should emotional appeal primarily depend? 
 

A. 

Credibility of the author

B. 

Values of the audience

C. 

Technical jargon

D. 

Reputation of the author

E. 

Accurate logic

 

24.

Frieda and her friends are debating over the kind of food that is most popular amongst their generation. Frieda says that since most of her friends love Chinese food that Chinese food must be the most popular. Which of the following common logical fallacies has she committed that renders her argument weak? 
 

A. 

Weak analogy

B. 

Appeal to popularity

C. 

Hasty generalization

D. 

False cause

E. 

Appeal to ignorance

 

25.

Which of the following best describes credibility? 
 

A. 

It is the illogical advice you provide.

B. 

It is the reason you offer to prove your solution is best.

C. 

It is the exaggerated opinion that supports your idea.

D. 

It is the common error you make in an opening statement.

E. 

It is the audience's response to you as the source of the message.

 

26.

Which of the following would you have to do to be persuasive? 
 

A. 

Phrase questions defensively to avoid getting the request rejected.

B. 

Place people in a position where they have to take a stand on an issue.

C. 

Show the audience that your proposal meets their needs.

D. 

Avoid overcoming emotional objections because they are unimportant.

E. 

Avoid asking follow-up questions because they indicate inattentiveness.

 

27.

_____ refers to the reasons or logic a writer or speaker offers in a message. 
 

A. 

Argument

B. 

Credibility

C. 

Psychological reactance

D. 

Emotional appeal

E. 

False dichotomy

 

28.

Laila works for an environmental organization in Brussels and recently submitted a report on ways to curb climate change to her manager. However, her report stated that the only way to curb climate change was by reducing energy consumption. Her manager gave her feedback on the report saying, "There are several ways to tackle climate change including switching to renewable energy. The report lacks a thorough understanding of the issue." Which of the following logical fallacies is illustrated in Laila's report? 
 

A. 

False cause

B. 

Weak analogy

C. 

Appeal to authority

D. 

Appeal to popularity

E. 

False dichotomy

 

29.

Linda recently gave a presentation to college students about climate change. The presentation was appealing to the students, because it incorporated many images and videos. However, the students found her logic of quoting celebrity David Beckham on his take on climate change as weak and irrational. Which of the following logical fallacies is Linda most likely to have committed? 
 

A. 

Appeal to authority

B. 

False cause

C. 

Weak analogy

D. 

Appeal to popularity

E. 

False dichotomy

 

30.

Which of the following is a way to build one's credibility? 
 

A. 

By appealing to popularity

B. 

By appealing to authority

C. 

By being factual and reliable

D. 

By using psychological reactance

E. 

By exaggerating details

 

31.

Which of the following best defines behavioral economics? 
 

A. 

It is a branch of economics that uses insights from sociology and psychology.

B. 

It is a branch of economics that studies the behavior of firms while making decisions regarding the allocation of limited resources.

C. 

It is the study of the location, distribution, and spatial organization of economic activities across the world.

D. 

It is the study that is concerned with economic issues and problems related to business organization.

E. 

It is a branch of economics which deals with economic aspects of the development process in low-income countries.

 

32.

Maria is an advertising executive. She is working on a presentation regarding a new line of spring clothing. She knows that her presentation needs to present important statistics and figures to support her arguments. However, she intends to convince her audience primarily by using emotional appeal. Which of the following sentences can help her in connecting with the audience through emotional appeal? 
 

A. 

"We will save 20 percent labor costs if we launch our line by mid-September."

B. 

"We will use eco-friendly raw materials to help conserve the environment."

C. 

"We have a total of 20 years of experience in advertising in the country."

D. 

"We have an experience of working with companies like Campbell and Co."

E. 

"We strive to achieve a profit of $85,000 from our spring line of clothing."

 

33.

Which of the following is true of behavioral economics? 
 

A. 

It uses insights solely from economics and mathematics.

B. 

It shows that people always behave rationally.

C. 

It finds that people behave in a predictable manner.

D. 

It indicates that people invariably act in their best interests.

E. 

It draws insights from sociology, but not psychology.

 

34.

What does Daniel Pink's research indicate about motivators used at work places? 
 

A. 

Financial motivators always work for employees irrespective of financial fairness levels.

B. 

Carrot motivators work well for employees who need to be innovative at their jobs.

C. 

