Jim Is Not Completely Confident in the Strength of the Persuasiveness

question 108

Multiple Choice

Jim is not completely confident in the strength of the persuasiveness of his arguments. To increase his degree of influence, Jim ought to

• A) provide refreshments for his audience.
• B) play pleasant background music as the audience gathers.
• C) tell a few really good jokes at the beginning of his speech.
• D) all of these choices.

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Definitions:

Maximization

The choice of the decision alternative with the greatest expected value.

Satisficing

Establishing an adequate level of acceptability for a solution to a problem and then screening solutions until one that exceeds this level is found.

Bounded Rationality

A concept suggesting that when individuals make decisions, their rationality is limited by the information they have, the cognitive limitations of their minds, and the finite amount of time they have to make a decision.

Perceptual Defence

The psychological mechanism by which individuals unconsciously filter out or modify distressing information to protect themselves.