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Indicate whether the statement is true or false.
1. When trying to improve relations with someone who has a supportive communication style, you should show a sincere
interest in the person.
a. True
b. False
2. Successful people in the business world tend to be higher on the sociability continuum.
a. True
b. False
3. The best clues for identifying a person’s communication style are his/her verbal communication and work choice.
a. True
b. False
4. Personality is based on the thoughts, feelings, and actions that characterize someone, whereas communication style is
just one dimension of personality based on observable behaviors.
a. True
b. False
5. Managers are more effective if they are higher on the dominance continuum than on the sociability continuum.
a. True
b. False
6. When flexing to a reflective style, one should be specific, brief and to the point, and maintain a fast and decisive pace.
a. True
b. False
7. Dominance can be defined as an ability to control or express feelings.
a. True
b. False
8. David is interviewing with Karen and notices that she often gestures when she speaks. In response, David mirrors
Karen’s tendency and also employs gesturing. Karen is likely to feel mocked by David.
a. True
b. False
9. On average, people are more likely to have a supportive communication style than a directive communication style.
a. True
b. False
10. In the communication style model, the excess zone is also known as the flexibility zone because people in this zone
are able to dramatically change to mirror the style of others they interact with.
a. True
b. False
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11. According to Carl Jung, individuals choose their communication style.
a. True
b. False
12. An emotive style is no more or less likely to be versatile than a directive style.
a. True
b. False
13. Lester listens intently, avoids the use of power at work, and makes thoughtful, deliberate decisions. He most likely has
a directive communication style.
a. True
b. False
14. A person is most likely to move into the excess zone when he is feeling secure and confident.
a. True
b. False
15. Leslie projects a serious attitude, expresses strong opinions, and sometimes projects an air of indifference. Leslie most
likely has a directive communication style.
a. True
b. False
16. People with directive communication styles are more likely to make good leaders.
a. True
b. False
17. People make judgments about us and our communication styles based on our innermost thoughts and feelings and on
our observable patterns of behavior.
a. True
b. False
18. It is possible to strengthen one’s ability in a particular communication style in order to get along better with others.
a. True
b. False
19. The concept of communication style bias supports the theory that “opposites attract.”
a. True
b. False
20. Managers relying too much on the strengths of their communication style can create problems in their relationships
with others.
a. True
b. False
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Indicate the answer choice that best completes the statement or answers the question.
Case 3.1
Miguel has a big sales presentation tomorrow. He’s planning how to adapt his presentation to meet the needs of his
customer. Miguel would describe himself as highly competitive, outgoing, and talkative, and also disciplined, serious, and
formal. His customer, Regina, listens to him attentively, expresses herself thoughtfully and deliberately, and would
describe herself as easygoing, friendly, and casual.
21. Refer to Case 3.1. Based on the terms Miguel uses to describe himself, he is most likely to have a(n) ____
communication style.
a. emotive
b. directive
c. supportive
d. reflective
22. Camille Wright Miller, an experienced consultant, says effective leaders often
a. do not communicate with emotion.
b. mirror the style of other people.
c. overcome communication bias with the people they meet.
d. are naturally persuasive.
23. To determine someone’s communication style, it is best to examine his or her
a. beliefs.
b. attitude.
c. verbal messages alone.
d. nonverbal and verbal messages.
24. The zone in which communication style characteristics are displayed with the most intensity is
a. the intensity zone.
b. Zone 1.
c. Zone 2.
d. the excess zone.
25. A reflective communication style operating in the excess zone is characterized by the
a. constant seeking of reassurance and attempts to win approval by everyone.
b. avoidance of decisions and achievement of perfection.
c. expression of highly emotional opinions and seeming unwillingness to listen to others.
d. determination to come out on top and the inability to admit to being wrong.
26. Jeanne easily interacts with others and openly expresses her feelings. In terms of the communication style model
Jeanne is most likely to be
a. high in dominance.
b. low in dominance.
c. high in sociability.
d. low in sociability.
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27. Versatility in communication styles is
a. relatively unstable throughout life and difficult to change.
b. necessary to create and maintain effective interpersonal relations with others.
c. more easily achievable for someone who is low in dominance and high in sociability.
d. dependent upon the individual’s communication style.
Case 3.1
Miguel has a big sales presentation tomorrow. He’s planning how to adapt his presentation to meet the needs of his
customer. Miguel would describe himself as highly competitive, outgoing, and talkative, and also disciplined, serious, and
formal. His customer, Regina, listens to him attentively, expresses herself thoughtfully and deliberately, and would
describe herself as easygoing, friendly, and casual.
28. Refer to Case 3.1. If Regina wanted to style flex to meet Miguel’s communication needs, she would need to
a. be accurate, straightforward, and orderly.
b. use time efficiently and provide specific answers to questions.
c. be specific, to the point, and not keep track of the time involved in the meeting.
d. show a sincere interest in Miguel’s presentation and ask detailed questions.
29. Althea is trying to persuade her mother to let her go on a trip with friends. Althea’s mother has a supportive style. To
style flex, Althea should
a. be straightforward and present her information accurately and systematically.
b. patiently draw out her mother’s personal concerns and present her trip information in a quiet and nonthreatening
way.
c. get to the point quickly and avoid too much detail.
d. not place any emphasis on the details.
30. Tien often seeks reassurance, refuses to take strong positions in discussions, and tends to agree with whomever is
speaking when she’s in group discussions. Tien’s behavior is consistent with a(n) ____ style.
a. directive
b. emotive
c. reflective
d. supportive
31. When individuals are in Zone 2, they are most likely to
a. display their predominant style with low intensity.
b. display their style with so much intensity they are in danger of overload.
c. show their style with moderate intensity and be fairly easy to identify.
d. be unable to demonstrate flexibility or versatility in style.