Carrot motivators increase creativity at work places and improve efficiency.

D. 

Stick motivators are especially helpful to tackle unethical and illegal behavior.

E. 

Carrot motivators decrease innovation and turn creative work into drudgery.

 

35.

The most appropriate situation for a direct request pattern to be used is when: 
 

A. 

an audience is not convinced or is doubtful about an issue.

B. 

an audience tends to agree easily to a request.

C. 

an audience's anticipated reaction is negative.

D. 

an audience is more likely to read all the messages that are received.

E. 

a task is difficult for an audience to undertake.

 

36.

A problem-solving pattern should be used in a persuasive message when: 
 

A. 

an audience readily agrees to do as a message asks.

B. 

an audience finds a task easy to perform.

C. 

logic is more important than emotion in the decision.

D. 

an audience is easily convinced about a message.

E. 

feelings are more crucial than rationale in a judgment.

 

37.

In which of the following situations is a direct request pattern most likely to be used? 
 

A. 

When the audience may not read the entire message

B. 

When the audience may resist doing as you ask

C. 

When you expect logic to be more important than emotion in the decision

D. 

When you need to disarm opposition by showing all the reasons in favor of your position

E. 

When you expect emotion to be more important than logic in the decision

 

38.

In which of the following situations is a sales pattern most likely to be used? 
 

A. 

When the audience will find a task easy to perform

B. 

When the audience may resist doing as you ask

C. 

When logic is more important than emotion in the decision

D. 

When the audience may not read all of the message

E. 

When an audience is easily convinced about a message

 

39.

Which of the following is true of threats? 
 

A. 

They produce permanent change.

B. 

They invariably produce the action one wants.

C. 

They prevent creation of stress.

D. 

They produce tension in a work place.

E. 

They foster better working relationships.

 

40.

Alyssa is working on a campaign to re-forest areas in Indonesia and needs to collate progress reports from the fund-raising and communication departments. She has yet to receive the communication report from the communications manager, Elizabeth. She knows that Elizabeth is working on multiple projects and is currently facing a time crunch. Which of the following should Alyssa use to write a persuasive direct request to Elizabeth asking for the progress report? 
 

A. 

"We will establish a good image of our organization if we can send the reports on time."

B. 

"We can prevent delaying the third phase of our campaign if we send out the reports on time."

C. 

"I was wondering if you could send the report to me once you are relatively free from your work."

D. 

"Please send the progress report for the communication part of the campaign by March 20."

E. 

"The fund-raising department has sent in their report. Is there a way you can send in yours?"

 

41.

A direct persuasive request: 
 

A. 

is used to make people guess what you want.

B. 

always contains benefits.

C. 

does not need to overcome objections.

D. 

does not involve asking for an action you want openly.

E. 

should not anticipate possible responses.

 

42.

Which of the following guidelines should be followed when making a direct request? 
 

A. 

Explain the benefits explicitly in the message.

B. 

Overcome objections to make the request concrete.

C. 

Avoid putting the main issue in the subject line.

D. 

Simply ask for what is needed in the message.

E. 

Challenge an audience by making them guess.

 

43.

In written direct requests, _____ 
 

A. 

put the request in the subject line.

B. 

never ask a question in the subject line.

C. 

never set off your questions with bullets.

D. 

avoid asking for the action you want plainly and straight to the point.

E. 

put the topic of the request in the body of the letter instead of in the subject line.

 

44.

The question "Is there a newer version of the Chicago manual of Style?" is a typical example of a(n) _____. 
 

A. 

branching question

B. 

rhetorical question

C. 

problem-solving message

D. 

blocking request

E. 

indirect request

 

45.

In problem-solving persuasive messages, when you are explaining the solution to a problem, _____. 
 

A. 

present your solution using the words "my" and "I" extensively

B. 

always ensure the audience's personalities come into picture

C. 

let the audience think they should say "no" because you've had other requests accepted

D. 

present the solution subjectively

E. 

start with a solution that the audience favors and show why it won't work before presenting your solution

 

46.

Which of the following should be used in subject lines for problem-solving messages? 
 

A. 

Placing the request for action in the subject line

B. 

Using a negative subject line to emphasize the problem

C. 

Using a benefit which is likely to help the audience

D. 

Avoid using a common ground in the subject line

E. 

Avoid using a neutral subject line

 

47.

