Investment Management Certificate (IMC) Practice Exam

When is persuasion said to occur through a process of identification?

1. When the receiver finds something attractive

2. When the receiver accepts the endorser's position

3. When the message is clear

4. When the endorser is trustworthy

The correct answer is: When the receiver finds something attractive

Persuasion through a process of identification occurs when the receiver identifies with the endorser or the communicator's characteristics. This identification can manifest as a feeling of attraction or affinity, where the receiver connects with what the endorser represents, leading to a greater likelihood of accepting the message. In this context, the attractiveness of the endorser is significant. An attractive communicator may draw in the audience due to similar traits, values, interests, or social appeal. This identification fosters a sense of belonging or alignment, enhancing the persuasive effect of the message being delivered. While other elements such as the endorser’s trustworthiness, clarity of the message, and acceptance of the endorser's position play roles in persuasion, they do not specifically capture the essence of identification in the same way that attraction does. Identification is fundamentally about the bond or connection formed, often rooted in shared identity or appeal, making it a core component of effective persuasion.