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Comm 4301 Online Final Exam Fall 2016 1. Below are the six elements of persuasive communication we studied. What you would do to defend against each of them being used against you when you are not agreeable?: 5 points each A. Social proof B. Reciprocity C. Conditioning & Association D. Likeability E. Scarcity F. Authority 2. The usual description of someone who relieves people of their money by using deception is con man. How can you know if you have encountered a con man (or woman)? 5 points 3. Assume all of the statements below are true. But why are they true, and if you don�t believe them to be true, why are they not true? 20 points a. We are most attracted to scarce resources when we compete with others for them b. Limiting access to a message causes individuals to want to receive it more c. We value things that have become recently restricted more than those that were restricted all along d. We allow ourselves blind obedience to certain causes because it is mostly rewarding to us e. Bystanders near an emergency will be unlikely to help when there are a number of other bystanders present f. We will view the actions of others before deciding on proper behavior for ourselves, especially when we view those others to be similar to ourselves g. The greater the number of people who find any idea correct, the more a given individual will perceive the idea to be correct h. When we are trapped into complying with a request we know we don�t want to perform, we can literally feel it in our stomachs. i. In the U.S. and Western Europe the emphasis is on the self, but in other countries the focus is on the group. j. After making a commitment (taking a stand or position), people are more willing to agree to requests that are in keeping with the prior commitment. 4. Sylvan Goldman invented the shopping cart in 1934 but customers wouldn�t use them, preferring to shop every day and carry their items in a small basket. What did he do to change their behavior? What principle of persuasion did he illustrate? 5 points 5. People who join the military are all strangers to one another, at first. But after training together, being deployed to a dangerous place where combat is likely to happen, they will often fight for something important, even dying for it. For what would they willingly give up their lives? Their country, their fellow soldiers, or something else? 5 points 6. Leonard Pitts, writing recently in the Houston Chronicle, said, �In America, it has come to seem normal that a major news organization functions as the propaganda arm of an extremist political ideology, that it spews a constant stream of racism, sexism, homophobia, Islamophobia, paranoia and manufactured outrage, and that it does so with brazen disregard for what is factual, what is right, what is fair, what is balanced�virtues that are supposed to be the sine qua non of anything calling itself a newsroom. What news organization could he have been referring to? Do you agree with him? If what he said is true, who would watch such a network? 5 points 7. Give a plausible definition of Persuasive Communication. 5 points 8. Almost all of you, in your assignment on Ethics, wrote that lying is bad and not good for anyone, though there may be exceptions. Imagine a situation whereby a teen told you she had been sexually abused. But you realize that if the person that did the abuse is arrested the child�s family would likely lose their income, home, and security. You have a choice, to report the abuse or ignore it, knowing there will be consequences either way. What do you do? 5 points 9. Some of you are extroverts, but others are introverts. Go online to TED Talks, enter Introverts in the Topics area and look at the video by Susan Cain regarding Introverts. Since some of you are introverts (about 35-40% on average in any group), what does she tell us about how introverts can cope with a world of extroverts? 5 points 10. After sharing the story you wrote with other members of the class (which was part of the assignment), what story impressed you the most? Was it persuasive? Believable? Admirable? 5 points 11. Rupert Sheldrake, in one of his many books, shares the story of a Rabbi, at the turn of the last century, who lived in Belarussia. On the first day of school he passed out a slate and a piece of chalk to each boy (only boys were allowed to go to school�not so good an idea today) and told them they would use these tools to learn how to write. But then he went around to each boy and wrote the first letter of the Jewish alphabet on the slate�in honey. They were then told to lick the letter off the slate, that they might never forget that knowledge is sweet. What was the Rabbi trying to teach? 5 points 12. Name three (3) bits of knowledge or information or insights from this course that you can use for the rest of your life: 5 points ___________________________________ Professors don�t �give� students a grade. The student �earns� a grade. Based on the quality of your work on the Journal and Papers you wrote, your performance on the midterm, and how you expect to perform on this Final, as well as your response to deadlines, what do you expect to earn as a grade? ______________

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