Deck 17: Persuasive Speaking

Question 1

Explain Muzafer Sherif and Carl Hovland's (1961)social judgment theory.

Answer 1

Sherif and Hovland created social judgment theory in an attempt to determine what types of communicative messages and under what conditions communicated messages will lead to a change in someone's behavior.Sherif and Hovland found that people's perceptions of attitudes,values,beliefs,and behaviors exist on a continuum including latitude of rejection,latitude
of noncommitment,and latitude of acceptance.

Question 2

Persuasion is the use of communication to get a person to behave in a manner or embrace a point-of-view related to values,attitudes,and/or beliefs that he or she would not have done otherwise.

Answer 2

True

Question 3

An external justification is the process of reducing cognitive dissonance by voluntarily changing a behavior,belief,or attitude.

Answer 3

False

Question 4

Nancy is at a food show where all of the local restaurants are giving away samples of the food.She takes a bite of a mini-cupcake and thinks it's the best thing she's ever tasted.Nancy's conclusion is considered a(n)____________.

A)attitude
B)belief
C)cognition
D)dissonance
E)value

Question 5

What are the range of behaviors or thoughts individuals have no strong opinion for,as discussed by Muzafer Sherif and Carl Hovland's (1961)social judgment theories?

A)latitude of acceptance
B)latitude of belief
C)latitude of commitment
D)latitude of noncommitment
E)latitude of rejection

Question 6

Upon contemplation,Geraldo is 99% positive that the defendant is guilty even though the evidence does not clearly support Geraldo's position.Geraldo's conclusion is considered a(n)____________.

A)attitude
B)belief
C)cognition
D)dissonance
E)value

Question 7

Julia loves to analyze political speeches.She loves to see how politicians put together specific phrases in an attempt to persuade audiences.She also loves evaluating the truthfulness of various statements politicians make and whether those politicians' arguments are logical.What personality trait does Julia possess?

A)argumentativeness
B)elaboration intensity
C)need for cognition
D)neuroticism
E)verbal aggression

Question 8

The latitude of liking is the range of acceptable behaviors or thoughts individuals will accept as discussed by Muzafer Sherif and Carl Hovland's (1961)social judgment theories.

Question 9

___________ ___________ ___________ is a personality trait characterized by an internal drive or need to engage in critical thinking and information processing.

Question 10

The more ___________ someone is to persuasion,the more time it generally takes to persuade them.

Question 11

Sam really likes Joann,a girl he's been dating for a few weeks.The problem is Sam is a Republican and Joann is a Democrat,and Sam isn't sure he can see himself in a long-term relationship with someone of a different political party.Based on this scenario,what is Sam experiencing?

A)cognitive behavior
B)cognitive dissonance
C)heightened sensitivity to homophily
D)persuasive behavior
E)persuasive dissonance

Question 12

What is the use of communication to get a person to behave in a manner or embrace a point-of-view related to values,attitudes,and/or beliefs that he or she would not have done otherwise?

A)conversion
B)guidance
C)impact
D)influence
E)persuasion

Question 13

A dispositional belief is a belief that people have actively engaged in and created over the course of their lives.

Question 14

While watching an advertisement,Tim sees a star he looks up to selling a new brand of bubblegum.After seeing the commercial,Tim rushes out to buy a packet of the gum.What type of elaboration has occurred in this scenario?

A)alternative
B)central
C)decentralized
D)peripheral
E)outer

Question 15

What is meant by the term "persuasion?"

Question 16

Penelope is an audience member in an introductory public speaking class.One of her peers is delivering a speech on why fireworks should be banned.The arguments her peer is making sound good,but when Penelope analyzes what is actually being argued,the arguments start falling apart immediately.What type of elaboration has occurred in this scenario?

A)alternative
B)central
C)decentralized
D)peripheral
E)outer

Question 17

Pat was always raised to think that hard work was truly worth something in life.This is an example of what?

A)attitude
B)belief
C)cognition
D)dissonance
E)value

Question 18

Differentiate between core and dispositional beliefs.

Question 19

An attitude is an individual's perception of the usefulness,importance,or worth of something.

Question 20

Discuss Petty and Cacioppo's (1986)elaboration likelihood model.

Question 21

A _____________ claim is a persuasive claim that describes the nature of a problem and advocates a solution.

Question 22

The following claim is an example of what type of persuasive claim? "Technology is eroding the American family and removing people from their neighbors."

A)belief
B)definitional
C)factual
D)policy
E)value

Question 23

What is a persuasive claim arguing the truth or falsity of an assertion?

A)belief
B)definitional
C)factual
D)policy
E)value

Question 24

"The United States should ban all forms of depression medication for children under the age of 18" is an example of a policy claim.

Question 25

The following claim is an example of what type of persuasive claim? "The earth has one moon that is controlled by the earth's gravitational field."

A)belief
B)definitional
C)factual
D)policy
E)value

Question 26

"It's unfair for men to receive paternity leave" is an example of a policy claim.

Question 27

Explain and give an example of a factual claim.

Question 28

The following is an example of what type of persuasive claim? "A teacher should not be fired for violating a morality clause if she is caught engaging in lewd behavior in an online environment like World of Warcraft because the behavior isn't real."

A)belief
B)definitional
C)factual
D)policy
E)value

Question 29

"Dissent in organizations should never be allowed" is an example of a definitional claim.

Question 30

A _____________ claim is a persuasive claim arguing the truth or falsity of an assertion.

Question 31

Are core or dispositional beliefs harder to alter in a persuasion attempt? Why?

