Deck 15: Tools for Persuading

Question 1

____________is a deliberate attempt by the speaker to create, reinforce, or change the attitudes, beliefs, values, and/or behaviors of the listener.

A) Coercion
B) Informative speaking
C) Persuasion
D) Communication

Answer 1

Persuasion

Question 2

Learned and persistent psychological responses, predispositions, or inclinations to act one way or feel a particular way toward something are called

A) behaviors.
B) beliefs.
C) values.
D) attitudes.

Answer 2

attitudes.

Question 3

_____________are those things people have learned to accept as plausible based on interpretation and judgment.

A) Beliefs
B) Attitudes
C) Behaviors
D) Values

Answer 3

Beliefs

Question 4

Julia characterizes her core personality as socially liberal, but fiscally conservative. Julia is describing her

A) behaviors.
B) judgments.
C) values.
D) inclinations.

Question 5

_____________are enduring principles related to worth or what a person sees as right or wrong.

A) Attitudes
B) Values
C) Behaviors
D) Beliefs

Question 6

Unconcealed actions or reactions people have, often in response to some sort of stimuli, are called

A) beliefs.
B) attitudes.
C) values.
D) behaviors.

Question 7

Kim says she does not wish to try sushi. This is an example of a(n)

A) behavior.
B) attitude.
C) belief.
D) value.

Question 8

Landon thinks that taking care of one's family is very important. This is an example of a(n)

A) value.
B) behavior.
C) belief.
D) attitude.

Question 9

Persuasive speakers who are addressing an audience which agrees with them are seeking to

A) create attitudes, beliefs, behaviors, or values.
B) reinforce attitudes, beliefs, behaviors, or values.
C) further inform the audience.
D) alter existing attitudes or beliefs.

Question 10

Zach gave a speech describing the importance of becoming an organ donor to a college-age audience. This is a speech to

A) convince.
B) actuate.
C) stimulate.
D) report.

Question 11

When you seek to overcome apathy in your audience or reinforce an existing attitude, belief, value, or behavior, you are creating a persuasive speech to

A) entertain.
B) inspire.
C) convince.
D) stimulate.

Question 12

The assertion you are making in your_____________ is either a proposition of fact, value, or policy.

A) central idea
B) audience response statement
C) speech preview
D) general purpose

Question 13

"The death penalty does not deter violent crime" is a proposition of

A) value.
B) policy.
C) morality.
D) fact.

Question 14

Which of the following propositions answers the question, "What is accurate or not?"

A) a proposition of policy
B) a proposition of fact
C) a proposition of belief
D) a proposition of value

Question 15

"What has worth or importance, and what is good, wise, ethical, or beautiful?" is the question answered by a proposition of

A) policy.
B) fact.
C) value.
D) belief.

Question 16

"Medical marijuana use should be legalized in this state" is an example of a proposition of

A) policy.
B) morality.
C) value.
D) fact.

Question 17

Which type of proposition would assert that a new course of action must be implemented in response to a specific need?

A) policy
B) value
C) action
D) fact

Question 18

In a proposition of _____________ , the audience is either asked to take action or is asked to agree with a certain course of action.

A) fact
B) policy
C) belief
D) value

Question 19

Appeals are also called

A) strategies.
B) options.
C) evidence.
D) proofs.

Question 20

___________are the means by which you prove or establish the argument you are making.

A) Propositions
B) Assertions
C) Appeals
D) Heuristics

Question 21

An appeal to_____________ deals with the listener's emotions.

A) mythos
B) ethos
C) logos
D) pathos

Question 22

The speaker vividly described the heroic efforts of firefighters before making an appeal for their scholarship fund. Which type of appeal does this demonstrate?

A) mythos
B) ethos
C) logos
D) pathos

Question 23

When using an appeal to logic, it is suggested that you also include an appeal to

A) tradition.
B) faith.
C) history.
D) emotion.

Question 24

Which of the following would be best for generating pathos on the topic of why you should create a will?

A) statistics about how many people die without a will
B) expert testimony from multiple attorneys
C) extended example about devastating effects of someone who died without a will
D) printed handouts showing samples of appropriate wording for wills

Question 25

_____________relates to a sense of one's history in the larger culture and the need to be a member of that culture.

A) Mythos
B) Logos
C) Pathos
D) Ethos

Question 26

Ethnocentrism, a potential downside of an appeal to mythos, is described as

A) an unnecessary use of emotion.
B) unrestricted coercion.
C) the demonstration of discrimination.
D) a feeling of cultural superiority.

Question 27

The credibility appeal is referred to as

A) pathos.
B) logos.
C) mythos.
D) ethos.

Question 28

_____________is the audience's perception of how knowledgeable you are about your topic.

A) Competency
B) Charisma
C) Character
D) Confidence

Question 29

In the introduction of a speech on tax policy, Kendra includes a brief look at her background as a CPA and part-time economics professor. Kendra is demonstrating her

A) charisma.
B) clarity.
C) competency.
D) character.

Question 30

When your audience sees you as trustworthy, objective, and honest, they have a positive view of your

A) charisma.
B) logos.
C) character.
D) mythos.

Question 31

The audience was very excited that Don was coming to speak to them about self-defense since he was a local expert on the subject. This is an example of_____________ ethos.

