Successful persuasive messages gain attention, build interest, elicit desire, reduce resistance, and motivate action. Focus on blending these elements to produce effective and ethical messages.

2. Blending Four Major Elements in Successful Persuasive Messages

Successful persuasive messages gain attention, build interest, elicit desire, reduce resistance, and motivate action. Focus on blending these elements to produce effective and ethical messages.

Read the opening sentence from a persuasive message, and answer the following question.

You have 1,440 minutes each day to accomplish your dreams.

Which type of persuasive opening does the sentence illustrate?

Problem description

Unexpected statement

Reader benefit

Points:

1 / 1

Close Explanation

Explanation:

This opening gains attention through an unexpected statement. Choose a statement that will get your audience thinking and listening. Keep the statement brief, relevant, and engaging.

To build interest and conviction in your message, you can useexpert opinions   .

Points:

1 / 1

Close Explanation

Explanation:

To build interest in your persuasive request, you can use facts and statistics, expert opinions, direct benefits, indirect benefits, examples, or specific details. Do not use your status to build interest in your request. In certain circumstances, this tactic may result in compliance, but it will not likely create buy-in for your request. Do not use an apologetic tone because it may diminish the perceived validity of your request.

Read the scenario, and then answer the question.

You notice that your company does not have a recycling program. You decide to write an e-mail outlining a recycling plan. You know you will encounter resistance from your coworkers.

What can you do to reduce this resistance? Check all that apply.

Pull rank and make threats.

Address objections that may not have occurred to your audience.

Counter resistance with finesse.

Address “What if?” questions.

Present counterarguments in ways that emphasize benefits.

Points:

0.6 / 1

Close Explanation

Explanation:

Anticipate and offset audience resistance so your request will not be dismissed. Counter the resistance with finesse, and make sure your counterarguments focus on benefits. However, do not dwell on counterarguments or address objections that may not have occurred to the audience. You will encounter more resistance if you pull rank or make threats.

Read the following closing of a persuasive request, and then identify what is wrong with it.

I’m sorry to ask you this, but can you please reconsider your opinion regarding our WorkIT laptop and desktop computers?

Too pushy

Too apologetic

Too specific

Points:

1 / 1

Close Explanation

Explanation:

When you make a request, don’t sound apologetic. You need to inspire your receiver in the final paragraph and make confident and specific recommendations. Avoid general, timid, or pushy closings. A better closing sentence would read, “Enclosed is an offer for 30% off your next WorkIT laptop purchase. Please visit any store location or our website, WorkIT.com, to redeem this offer.” This revision is specific and inspires the receiver to act.

When does persuasion become unethical? Check all that apply.

When facts are distorted

When important information is omitted

When the final paragraph doesn’t motivate action

When points are exaggerated

When the argument fails

Points:

0.6 / 1

Close Explanation

Explanation:

Make sure your facts are accurate and truthful. To build effective, ethical, and persuasive arguments, avoid deception and manipulation. Do not fudge the facts, exaggerate the point, omit crucial information, or provide deceptive emphasis. Use truth, objectivity, and fairness. When the argument fails and the closing doesn’t motivate action, the argument is ineffective but not necessarily unethical.