When a used-car salesman is trying to persuade a customer to buy a specific car because "It is a fine car at a great price," which characteristic related to the effectiveness of persuasion is MOST likely to hurt the salesman's success?
A) the salesman lacks likability
B) the salesman lacks comparative information concerning another specific car
C) the salesman lacks trustworthiness
D) the salesman lacks expertise

Question

Quizplus · Accepted Answer

Trustworthiness is a critical characteristic of a persuasive communicator, and the lack of it can hurt the salesman's success in persuading the customer to buy the car. If the customer does not trust the salesman, they are unlikely to believe the claims about the car's quality and price.

When a Used-Car Salesman Is Trying to Persuade a Customer