Understanding Persuasion in the Digital Age
In a
business environment, learning the techniques of persuasion is critical to your
professional development. During your career, much of your success will depend
upon how skilled you are at persuading people to believe, accept, and act on
your recommendations and ideas. In today’s digital age, understanding the craft
of persuasion is even more important because messages reach a wider audience at
rapid speed.
Read the
scenario, and then complete the following sentence.
A
nonprofit organization for cancer research sends you a letter thanking you for
your previous donation and your dedication to its cause. The letter then
informs you of the organization’s need for more funding.
The
nonprofit’s letter reflects an understanding of the human tendency to be
persuaded byCommitment .
Points:
0 / 1
Close Explanation
Explanation:
The
nonprofit’s letter reflects an understanding of the human tendency to be
persuaded by commitment. Generally, people strive to be consistent
in their thoughts and actions. Once people commit to a choice or belief, they
may feel compelled to sustain that commitment. If an organization receives a
donation from you, for example, it may then appeal to your sense of commitment
for future donations.
People
are also persuaded by reciprocation, social proof, liking, authority, and
scarcity.
What are
the elements of effective persuasion? Check all that apply.
Recognize the power of loss.
Make a reasonable, specific
request.
Avoid
incorporating others’ input.
Plan
for full agreement.
Expect and overcome resistance.
Points:
0.8 / 1
Close Explanation
Explanation:
Understanding
what motivates your receiver is important when persuading. Most people are more
motivated by the thought of losing something than they are by the opportunity
to gain something. Make reasonable and specific requests. Audiences respond
better when your request is realistic, doable, and attainable. Don’t plan for
full agreement. Anticipate and plan for resistance by preparing ideas and
strategies to address opposition. When developing a solution, listen to others
and incorporate their input to create buy-in.
Read the
scenario, and then answer the question.
You have
been working on a project for the last two days, and it is due to your manager
at the end of the week. You don’t think the project will be completed by the
due date. You decide to write an e-mail to your manager.
Before
composing your message, what should you do?
Gain
attention.
Analyze
your purpose.
Reduce
resistance.
Points:
1 / 1
Close Explanation
Explanation:
To
establish the strategy and path of the message, you should analyze your
purpose—in this case, to convince your manager to extend the due date—before
composing your message. A clearly identified purpose also saves you time
rewriting and revising. Use the four-part indirect strategy, which includes
gaining attention and reducing resistance, to organize a persuasive request
that will encounter resistance.
When
writing a persuasive message that may encounter resistance, usean
indirect approach. In the closing of your message, use theattention
strategy.
Points:
0.5 / 1
Which of
the following might you do in the closing of a persuasive message? Check
all that apply.
Apologize.
Make
it easy for the reader to respond.
Offer
an incentive.
Reduce
desire for ownership.
Set
a deadline.
.
Points:
0 / 1
Close Explanation
Explanation:
The
nonprofit’s letter reflects an understanding of the human tendency to be
persuaded by commitment. Generally, people strive to be consistent
in their thoughts and actions. Once people commit to a choice or belief, they
may feel compelled to sustain that commitment. If an organization receives a
donation from you, for example, it may then appeal to your sense of commitment
for future donations.
People
are also persuaded by reciprocation, social proof, liking, authority, and
scarcity.
What are
the elements of effective persuasion? Check all that apply.
Recognize the power of loss.
Make a reasonable, specific request.
Avoid
incorporating others’ input.
Plan
for full agreement.
Expect and overcome resistance.
Points:
0.8 / 1
Close Explanation
Explanation:
Understanding
what motivates your receiver is important when persuading. Most people are more
motivated by the thought of losing something than they are by the opportunity
to gain something. Make reasonable and specific requests. Audiences respond
better when your request is realistic, doable, and attainable. Don’t plan for
full agreement. Anticipate and plan for resistance by preparing ideas and
strategies to address opposition. When developing a solution, listen to others
and incorporate their input to create buy-in.
Read the
scenario, and then answer the question.
You have
been working on a project for the last two days, and it is due to your manager
at the end of the week. You don’t think the project will be completed by the
due date. You decide to write an e-mail to your manager.
Before
composing your message, what should you do?
Gain
attention.
Analyze your purpose.
Reduce
resistance.
Points:
1 / 1
Close Explanation
Explanation:
To
establish the strategy and path of the message, you should analyze your
purpose—in this case, to convince your manager to extend the due date—before
composing your message. A clearly identified purpose also saves you time
rewriting and revising. Use the four-part indirect strategy, which includes
gaining attention and reducing resistance, to organize a persuasive request
that will encounter resistance.
When
writing a persuasive message that may encounter resistance, usean
indirect approach. In the closing of your message, use theattention
strategy.
Points:
0.5 / 1
Which of
the following might you do in the closing of a persuasive message? Check
all that apply.
Apologize.
Make it easy for the reader to
respond.
Offer an incentive.
Reduce
desire for ownership.
Set
a deadline.
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