Question 32

A _____________ claim is a persuasive claim advocating a judgment about something.

Question 33

What is a persuasive claim about the denotation or classification of what something is?

A)belief
B)definitional
C)factual
D)policy
E)value

Question 34

What is a persuasive claim advocating a judgment about something?

A)belief
B)definitional
C)factual
D)policy
E)value

Question 35

"Censorship of books in public schools is a good idea" is an example of a factual claim.

Question 36

All persuasive claims call for immediate action.

Question 37

Describe Leon Festinger's (1957)cognitive dissonance theory,and give an example of how this concept plays out in real life.

Question 38

Explain and give an example of a definitional claim.

Question 39

The following claim is an example of what type of persuasive claim? "For safety reasons,flight attendants should be under 6 feet tall."

A)belief
B)definitional
C)factual
D)policy
E)value

Question 40

What is a persuasive claim that describes the nature of a problem and advocates a solution?

A)belief
B)definitional
C)factual
D)policy
E)value

Question 41

Explain and give an example of a value claim.

Question 42

In the satisfaction step of Monroe's motivated sequence,an explanation occurs when a speaker explains the attitude,value,belief,or action the speaker wants her or his audience to accept.

Question 43

What step in Monroe's motivated sequence occurs when a speaker establishes that there is a specific issue or problem?

A)action
B)attention
C)need
D)satisfaction
E)visualization

Question 44

Which of the five parts of the satisfaction step in Monroe's motivated sequence asks a speaker to show how the solution you have proposed meets the need or problem?

A)explanation
B)meeting objections
C)reference to practical experience
D)statement
E)theoretical demonstration

Question 45

Explaining why your audience should care about your speech topic is part of the needs step in Monroe's motivated sequence.

Question 46

In the satisfaction step of Monroe's motivated sequence,____________ ____________ occurs when a speaker offers rebuttals for arguments against her or his speech.

Question 47

What step in Monroe's motivated sequence occurs when a speaker sets out to fulfill the need or solve the problem?

A)action
B)attention
C)need
D)satisfaction
E)visualization

Question 48

What step in Monroe's motivated sequence occurs when a speaker asks for an audience to approve the speaker's proposal?

A)action
B)attention
C)need
D)satisfaction
E)visualization

Question 49

Which of the following is not part of the need step in Monroe's motivated sequence?

A)A speaker needs to give a clear and concise statement of the problem.
B)A speaker needs to provide some kind of evidence that shows the ramifications or consequences of the problem.
C)The speaker needs to clearly state the attitude,value,belief,or action you want your audience to accept.
D)A speaker needs to point to the audience and show exactly how the problem relates to the audience members personally.
E)The speaker needs to provide one or more examples to illustrate the need.

Question 50

Explain the two goals of policy claims.

Question 51

When do you think it's appropriate for a speaker to engage in a speech based on a value claim? Do you think this kind of speech is appropriate for novice public speakers in a public speaking class?

Question 52

Which of the two forms of action discussed by Monroe's motivated sequence asks for an audience's consent or agreement with a speaker's proposed attitude,value,or belief?

A)approval
B)behavioral action
C)cognitive action
D)delayed action
E)immediate action

Question 53

The correct ordering of Monroe's motivated sequence is: attention,need,satisfaction,visualization,and action.

Question 54

What are the three parts of an effective attention step (in order)?

A)gain audience attention,introduce the topic,explain why the audience should care
B)explain why the audience should care,introduce the topic,gain audience attention
C)introduce the topic,gain audience attention,explain why the audience should care
D)gain audience attention,explain why the audience should care,introduce the topic
E)explain why the audience should care,gain audience attention,introduce the topic

Question 55

What form of visualization occurs when a speaker shows how adopting a proposal leads to a better future?

A)alternative
B)combination
C)negative
D)positive
E)pro-social

Question 56

The goal of a comparative advantages speech is to compare items side-by-side and show why one of them is more advantageous than the other.

Question 57

What step in Monroe's motivated sequence occurs when a speaker attempts to get his or her audience's attention?

A)action
B)attention
C)need
D)satisfaction
E)visualization

Question 58

What step in Monroe's motivated sequence occurs when a speaker asks his or her audience to visualize a future where the need has been met or the problem solved?

A)action
B)attention
C)need
D)satisfaction
E)visualization

Question 59

A problem-cause-solution speech format has a speaker weigh the problems and causes of two or more items or ideas.

Question 60

Explain and give an example of a policy claim.

Question 61

Create a persuasive speech outline using the comparative alternatives method for persuasive speaking for Pepsi vs.Coke.

Question 62

Create a persuasive speech outline using Monroe's motivated sequence for your favorite brand of soft drink or comparable beverage.

Question 63

Explain the two forms of action discussed in Monroe's motivated sequence.

Question 64

Explain the problem-cause-solution method for persuasive speaking.

Question 65

The ____________ step in Monroe's motivated sequence occurs when a speaker establishes that there is a specific need or problem.

Question 66

In the visualization step in Monroe's motivated sequence,the ____________ method of visualization occurs when a speaker shows how not adopting the proposal will lead to a worse future.

Question 67

Create a persuasive speech outline using Monroe's motivated sequence for a topic you find personally interesting on your college or university campus.

Question 68

Explain the five parts of an effective satisfaction step in Monroe's motivated sequence.

Question 69

Create a persuasive speech outline using the problem-cause-solution method for persuasive speaking for a problem you see in your community.

Question 70

Explain the comparative alternatives method for persuasive speaking.