Chapter 13: Interpersonal Influence

Test Bank

Multiple Choice

1. “Eating a healthy diet is the most important means to living a long life” is an example of ______.

a. an attitude

b. a belief

c. a value

d. a conjecture

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Application

Answer Location: Attitudes, Beliefs, and Values

Difficulty Level: Medium

2. “The family is the cradle of civilization” is an example of ______.

a. an attitude

b. a belief

c. a value

d. a conjecture

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Application

Answer Location: Attitudes, Beliefs, and Values

Difficulty Level: Medium

3. “Soccer is the greatest sport in the world” is an example of ______.

a. an attitude

b. a belief

c. a value

d. a conjecture

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Application

Answer Location: Attitudes, Beliefs, and Values

Difficulty Level: Medium

4. When listing values, people often include all of the following except ______.

a. sexual preference

b. education

c. truth

d. freedom

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Comprehension

Answer Location: Attitudes, Beliefs, and Values

Difficulty Level: Medium

5. Which of the following is NOT a way to affect your audience in a presentation to actuate?

a. Reinforcing an existing behavior

b. Initiating a future behavior

c. Altering an existing behavior

d. Avoiding a future behavior

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

6. Your mother tells you that you are going to go to jail for a year if you don’t clean up your room. According to the extended parallel process model, this statement may not be effective because of which key element?

a. The perceived credibility of the speaker

b. The perceived probability of the threat

c. The perceived efficacy of the solution

d. The perceived power of the speaker

Learning Objective: 13.4: Illustrate why emotions should be included in a chapter on interpersonal influence.

Cognitive Domain: Application

Answer Location: Extended Parallel Process Model

Difficulty Level: Medium

7. When are you most likely to use guilt-based emotional appeals?

a. When you know the other person well

b. When you have power over the other person

c. When there is a strong possibility of a reward

d. When the other person is assumed to be soft-hearted

Learning Objective: 13.4: Illustrate why emotions should be included in a chapter on interpersonal influence.

Cognitive Domain: Comprehension

Answer Location: Guilt: Would You Let These Children Starve?

Difficulty Level: Medium

8. You want to convince your audience that shopping at the new local co-op will lead to a substantial increase in the profits for local farmers. What kind of claim are you making?

a. Claim of policy

b. Claim of value

c. Claim of fact

d. Claim of conjecture

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Application

Answer Location: Presentations to Convince

Difficulty Level: Medium

9. You want to convince your audience that your local city council needs to enact a law that prevents vandalism on bridges. What kind of claim are you making?

a. Claim of policy

b. Claim of value

c. Claim of fact

d. Claim of conjecture

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Application

Answer Location: Presentations to Convince

Difficulty Level: Medium

10. You are attempting to persuade your classmates that they should appreciate opera and attend more local productions. What kind of claim are you making?

a. Claim of policy

b. Claim of value

c. Claim of fact

d. Claim of conjecture

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Application

Answer Location: Presentations to Convince

Difficulty Level: Medium

11. A woman approaches you on the street and gives you a coupon for a free coffee. Once you accept the offer, she asks if you’d be willing to donate to their cause, which supports fair trade coffee production in South America. This technique is an example of what kind of sequential persuasion?

a. Foot-in-the-door

b. Face-in-the-door

c. Pregiving

d. Rewarding

Learning Objective: 13.3: Identify techniques of sequential persuasion.

Cognitive Domain: Application

Answer Location: Pre-giving

Difficulty Level: Medium

12. You call your parents to ask to borrow $500 because you are short this month. They refuse, as you expected, so you ask if you can at least have $100 because you’re strapped for cash. They agree to send you $100. What sequential persuasion strategy did you use?

a. Foot-in-the-door

b. Door-in-the-face

c. Pregiving

d. Rewarding

Learning Objective: 13.3: Identify techniques of sequential persuasion.

Cognitive Domain: Application

Answer Location: Door in the Face

Difficulty Level: Medium

13. Last week, you agreed to donate some money for the local animal rescue league, and you feel pretty good about it. Today in the mail, you have a thank-you letter from the organization along with a request for an additional, larger request. What sequential persuasion strategy is the animal rescue league using?

a. Foot-in-the-door

b. Door-in-the-face

c. Pregiving

d. Rewarding

Learning Objective: 13.3: Identify techniques of sequential persuasion.