A) terminal
B) derived
C) demonstrated
D) initial

Question 32

Credibility assigned by the audience during your speech is called _____________ ethos.

A) derived
B) tertiary
C) terminal
D) initial

Question 33

At the end of the financial aid presentation, the admissions officer answered all questions. She then stayed to chat informally with interested students. This affected her

A) initial ethos.
B) terminal ethos.
C) derived ethos.
D) professional ethos.

Question 34

____________is the appeal to the listener's ability to reason through statistics, facts, and expert testimony to make a conclusion.

A) Logos
B) Ethos
C) Mythos
D) Pathos

Question 35

___________is the rational thinking that humans do to reach conclusions or to justify beliefs or acts.

A) Understanding
B) Acceptance
C) Reasoning
D) Receiving

Question 36

_____________emphasizes the human need to be in a harmonious state.

A) Maslow's hierarchy of needs
B) expectancy-outcome values theory
C) Monroe's motivated sequence
D) cognitive dissonance theory

Question 37

The_____________ theory suggests that people will evaluate the cost, benefit, or value related to making a change in a particular attitude, value, belief, or behavior to decide if it is worth it or not.

A) cognitive dissonance
B) expectancy-outcome values
C) elaboration likelihood
D) audience response

Question 38

_____________ argues that people will process messages using either central processing or peripheral processing.

A) Cognitive dissonance theory
B) Monroe's Motivated Sequence
C) The elaboration likelihood model
D) Expectancy-outcome values theory

Question 39

In a persuasive argument, the assertion you are making is also referred to as

A) a claim.
B) evidence.
C) the central idea.
D) a warrant.

Question 40

Which type of warrant links the evidence to the claim based on the reliability of the supporting materials?

A) motivational
B) substantive
C) authoritative
D) inspirational

Question 41

Ken described a series of cases in which excessive speeding led to fatal consequences. He then stated that an overall decrease in the city's speed limits would result in fewer fatalities. What type of argument is Ken using?

A) argument by deduction
B) argument by induction
C) argument by analogy
D) argument by authority

Question 42

Which type of persuasive argument relies upon the credibility of the experts cited as sources?

A) argument by deduction
B) argument by induction
C) argument by analogy
D) argument by authority

Question 43

Expectancy-outcome values theory states that people will try to determine what they will gain or lose by changing their behavior.

Question 44

Critical listeners and thinkers engage in peripheral processing most of the time.

Question 45

The elaboration likelihood model states that people process persuasive messages using either central or peripheral processing.

Question 46

Keith isn't interested in Ruth's speech because he doesn't see the relevance of it. He is probably using central processing as he is listening.

Question 47

Argument has little place in persuasive speaking.

Question 48

"Wasting natural resources should be criminalized" is a proposition of fact.

Question 49

"All public buildings should be smoke-free" is a claim of policy.

Question 50

Monroe's motivated sequence is a classic organizational strategy using an appeal to need.

Question 51

Another word for evidence is warrants.

Question 52

Motivational warrants link the evidence to the claim based on the speaker's and audience's needs and values.

Question 53

Substantive warrants link the evidence to the claim based on the reliability of the support materials.

Question 54

A syllogism consists of a major premise, a minor premise and a conclusion.

Question 55

An enthymeme results from a faulty syllogism.

Question 56

In an argument by cause, you argue from specific cases to a general statement, suggesting something to be likely based on the specific cases.

Question 57

When you argue by induction, you can base your claim on examples, statistics, facts, or testimony.

Question 58

If an education lottery works in Georgia, it will also work in Alabama." This is an argument by ______________ .

Question 59

When you argue by ______________ , you argue from specific cases to a general statement suggesting that something is likely based on the specific cases.

Question 60

Argument by ______________ attempts to demonstrate a relationship between two events or factors, in which one of the events or factors causes the other.

Question 61

"Excessive television watching triggers short-term insomnia" is a type of argument by ______________ .

Question 62

Argument by ______________ is based on using the ethos of the testimony of others to support your claim.

Question 63

______________ arguments are helpful when you know the audience is against your claim.

Question 64

An appeal to______________ deals with the audience's emotions.

Question 65

Speakers who appeal to patriotism and national pride are using a(n) ______________ appeal.

Question 66

The belief that one's culture or particular viewpoint is superior to all others is referred to as______________ .

Question 67

A ______________ is a form of deductive reasoning which contains a major premise, a minor premise, and a conclusion.

Question 68

A faulty argument or error in logic known as a ______________ .

Question 69

______________are anything people have learned to accept as plausible based on interpretation and judgment.

Question 70

When you ask your audience to take action, you are giving a speech to______________ .

Question 71

Give an example of a proposition of fact, value, and policy.

Question 72

What is pathos and how can you use it effectively in your persuasive speech?

Question 73

What is mythos and how can it lead to ethnocentrism if youaren't careful?

Question 74

List and describe the three components of ethos.

Question 75

Briefly explain the elaboration likelihood model and how it relates to persuasive speaking.

Question 76

Create a syllogism, labeling each part.

Question 77

Create an enthymeme, labeling each part.

Question 78

What is argument by induction?

Question 79

Give an example of inductive reasoning.

Question 80

Give an example of argument by cause.