Compelling evidence presented in language can also

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Chapter 5 Study Guide Questions.pdf

31 )   When writing an appeal letter to solicit funds , praising the audience for their past donations , and emphasizing how their contribution is needed now more than ever , will appeal to the audience 's 31 ) _ _______.
A ) desire for safety
B ) sense of self - esteem
C ) need for love
D ) quest for self - actualization
E ) requirement for belonging
32 )   An advertisement that emphasizes crash test ratings appeals to the audiences ' desire for __ _ _ _ ___. 32 )
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33 )   The idea that people like to make decisions similar to ones they had made in the past supports the principle of ___ _____.
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34 )   A persuasive appeal that uses ________ may be supported by including a small or free gift .
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35 )   In a persuasive message , showing your own emotional commitment to the idea that you want your audience to commit to _ _ _ _____.
A ) is not recommended in most cases
B ) is inappropriate and unprofessional
C ) tends to undermine its persuasive impact
D ) will make your message more persuasive
E ) makes your audience think that you have a selfish motive behind suggesting this idea
Answer:  B )   will make your message more persuasive
36 )   Compelling evidence presented in ________ language can also touch an audience emotionally and motivate them to act .
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37 )   Violations of logic ____ _ ___.
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38 )   The false dilemma can be achieved by ____ _ ___.
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39 )   Which of the following logical fallacies involves offering evidence such as , " everybody knows " ?
A ) A false analogy
B ) An ad hominem attack
C ) A false dilemma
D ) A red herring
E ) An appeal to popular opinion
40 )   Which of the following fallacies involves focusing on an irrelevant issue to draw attention away from a central issue ?
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41 )   When attacking the person who disagrees with you rather than addressing the issue , what logical fallacy has been created ?
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42 )   With reference to Cialdini 's techniques for appealing to emotion , which of the following is most likely to be involved in the technique of scarcity ?
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43 )   Which of the following excerpts from a sales message is an example of the social proof technique ?
A ) Did you know that our product has almost twice the computing power of the other handheld devices available today ?
B ) Several Fortune 500 companies have purchased over 200,000 of these devices for their top executives .
C ) Act now ! Our special limited time offer expires soon !
D ) This device gives you the functionality of a laptop and the portability of a PDA .
E ) Be the envy of your friends and coworkers by purchasing this first - generation product today .
Answer:  E )   Several Fortune 500 companies have purchased over 200,000 of these devices for their top executives .
44 )   In which area of the AIDA model is appealing to social proof most effective ? 44 )
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45 )   What type of persuasive message is being developed when you establish that a problem exists and can show how your solution is effective ?
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46 )   When sending a persuasive message that needs an immediate response , which is the best medium for transmission ?
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47 )   Which of the following should be done when writing a persuasive message for audiences of different cultures ?
A ) Explain your decision - making process
B ) Avoid emotion
C ) Incorporate strong logical arguments
D ) 
E ) Emphasize basic persuasive content
Answer:  D )   Adapt to their preference
48 )   A recommendation is a business message that ___ _ ____.
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Leadership: Theory, Application, & Skill Development
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Chapter 5 / Exercise 1
Leadership: Theory, Application, & Skill Development
Achua/Lussier
Expert Verified
36) Compelling evidence presented in ________ language can also touch an audience emotionally and motivate them to act. 36) A) flowery and pedantic B) clear and vivid C) vague and ambiguous D) cryptic and elegant E) obscure and intense
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We have textbook solutions for you!
The document you are viewing contains questions related to this textbook.
Leadership: Theory, Application, & Skill Development
The document you are viewing contains questions related to this textbook.
Chapter 5 / Exercise 1
Leadership: Theory, Application, & Skill Development
Achua/Lussier
Expert Verified
37) Violations of logic ________. 37)
38) The false dilemma can be achieved by ________. 38)
39) Which of the following logical fallacies involves offering evidence such as, "everybody knows"? 39)
40) Which of the following fallacies involves focusing on an irrelevant issue to draw attention away from a central issue? 40) A) False analogy B) Ad hominem attack C) False cause D) Red herring E) False dilemma
41) When attacking the person who disagrees with you rather than addressing the issue, what logical fallacy has been created? 41)
42) With reference to Cialdini's techniques for appealing to emotion, which of the following is most likely to be involved in the technique of scarcity? 42)
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43) Which of the following excerpts from a sales message is an example of the social proof technique? 43)

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