Cognitive Domain: Application

Answer Location: Foot in the Door

Difficulty Level: Medium

14. When your roommate, who got an A in physics last semester, says she’ll show you her copy of the exam and help you study for your physics exam, she is using what base of power?

a. Coercive power

b. Expert power

c. Referent power

d. Legitimate power

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Application

Answer Location: Contextual Influences

Difficulty Level: Hard

15. You want to tell your roommate to stop inviting his partner over, but you aren’t sure you are justified to make the claim because he pays as much rent as you do. In this instance, you are thinking through which kind of contextual factor of compliance gaining?

a. Personal benefit

b. Apprehension

c. Dominance

d. Rights

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Application

Answer Location: Contextual Influences

Difficulty Level: Medium

16. Your friend convinces you to skip out on your homework to go to a movie together. Which of the relational influence goals has your friend used?

a. Gaining assistance

b. Obtaining permission

c. Sharing activities

d. Changing relationships

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Application

Answer Location: Relational Influence Goals

Difficulty Level: Hard

17. You have to ask your friend for a favor that may lead to an angry response, so you thoroughly think through your strategy before approaching the friend in order to make the situation as calm as possible. You are using which kind of secondary goal of compliance gaining?

a. Identity goals

b. Submissiveness goals

c. Arousal goals

d. Emotional goals

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Application

Answer Location: Secondary Goals of Compliance Gaining

Difficulty Level: Hard

18. What is the primary difference between compliance gaining and other kinds of persuasive topics of research?

a. Compliance gaining is about relational qualities, while other types of persuasion research do not focus on relationships.

b. Compliance gaining is about the person doing the persuading, while other types focus on the person being persuaded.

c. Compliance gaining is about public persuasion, while other types focus on interpersonal relationships.

d. Compliance gaining is about the power dynamics of influence, while other types do not focus on power.

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Medium

19. Which compliance-gaining strategy is being used when someone makes promises or acts nicely?

a. Activation of impersonal commitments

b. Activation of personal commitments

c. Rewarding activities

d. Expertise activities

Learning Objective: 13.6: Name the original five strategies (categories) of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Original Typology

Difficulty Level: Medium

20. What compliance-gaining strategy is being used when someone makes an appeal based on a relationship with that person?

a. Activation of impersonal commitments

b. Activation of personal commitments

c. Rewarding activities

d. Expertise activities

Learning Objective: 13.6: Name the original five strategies (categories) of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Original Typology

Difficulty Level: Easy

21. Which of the following is NOT one of the three primary dimensions of credibility?

a. knowledge

b. trustworthiness

c. goodwill

d. experience

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Easy

22. Which of the following power bases pertains to when someone has something that another person wants or possesses the ability to provide it?

a. Referent power

b. Legitimate power

c. Coercive power

d. Reward power

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Medium

23. Which of the following power bases pertains to when someone holds a formal position or role?

a. Referent power

b. Legitimate power

c. Coercive power

d. Reward power

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Medium

24. Which of the following power bases pertains to when someone is capable of imposing punishment on another person?

a. Referent power

b. Legitimate power

c. Coercive power

d. Reward power

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Medium

25. Which of the following power bases pertains to when someone has the power to influence another person who is a fan or admirer?

a. Referent power

b. Legitimate power

c. Coercive power

d. Reward power

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Medium

26. A/an ______ is the use of another issue to divert attention away from the real issue.

a. red herring

b. composition fallacy

c. division fallacy

d. equivocation

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

27. A/an ______ argues that the parts are the same as the whole.

a. red herring

b. composition fallacy

c. division fallacy

d. equivocation

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

28. A/an ______ argues the whole is the same as its parts.

a. red herring

b. composition fallacy

c. division fallacy

d. equivocation

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

29. A/an ______ relies on the ambiguousness of language to make an argument

a. red herring

b. composition fallacy

c. division fallacy

d. equivocation

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

30. When relationships are used to justify certain behaviors and to convince others of their appropriateness, this refers to ______.

a. cum hoc ergo propter hoc

b. hasty generalization

c. appeal to relationships

d. post hoc ergo propter hoc

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

31. ______ argues that something is caused by whatever happens before it; Latin for “after this; therefore, because of this.”

a. Cum hoc ergo propter hoc

b. Hasty generalization

c. Appeal to relationships

d. Post hoc ergo propter hoc

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

32. ______ argues that if one thing happens at the same time as another, it was caused by the thing with which it coincides; Latin for “with this; therefore, because of this.”

a. Cum hoc ergo propter hoc

b. Hasty generalization

c. Appeal to relationships

d. Post hoc ergo propter hoc

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

33. ______ refers to when a conclusion is based on a single occurrence or insufficient data or sample size.

a. Cum hoc ergo propter hoc

b. Hasty generalization

c. Appeal to relationships

d. Post hoc ergo propter hoc

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Fallacious Arguments

Difficulty Level: Medium

34. This secondary goal of compliance gaining recognizes that people desire to act in accordance with the personal and relational identities they attempt to transact and/or the personal and relational identities most appropriate in a given situation.

a. Arousal goals

b. Resource goals

c. Interaction goals

d. Identity goals

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Secondary Goals of Compliance Gaining