Fernando is concerned about an intersection near his house that has been the cause of a few minor accidents in the neighborhood. Cars tend to speed at the turn and collide with vehicles approaching from the other direction. Fernando decides to request the Traffic Committee Board of his neighborhood place a stop sign at the intersection, but he is aware that they are generally not very receptive to inputs from the residents. Which of the following subject lines is most likely to ensure that his audience listens to his arguments? 
 

A. 

"The dangers of intersection number 12 are being overlooked by the committee"

B. 

"Reasons why intersection number 12 is dangerous and requires immediate action"

C. 

"Arguments on the importance of a stop sign at intersection number 12"

D. 

"Proposal to place a stop sign at intersection number 12"

E. 

"Urgent requirement of a stop sign in our neighborhood"

 

48.

Melissa works as an assistant editor at a publishing house in Manhattan. Since she resides 15 miles away from her workplace, she spends a lot of time travelling. As a result, she barely finds time to spend with her children. She intends to talk to her manager to ask him if she could work from home for a few days a week. Which of the following would be a good common ground for Melissa to propose? 
 

A. 

Making time for family

B. 

Strengthening personal relationships

C. 

Preventing travel woes

D. 

Increasing productivity

E. 

Finding time for household work

 

49.

Sandra needs to send out the annual campaign report to the board of directors. She needs to collect various project reports from the campaign managers and consolidate them before sending them out. In order to do this, she should receive all the reports by June 1. Which of the following should she say in her communication to the managers which will help get them to act promptly? 
 

A. 

"Please send in the campaign reports as soon as possible."

B. 

"Is it possible for you to send me the campaign reports?"

C. 

"Please send the campaign reports immediately."

D. 

"Please send the campaign reports by May 28."

E. 

"Please send the reports by June 1."

 

50.

Which of the following best helps build emotional appeal? 
 

A. 

Statistics

B. 

Graphs

C. 

Numbers

D. 

Stories

E. 

Tables

 

51.

An orphanage recently held a campaign under the banner "Give today, help our tomorrow". The campaign was organized through posters and social media. Each day a page was dedicated to one of the children and spoke of the life of the child and that child's hobbies, likes, and dislikes. The page concluded with a plea to the audience to help sustain the child's needs. Which of the following did the organization use in their message? 
 

A. 

Psychological reactance

B. 

Emotional appeal

C. 

Appeal to popularity

D. 

Appeal to authority

E. 

Fear appeal

 

52.

Which of the following is an example of psychological description? 
 

A. 

"Imagine relaxing on your recliner and the aroma of Ramirez Dark Roast coffee rising from your cup."

B. 

"Buy our Ramirez Dark Roast coffee today to enjoy a 30% Christmas discount."

C. 

"A cup of Ramirez Dark Roast coffee is all you need to get you through the day."

D. 

"Get one free packet of Ramirez Dark Roast coffee when you buy two 200 gram packets."

E. 

"Our Ramirez Dark Roast coffee is carefully handpicked from our coffee plantations in Sao Paulo, Brazil."

 

53.

Which of the following guidelines should be followed to create the right tone in a persuasive message? 
 

A. 

Provide a reason for a request which makes the tone better.

B. 

Avoid using subjunctive verbs while writing to people senior in position.

C. 

Use passive verbs to create a friendly, informal tone.

D. 

Avoid being polite when writing to co-workers and external people.

E. 

Avoid using explicit disclaimers in order to show respect to superiors.

 

54.

Which of the following points should be kept in mind while writing performance appraisals? 
 

A. 

They should be ambiguous to avoid offending employees.

B. 

They should be infrequent which prevents wasting project time.

C. 

They should use stock phrases during criticisms.

D. 

They should document areas for improvement by using labels.

E. 

They should protect the organization and motivate the employee.

 

55.

Which of the following is a form of direct marketing? 
 

A. 

Television

B. 

Telemarketing

C. 

Radio

D. 

Newspaper

E. 

Billboard

 

56.

A good _____ gives a communicator 30 to 60 seconds to motivate an audience to read the rest of the message. 
 

A. 

conclusion

B. 

recommendation

C. 

opener

D. 

reference

E. 

background

 

57.

"Anything the mind can conceive and believe, it can achieve." - Napoleon Hill
What kind of an opener to a message is this? 
 

A. 

Startling statement

B. 

