Efforts to Persuade Using Negative Emotions Are Common

question 27

Multiple Choice

Efforts to persuade using negative emotions are common. When are they likely to be most effective?

• A) When negative consequences are depicted graphically
• B) When listeners are jolted out of complacency by their anxiety
• C) When they provide the most data to establish negative consequences
• D) When listeners are given an action step that they can take to reduce their anxiety

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Definitions:

Pygmalion Effect

The phenomenon whereby higher expectations lead to an increase in performance; a form of self-fulfilling prophecy.

Expectations

Beliefs about the way events or actions will unfold based on previous experiences or societal standards.

Performance

The manner in which an individual or group executes or accomplishes a task, job, or function measured against preset known standards.

Attribution Management

A technique in marketing focused on identifying and assigning value to various marketing efforts to understand their contribution to a goal, such as sales or conversions.