Misura
il tuo Quoziente di Influenza
Choose the best answer from the options below.
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Follow the link at the bottom to see the answers.
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 would be 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.
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