Which Tactic Is More Likely to Be Used in a Follow-Up

question 11

Multiple Choice

Which tactic is more likely to be used in a follow-up influence attempt than in an initial influence attempt?

• A) ingratiation
• B) consultation
• C) personal appeal
• D) pressure

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Definitions:

Mood-Congruent Memory

The tendency to recall memories that are congruent with one's current mood, enhancing the mood's effects on memory recall.

Fundamental Attribution Error

The tendency to overemphasize personal characteristics and ignore situational factors when explaining others' behaviors.

Dispositional Attribution

The process of attributing behavior to the internal characteristics or disposition of the individual rather than to external factors.

Cognitive Load

The total amount of mental effort being used in the working memory, influencing one's ability to perform tasks or process information.