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Test Influence and Ethical Persuasion
Agenda
QUESTION 1: What distinguishes influence from hierarchical authority?
That it imposes behaviors out of fear
That it modifies behaviors by conviction, not by imposition
That requires a high position
That uses salary as an incentive
QUESTION 2: What dictates the law of reciprocity in persuasion?
That you must charge for everything
That nothing should ever be given for free
That if we give something first, the other party feels psychologically obliged to reciprocate
That the exchange is illegal
3rd QUESTION: What is the Pygmalion Effect mentioned in the text?
Treating people as talented raises their actual performance to meet that expectation
Criticizing employees improves their character
Ignoring staff increases their independence
People work less if they are praised
QUESTION 4: What is the scarcity principle based on to increase the value of something?
In that we value more what is plentiful
In that cheap is better
In that we value more what we perceive as limited, exclusive or unique
In that no one wants what is difficult
QUESTION 5: What does the law of consistency suggest about commitments?
If someone publicly commits to a small action, he or she will tend to act accordingly in the future
People change their minds all the time
Commitments are worthless
No one remembers what they promised
6TH QUESTION: What element is considered contagious and naturally attracts followers?
Fear of dismissal
Absolute seriousness
Administrative silence
Enthusiasm and passion for the purpose
7th QUESTION: What action generates a commitment that no direct command can replicate?
Paying extra bonuses
Involve people in decision making by allowing them to make their mark
Giving unlimited vacation time
Threatening sanctions
8th QUESTION: What is the basis for winning allies according to classical principles such as Dale Carnegie's?
Emotional manipulation
Constant constructive criticism
Aggressive debate
Show genuine interest, remember names and avoid destructive criticism
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