Difficulty Level: Medium

35. This secondary goal of compliance gaining recognizes the desire to act appropriately when attempting to gain compliance. There are appropriate ways of behaving and communicating especially in relational contexts.

a. Arousal goals

b. Resource goals

c. Interaction goals

d. Identity goals

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Secondary Goals of Compliance Gaining

Difficulty Level: Medium

36. This secondary goal of compliance gaining recognizes the desire to maintain relational resources. When attempting to get someone to comply, people want to avoid doing something that will cut off that person as a friendly resource in the future.

a. Arousal goals

b. Resource goals

c. Interaction goals

d. Identity goals

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Secondary Goals of Compliance Gaining

Difficulty Level: Medium

37. This secondary goal of compliance gaining recognizes the desire to keep arousal at acceptable levels. People do not want to appear upset, angry, or nervous or to display negative emotions.

a. Arousal goals

b. Resource goals

c. Interaction goals

d. Identity goals

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Secondary Goals of Compliance Gaining

Difficulty Level: Medium

Multiple Response

1. SELECT ALL THAT APPLY. According to the chapter, an audience’s attitudes will affect their view of which of the following?

a. The topic

b. The speaker

c. The occasion

d. The sources used

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Attitudes, Beliefs, and Values

Difficulty Level: Easy

2. SELECT ALL THAT APPLY. Which of the following are the two key relational aspects of audience analysis?

a. Relationship between the members of the audience

b. Relationship between the audience and the issue being discussed

c. Relationship between the speaker and the audience

d. Relationship between the credibility of the speaker and credibility of the audience

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Comprehension

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

3. SELECT ALL THAT APPLY. Which of the following are among the primary reasons why people may attempt to influence others?

a. Giving advice

b. Sharing activities

c. Changing relationships

d. Gaining assistance

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Relational Influence Goals

Difficulty Level: Easy

4. SELECT ALL THAT APPLY. Which of the following are fitting with the description of compliance gaining?

a. It is more focused on the person doing the persuading than the person being persuaded.

b. It is focused on relational or dyadic influence.

c. It is more concerned with which strategies are selected in certain situations.

d. It recognizes the existence and importance of secondary goals.

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Medium

5. SELECT ALL THAT APPLY. From the following, select the three primary reasons why the door-in-the-face technique works.

a. Self-presentation

b. Increased liking

c. Perceptual contrast effect

d. Reciprocal concessions

Learning Objective: 13.3: Identify techniques of sequential persuasion.

Cognitive Domain: Comprehension

Answer Location: Door in the Face

Difficulty Level: Medium

6. SELECT ALL THAT APPLY. Which of the following are among the secondary relational goals that impact how people go about seeking compliance?

a. Arousal goals

b. Resource goals

c. Interaction goals

d. Identity goals

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Secondary Goals of Compliance Gaining

Difficulty Level: Medium

7. SELECT ALL THAT APPLY. Which of the following are true of relational consequences, a contextual influence of compliance gaining?

a. Attempting to gain compliance is based on potential personal gain.

b. Attempting to gain compliance comes with the potential harm to a relationship.

c. Attempting to gain compliance could result in losing a source of future support.

d. Attempting to gain compliance could lead to the enhancement of a relationship.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Hard

True/False

1. An audience’s preexisting relationships with the speaker will affect how they view him or her personally and what they expect from the person’s presentation.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Easy

2. Compliance-gaining research focuses on the person doing the persuading rather than the person being persuaded.

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Knowledge

Answer Location: Compliance Gaining

Difficulty Level: Easy

3. Beliefs are deeply held judgments of significance.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Comprehension

Answer Location: Attitudes, Beliefs, and Values

Difficulty Level: Easy

4. Claims of conjecture are persuasive messages that contend what will be true or false in the future.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Knowledge

Answer Location: Presentations to Convince

Difficulty Level: Easy

5. Claims of policy are persuasive messages that contend what action should or should not be taken.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Knowledge

Answer Location: Presentations to Convince

Difficulty Level: Easy

6. The level of audience knowledge and understanding of an issue will have almost no impact on the language used.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Comprehension

Answer Location: Relationship With the Issue and Position

Difficulty Level: Medium

7. Knowledge, trust, and appearance are the three primary dimensions of credibility.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Easy

8. The level of audience knowledge and understanding of an issue will have almost no impact on how much time must be spent orienting the audience to the topic.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Comprehension

Answer Location: Relationship With the Issue and Position

Difficulty Level: Medium

9. Intimacy is a contextual influence of compliance gaining that is based on power dimensions within a relationship.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Hard

10. Speakers must develop a relationship with an audience in order to persuade them.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Convince and Presentations to Actuate

Difficulty Level: Medium

11. People tend to trust and like others whom they perceive as similar to them.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

12. As long as they are honest, then similarities, such as having the same connection with the topic, the same experiences, or the same desires, fears, and joys, can connect you with the audience and create this sense of identification.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

13. Presentations to actuate are delivered in an attempt to influence audience behavior.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

Short Answer

1. Which contextual influence of compliance gaining is based on anticipated opposition?

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Hard

2. Name the most researched emotion when it comes to social influence.

Learning Objective: 13.4: Illustrate why emotions should be included in a chapter on interpersonal influence.

