The Degree to Which a Message Is Persuasive Can Depend

question 37

Multiple Choice

The degree to which a message is persuasive can depend on attributes of the communicator. Research has confirmed which one of the following as a communicator characteristic?

• A) Very fat people are more persuasive than very thin people
• B) Fast talkers are more persuasive than slow talkers
• C) The order of arguments is important
• D) Less educated speakers should present only one side of an argument

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Definitions:

Deindividuation

A psychological state where an individual loses self-awareness and sense of individuality, often leading to disinhibited and impulsive behavior, typically in group settings.

Foot-In-The-Door

A persuasion technique where a small request is made first to gain compliance, followed by a larger request, increasing the likelihood of agreement.

Door-In-The-Face

A persuasion technique whereby a large, unreasonable request is made first and, if refused, a smaller, more reasonable request is made.

Lowballing

A sales and negotiation tactic where an initially lower price is offered to lure the customer or counterpart, only to increase it later on.