Understanding Persuasion: Weapons of Influence, Quizzes of Effective Business Communication

Download Understanding Persuasion: Weapons of Influence and more Quizzes Effective Business Communication in PDF only on Docsity! TERM 1 Chapter 1 Weapons of Influence 1) What is the significance of the turquoise collection example Cialdini describes in Chapter 1? DEFINITION 1 You get what you pay for but does expensive always equal good? TERM 2 What is the key word I told you to use to remember this concept? In other words, what one word makes one able to use this concept as a strategy to persuade others. DEFINITION 2 Click-whir TERM 3 What is a fixed action pattern? DEFINITION 3 Patterns of behavior that occur the same every time TERM 4 How are fixed action patterns related to autonomous actions? DEFINITION 4 The assumption here is we spend a lot of time acting autonomously (without thought, i.e. in the peripheral route. TERM 5 What is a real life example of a trigger? What is the role of the trigger in a persuasive attempt? DEFINITION 5 The person with the upper hand can evoke these actions by creating a trigger to enact predicted autonomous actions.