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Taylor plans to ask her employer for a raise because she has been the top salesperson for the past three quarters.  Taylor sends an email to let her boss know that she would like to schedule a meeting to discuss her salary, even though the department is very concerned about its budget.  This ________ affords time for her boss to develop counterarguments and thus hurts her attempts to persuade him are less likely to be effective.

What is the most likely persuasive outcome if a persuasive appeal triggered psychological reactance? And why is that the outcome?

In negotiations, some people commonly ask for more than they expect to get because they want to exploit which principle/technique?

Members of the school board were tentatively considering a proposal to institute the wearing of uniforms in the elementary and middle school grades. After their last meeting, they are now strongly in favor of the proposal. This illustrates the phenomenon known as

On last year’s Black Friday, you saw a long queue waiting in front of an electronics store. You didn’t know what these people were waiting for but thought that since so many people were waiting, there must be a great deal. However, it turns out that the electronics store canceled the original deal that they have advertised for a month. The Black Friday price was just a little bit below the original price. In this example, which two techniques/principles are applied? 

According to your textbook, all of the following are true with respect to women and leadership except

According to the Extended Parallel Process Model (EPPM), what are the four components that an effective fear appeal must have? [You need to select ALL four components to get full points.]

True or false? To the extent a theory is able to explain, predict, and control a phenomenon, the theory is considered useful and valuable. 

In what kind of situations is cognitive dissonance likely to occur?

All of the following influence how much we like someone EXCEPT…