Question 1

What are the two roots to influencing somebody?

Accepted Answer

Central root or the direct root and peripheral or the indirect root

Answer

Front root and back root

Answer

Top root and bottom root

Answer

Left root and right root

Question 2

What is necessary for people to consciously and actively evaluate a message?

Accepted Answer

Willingness and ability

Answer

Fear and anger

Answer

Excitement and confusion

Answer

Indifference and laziness

Question 3

What are the three major issues to consider when constructing a message under the Central route?

Accepted Answer

Message content, organization, and presentation.

Answer

Message length, width, and height

Answer

Message color, size, and font

Answer

Message shape, texture, and weight

Question 4

Why is engaging the other party in dialogue important in the Central route?

Accepted Answer

To make requests more favorably received and to engage in conversation.

Answer

To talk at the other party

Answer

To criticize the other party

Answer

To ignore the other party

Question 5

How does emotionality and specificity in language affect persuasiveness?

Accepted Answer

It reflects an attitude that is not neutral and can elicit concessions.

Answer

It entertains the recipient

Answer

It makes the message less credible

Answer

It confuses the recipient

Question 6

What type of language enhances persuasiveness in the Central route?

Accepted Answer

Powerful language

Answer

Weak language

Answer

Silent language

Answer

Funny language

Question 7

Why is moderate repetition of messages important in the Central route?

Accepted Answer

To allow recipients to thoroughly scrutinize the messages.

Answer

To entertain the recipients

Answer

To annoy the recipients

Answer

To confuse the recipients

Question 8

Why are fear arousing messages considered persuasive in the Central route?

Accepted Answer

If coupled with efficacious recommendations for dealing with them.

Answer

To scare the recipient

Answer

To entertain the recipient

Answer

To confuse the recipient

Question 9

What factor determines if a person is motivated to evaluate messages in the Central route?

Accepted Answer

Emotional richness and importance of the message to the recipient.

Answer

Color of the message

Answer

Length of the message

Answer

Font size of the message

Question 10

What type of messages are more persuasive in the Central route?

Accepted Answer

Two-sided messages that recognize and refute opposing viewpoints.

Answer

Three-sided messages

Answer

No-sided messages

Answer

One-sided messages

Question 11

Why is it important for the recipient to be willing and able to evaluate messages in the Central route?

Accepted Answer

To consciously and actively think about the messages and integrate them into existing schemata or mental models.

Answer

To ignore the messages

Answer

To tell others about the messages

Answer

To forget about the messages

Question 12

What are the two roots to influencing somebody?

Accepted Answer

Central and peripheral

Answer

Top and bottom

Answer

Direct and indirect

Answer

Left and right

Question 13

What are the two roots to influencing somebody?

Accepted Answer

Central and peripheral

Answer

Top and bottom

Answer

East and west

Answer

Left and right

Question 14

Which route does not require conscious evaluation of messages?

Accepted Answer

Peripheral route

Answer

Direct route

Answer

Main route

Answer

Central route

Question 15

What factors determine if a person will be influenced along the central route?

Accepted Answer

Motivation and ability

Answer

Weather and temperature

Answer

Luck and chance

Answer

Time and space

Question 16

What is important for message organization when influencing via the central route?

Accepted Answer

Message citedness

Answer

Message revisitedness

Answer

Message ignoredness

Answer

Message enjoyedness

Question 17

What kind of language enhances one's persuasiveness when negotiating?

Accepted Answer

Powerful language

Answer

Weak language

Answer

Neutral language

Answer

Soft language

Question 18

What type of messages are considered more persuasive in negotiation?

Accepted Answer

Two-sided messages

Answer

Three-sided messages

Answer

One-sided messages

Answer

Four-sided messages

Question 19

What factor influences the likelihood that messages will be evaluated along the central route?

Accepted Answer

No distractions

Answer

Little distractions

Answer

Many distractions

Answer

Some distractions

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