Cognitive Domain: Knowledge

Answer Location: Emotional Appeals

Difficulty Level: Easy

3. What is the one element that the authors suggest is a common foundation of all five of the original compliance-gaining strategies?

Learning Objective: 13.6: Name the original five strategies (categories) of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Original Typology

Difficulty Level: Medium

4. What do the authors say has become one of the most researched areas of persuasion and possesses qualities that make it distinct from other areas of research?

Learning Objective: 13.5: Recognize relational influence goals of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Hard

5. Name at least two of the five original compliance-gaining strategies.

Learning Objective: 13.6: Name the original five strategies (categories) of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Original Typology

Difficulty Level: Medium

6. Why is the examination of compliance-gaining strategies important?

Learning Objective: 13.6: Name the original five strategies (categories) of compliance gaining.

Cognitive Domain: Comprehension

Answer Location: Compliance-Gaining Strategies

Difficulty Level: Medium

7. What are three of the contextual influences that factor into interpersonal compliance-gaining, and provide an example of how each has factored into your attempts at persuasion in your relationships.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Easy

8. ______ is the sense that someone else is substantially the same as oneself on several viewpoint attitudes or beliefs.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

9. ______ is the state of understanding that someone else’s viewpoint on a topic is identical with one’s own.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Knowledge

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

10. You can influence your audience by reinforcing an existing behavior. What does this mean?

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

11. You can influence your audience by altering an existing behavior. What does this mean?

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

12. You can influence your audience by ceasing an existing behavior. What does this mean?

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

13. You can influence your audience by enacting a new behavior. What does this mean?

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

14. You can influence your audience by avoiding a future behavior. What does this mean?

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Actuate

Difficulty Level: Medium

15. ______ is a contextual influence of compliance gaining based on the degree to which the desired outcome seems justified.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Application

Answer Location: Contextual Influences

Difficulty Level: Medium

Essay

1. Describe the two primary relationship elements of audience analysis and how they affect the speaker’s production of a presentation.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Application

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

2. Describe the differences between presentations to convince and presentations to actuate. Provide an example of each type.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Comprehension

Answer Location: Presentations to Convince and Presentations to Actuate

Difficulty Level: Hard

3. Describe the elements that make foot-in-the-door and door-in-the-face sequential persuasion techniques work successfully.

Learning Objective: 13.3: Identify techniques of sequential persuasion.

Cognitive Domain: Comprehension

Answer Location: Sequential Persuasion

Difficulty Level: Hard

4. Describe an instance when someone tried to persuade you with a fear appeal. Using the two key elements of the extended parallel process model, explain why the persuasion did or did not work

Learning Objective: 13.4: Illustrate why emotions should be included in a chapter on interpersonal influence.

Cognitive Domain: Application

Answer Location: Extended Parallel Process Model

Difficulty Level: Hard

5. Describe the two theories that explain why the foot-in-the-door technique works.

Learning Objective: 13.3: Identify techniques of sequential persuasion.

Cognitive Domain: Comprehension

Answer Location: Foot in the Door

Difficulty Level: Hard

6. Describe apprehension as a contextual influence of compliance gaining and give an example.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Application

Answer Location: Contextual Influences

Difficulty Level: Medium

7. Discuss the importance of credibility and the three dimensions of credibility.

Learning Objective: 13.1: State how to analyze audiences effectively.

Cognitive Domain: Comprehension

Answer Location: Relationship With the Speaker

Difficulty Level: Medium

8. Explain claims of policy and provide an example.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Application

Answer Location: Presentations to Convince

Difficulty Level: Medium

9. Explain claims of value and provide an example.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Application

Answer Location: Presentations to Convince

Difficulty Level: Medium

10. Compare and contrast claims of fact and claims of conjecture and provide an example.

Learning Objective: 13.2: Identify different types of persuasive presentations.

Cognitive Domain: Application

Answer Location: Presentations to Convince

Difficulty Level: Medium

11. Explain intimacy as a contextual influence of compliance gaining.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Hard

12. Explain resistance as a contextual influence of compliance gaining.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Hard

13. Explain apprehension as a contextual influence of compliance gaining.

Learning Objective: 13.7: Indicate several contextual influences on the selection of compliance-gaining strategies.

Cognitive Domain: Comprehension

Answer Location: Contextual Influences

Difficulty Level: Hard