Risposte e Conteggio Test
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People are more likely to be persuaded by
many weak arguments, rather than a few good arguments, when
they are:
- a) in a rush
- b) not particularly
interested in the topic
- c) moderately concerned
about the topic
- d) both a &
b
If you're attempting
to sell a customer an item from your company's lineup of three
models (the "economy," the "midrange," and the "luxury" model),
research has demonstrated you will obtain higher sales figures
by:
- a) starting at the
bottom and moving up the line;
- b) starting at the
top and moving down the line;
- c) starting at the
middle and then allowing customers to "own the decision" by
moving up or down the line themselves.
Years of tracking political
elections have revealed that the single most reliable predictor
of who will win an election is the candidate who:
- a) is the most physically
attractive;
- b) produces the
greatest number of negative or "attack" ads against his opponent;
- c) has the most
active and committed volunteer base;
- d) spends the most
time focusing on the issues.
Research has shown
the general relationship between self-esteem and persuadability
to be:
- a) people with low
self-esteem are the most persuadable;
- b) people with average
self-esteem are the most persuadable;
- c) people with high
self-esteem are the most persuadable.
Imagine you are the (unlucky) campaign manager
of a political candidate who has recently lost the public's
trust. Now imagine that the candidate wants to rebuild his reputation
through profiling himself as a tough crime-fighter. Of the following
choices, which represents the best way for your candidate to
start his next ad?
- a) "My opponent
has not gone far enough in fighting crime . . ."
- b) "Many have supported
my ability and willingness to fight crime . . ."
c) "Although my opponent has a good record of fighting crime,
. . ."
Imagine you are a financial
advisor, and you believe that a young client of yours is invested
too conservatively. In order to persuade her to invest in riskier,
high-return investments, you should concentrate on describing:
- a) how others like
her have made similar mistakes (appeal to consensus);
- b) what she stands
to gain if she invests in riskier options (appeal to greed);
- c) what she stands
to lose if she does not invest in riskier options (appeal
to loss).
Research has demonstrated
that jurors are most persuaded by:
- a) an expert witness
who uses easy-to-understand terms;
- b) an expert witness
who speaks in incomprehensible language;
- c) a witness who
speaks with conviction.
-
If you have a new piece
of information, when should you mention that it is new?
a) before you present
the information
b) in the middle of the presentation of the information
c) after the presentation of the information
d) you should not mention that it is new information.
Imagine you are presenting
your case, and that you are coming to the part of your presentation
that contains good, strong arguments for your position. How
quickly should you speak?
a) you should speak very rapidly
b) you should speak somewhat rapidly
c) you should speak at a moderate rate
d) you should slow down
The six most fundamental
principles of influence to be discovered by social psychological
research are:
- a) enthusiasm, pleasantness,
dissonance, memory, attention & positive associations;
- b) attending, pacing,
hypnosis, mirroring, archetypes & subliminal persuasion;
- c) consistency, authority, reciprocity,
liking, consensus & scarcity.
How did you do?
- 8-10 right: You're an influence genius!
There's nothing I can teach you, so don't spend another second
here. Go write that book on persuasion, and send me a copy
of it when you're finished.
- 6-8 right: An impressive performance.
You'll enjoy reading this website as supplementary material
to your large knowledge base.
- 4-6 right: You are good at persuading
people, but you need to read this website to refine your technique.
- 2-4 right: You could use some improvement.
- 0-3 right: I have some real estate that
I'd like to sell you . . .
Are you an "influence genius"? If so, great!
If not, don't be too hard on yourself. It's taken thousands
of psychological researchers many decades to discover the answers
to questions like those above.
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