Anecdote

C. 

Narration

D. 

Quotation

E. 

Question

 

58.

Which of the following components of a message provides the logical and emotional links that move an audience from a first flicker of interest to the action that is wanted? 
 

A. 

Appendix

B. 

Recommendation

C. 

Introduction

D. 

Background

E. 

Body

 

59.

In a fund-raising message, the action close of the message must: 
 

A. 

lay emphasis on negativism to ensure the issue is taken seriously.

B. 

make the action sound easy for the audience to perform.

C. 

ensure the audience is given time to act and not unnecessarily pressurize them.

D. 

constantly remind the audience to donate money.

E. 

end with a selfish request for money.

 

60.

Which of the following best describes a P.S. (postscript) in a direct mail letter or an e-mail? 
 

A. 

It helps start off a message.

B. 

It states consequences of ignoring a message.

C. 

It is the heading of a message.

D. 

It comprises of a quotation or a question.

E. 

It restates points made in a message.

 

61.

Charities following good etiquette while appealing to donors are more likely to: 
 

A. 

give up on donors who may only be interested in contributing later.

B. 

compare them to other investors.

C. 

beg or have continual "emergency" requests.

D. 

send donors as much information as possible.

E. 

connect in a meaningful way by following up with investors.

 

62.

Francisca works for Global Aid, a non-profit organization. She is composing a letter to raise funds from their supporters for a campaign on climate change. In the body of the message, she writes, "According to the Stanley Climate Reports, climate change will leave a billion people homeless by 2012." Which of the following does this statement in the body of the message prove? 
 

A. 

The problem of climate change can be solved.

B. 

The problem of climate change deserves attention.

C. 

Global Aid organization can resolve the issue.

D. 

Global Aid will use funds wisely for the campaign.

E. 

Global Aid is in critical need of funds.

 

63.

How should emotional appeal be used in fund-raising messages? 
 

A. 

Using a mild appeal to convince people and avoid offending them

B. 

Creating emotional appeal by a generic group instead of specifics

C. 

Using sensory details to help people connect to a cause

D. 

Using a long-winded style because it evokes interest in a reader

E. 

Using lots of words, which is crucial in making a document appealing

 

64.

Which of the following best describes persona in a message? 
 

A. 

It refers to the character who allegedly writes the letter to make a message interesting.

B. 

It refers to the description of a product or service with vivid sensory details.

C. 

It refers to the strategy of making an audience imagine enjoying the benefits of a product.

D. 

It refers to the use of wordiness to make a document appealing to an audience.

E. 

It refers to the use of a story to help an audience connect emotionally to a message.

 

65.

Which of the following is true of websites for charities? 
 

A. 

They allow charities to expand their logical proof.

B. 

Colorful visuals are not suitable for charity websites.

C. 

They remove the emotional factor involved in charity.

D. 

Well-known charities heavily rely on websites alone.

E. 

They are extremely effective as independent publicity means.

 

 


Short Answer Questions
 

66.

Selena works for a Non-Governmental Organization and needs to write to a multinational company requesting donations. Explain how she can fulfill the secondary purposes of her message while writing to the company. 
 


 


 


 

 

67.

Explain how you can build credibility through the use of appropriate language and strategy. 
 


 


 


 

 

68.

What kind of persuasion is best for an organization and its culture? 
 


 


 


 

 

69.

With the help of an example, explain when a direct request pattern should be used in a message. 
 


 


 


 

 

70.

Explain why threats do not work. 
 


 


 


 

 

71.

Explain how to organize a persuasive direct request. 
 


 


 


 

 

72.

Jean works for Help Aid Foundation and needs to raise funds to rehabilitate women in Ghana. She makes an appointment with a multinational company that has shown interest in contributing toward the cause. For her presentation, she is now brainstorming ideas for openers. With the help of examples, provide four possible openers that Jean can use in her presentation. 
 


 


 


 

 

73.

What is the importance of writing style in direct mails and what are some points to remember while preparing such mails? 
 


 


 


 

 

74.

What should the action close of a fund-raising message include? 
 


 


 


 

 

75.

Explain how smaller businesses use technology to increase their sales. 
 


 


 


 

 

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DOCX
Chapter Number:
11
Created Date:
Aug 21, 2025
Chapter Name:
Chapter 11 Crafting Persuasive Messages
Author:
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