Asked by kutlwano maboe on Sep 23, 2024
When Jim attempted to persuade the executive board to allow his team to handle the market research,he mentioned the team's record on past successes with similar projects.By mentioning the team's record,Jim was trying to improve his effectiveness by:
A) establishing credibility.
B) framing for common ground.
C) using the social proof principle.
D) using the reciprocity/obligation approach.
Credibility
The perception of being reliable, trustworthy, and knowledgeable, essential for effective communication and leadership.
Reciprocity/Obligation Approach
A social exchange principle suggesting that individuals feel compelled to return favors or respond in kind to the actions of others.
- Comprehend the essential role and value of credibility, which includes poise and trustworthiness, in the act of persuasion.
- Analyze the connection between the act of persuading and alterations in behavior or attitude.
Learning Objectives
- Comprehend the essential role and value of credibility, which includes poise and trustworthiness, in the act of persuasion.
- Analyze the connection between the act of persuading and alterations in behavior or attitude.
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