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al 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.
PUNTEGGIO
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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