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Chapter 8 Indirectness in Persuasive Messages True/False Questions 1. The best organizational pattern for a persuasive message is to say what you want your readers to do right away and then use the rest of the message to support your point. Answer: False Page: 201 Difficulty: Medium Learning Objective: 2 AACSB Standard: 1 Rationale: In most situations requiring persuasion, an indirect approach is best, because the writers goals will often run contrary to the readers current wishes. 2. Knowledge of your intended readers is especially important when you are trying to persuade. Answer: True Page: 201 Difficulty: Easy Learning Objective: 1 AACSB Standard: 1 Rationale: To move your readers from an uninterested or antagonistic position to a cooperative one, you need to know what will appeal to them. 3. As a rule, tangible benefits are more persuasive than intangible benefits. Answer: False Page: 201 Difficulty: Hard Learning Objective: 1 AACSB Standard: 1 Rationale: While it is tempting to think that readers will be swayed mostly by tangible rewards, intangible ones can be as appealing, or more so, in certain circumstances. 4. As a rule, intrinsic benefits are more persuasive than extrinsic benefits. Answer: True Page: 201-202 Difficulty: Medium Learning Objective: 1 AACSB Standard: 1 Rationale: Because extrinsic benefits are added on and short-lived, they do not persuade readers of the intrinsic value of a product or idea the way intrinsic benefits do. 5. If you have clearly described the features of a product, you have probably done a good job of selling it. Answer: False Page: 202 Difficulty: Hard Learning Objective: 1 AACSB Standard: 1 Rationale: It is better to turn product features into reader benefits, showing readers how the features will help them. 80 Chapter 8 Indirectness in Persuasive Messages 6. Your persuasive message is complete when you have developed persuasive points that are likely to make your readers receptive to your product or idea.... View Full Document

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