32. Alicia easily engages with others, emphatically expresses her opinions, and frequently uses gestures and facial
expressions when communicating. Alicia’s communication style is probably
a. emotive.
b. directive.
c. supportive.
d. reflective.
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33. An emotive communication style operating in the excess zone is characterized by the
a. avoidance of decisions and display of emotion.
b. expression of highly emotional opinions and seeming unwillingness to listen to others.
c. determination to come out on top and inability to admit to being wrong.
d. constant seeking of reassurance and attempts to win approval by agreeing with everyone.
34. The first step in coping with communication style bias is to
a. tell the other person how they can accommodate your style.
b. develop awareness of your own communication style.
c. analyze the other person’s behavior.
d. communicate your frustration to your manager.
Case 3.1
Miguel has a big sales presentation tomorrow. He’s planning how to adapt his presentation to meet the needs of his
customer. Miguel would describe himself as highly competitive, outgoing, and talkative, and also disciplined, serious, and
formal. His customer, Regina, listens to him attentively, expresses herself thoughtfully and deliberately, and would
describe herself as easygoing, friendly, and casual.
35. Refer to Case 3.1. If Miguel wants to be effective with Regina, he probably needs to
a. be accurate, straightforward, and orderly.
b. present at a fast pace with little detail.
c. stick to the communication style to which he naturally gravitates.
d. show a sincere interest in her and patiently listen to her needs.
36. You should remember that your communication style
a. is a reflection of how well you communicate.
b. is an ability to communicate.
c. is how you prefer to communicate.
d. changes as you advance in your career.
37. When you determine your communication style, you should also keep in mind that
a. it represents who you are and that doesn’t change.
b. there are always moments of spontaneity.
c. your self-assessment is usually pretty accurate.
d. you share traits of other styles.
Case 3.1
Miguel has a big sales presentation tomorrow. He’s planning how to adapt his presentation to meet the needs of his
customer. Miguel would describe himself as highly competitive, outgoing, and talkative, and also disciplined, serious, and
formal. His customer, Regina, listens to him attentively, expresses herself thoughtfully and deliberately, and would
describe herself as easygoing, friendly, and casual.
38. Refer to Case 3.1. Regina probably has a(n) ____ communication style.
a. emotive
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b. directive
c. supportive
d. reflective
39. Sanjay is low in sociability and low in dominance, giving him which communication style?
a. Directive
b. Emotive
c. Supportive
d. Reflective
40. The directive communication style is characterized by
a. spontaneous, uninhibited behavior.
b. frankness, assertiveness, and determination.
c. a friendly persuasiveness.
d. unhurried, thoughtful decision-making.
41. Nancy is passive, cooperative, and hesitant to make demands. In terms of communication style, Nancy would be
a. high in dominance.
b. low in dominance.
c. high in sociability.
d. low in sociability.
42. One of the fundamental concepts underlying communication styles theory is that
a. an individual’s communication style tends to be stable throughout his/her life.
b. communication styles are determined solely by heredity.
c. people are different from day to day and therefore their styles change day to day.
d. communication styles are entirely a learned behavior.
43. Sociability can be defined as a tendency to
a. take charge in social situations.
b. be more reserved and formal in social relationships.
c. seek and enjoy social relationships.
d. be cooperative.
44. Mei feels irritated when Linda’s unbridled enthusiasm often leads her to lose sight of critical project details. Linda
feels frustrated when Mei often analyzes so many details that it slows down the decision-making process. The discord
between Mei and Linda is explained by
a. poor management.
b. lack of self-disclosure.
c. communication style bias.
d. a poorly constructed team.
Enter the appropriate word(s) to complete the statement.
45. People should avoid communicating within the ____________________ in order to maintain good relations with
others.
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46. Bill projects a serious attitude about everything and expresses his opinions strongly. Bill displays a(n)
____________________ communication style.
47. If a manager wants to flex to meet the needs of an individual with a(n) ____________________ communication style,
he/she needs to take time to build social relationships, display an interest in a person’s ideas and interests, maintain a fast
pace, and not worry too much about details.
48. ____________________ can be defined as acting in ways that earn a social endorsement.
49. Gabriella is cautious, formal, and methodical, making her low on the ____________________.
50. Hung is usually quiet, enjoys spending time alone, and does not make quick decisions. He expresses opinions in a
formal and deliberate manner. Hung’s behavior displays a(n) ____________________ communication style.
51. Bianca has an emotive communication style and feels more comfortable interacting with extroverted, active,
spontaneous people. Bianca exhibits positive ____________________.
52. ____________________ describes a situation in which one person intentionally matches the body language of the
individual she is meeting with.
53. The thoughts, feelings, and actions that characterize someone are generally viewed as their ____________________.
54. Jim is assertive, controlling, and frequently offers advice and makes demands, making him high on the
____________________.
55. Explain two basic characteristics of sociability as it is used in the communication style model.
56. Describe briefly the fundamental premises that support communication styles.
57. What is communication-style bias?
58. Explain the difference between versatility and style flexing.
59. Name the behaviors displayed in the excess zone of a person with a reflective communication style.
60. Explain the communication behaviors that demonstrate an emotive style.
61. Explain what you might do in order to flex to meet an emotive style.
62. First, draw the communication style model, labeling each continuum and placing each style in its proper quadrant.
Then, describe the four communication styles identified in the text.
63. Define what an excess zone is, and state under what conditions a person may enter this zone of their communication
style. Then, explain how strengths in communication style can come across as weaknesses in the excess zone by providing
examples for each style.
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64. Describe how a person with a reflective communication style might use style flexing to better work with an individual
with a supportive communication style and vice versa.
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Answer Key
1. True
2. False
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26. c
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