Deck 15: Speaking to Persuade

Question 1

1-13 "At the end of my speech,the audience will prefer drinking water to drinking soda" is an example of a speech that targets a(n)_____.

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

Answer 1

C

Question 2

1-14 "At the end of my speech,the audience will acknowledge that volcanoes contribute more to global warming than motor vehicles" is an example of a speech that targets a(n)_____.

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

Answer 2

B

Question 3

1-10 In her persuasive speech,Beatrice says the following: "So,by using these simple steps,you will save time,money,and energy." What form of persuasive appeal is this?

A) Positive appeal
B) Negative or guilt-based emotion
C) Cognitive dissonance
D) An appeal to the audience's self-esteem needs

Answer 3

A

Question 4

1-19 Credibility is the audience's perception of a speaker's _____.

A) competence,trust,and pathos
B) trust,competence,and ethos
C) competence,trust,and dynamism
D) trust,dynamism,and logos

Question 5

1-20 Charisma is a form of_____.

A) competence
B) dynamism
C) trustworthiness
D) pathos

Question 6

1-17 The statement "The administration should create a mechanism that would prevent absences from school-sponsored activities from hurting students' grades" is a proposition of _____.

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

Question 7

1-4 Frazier is listening to a persuasive speech on assisted suicide.With the new information presented in the speech,he is learning more about the problem and begins to question his own opinion.What is the best term for what Frazier is experiencing?

A) Values erosion
B) Cognitive dissonance
C) Predetermined motivation
D) Credibility deterioration

Question 8

1-6 When Aaron tries to persuade his audience to install a smoke detector in their apartment,he is appealing to his listeners' _____ needs.

A) self-actualization
B) physiological
C) social
D) safety

Question 9

A new framework for understanding persuasion is called the _____and focuses on how audience members interpret persuasive messages.

Question 10

1-2 Using force to achieve your goal is called_____.

A) persuasion
B) coercion
C) ethos
D) logos

Question 11

1-9 In her persuasive speech,Martha spoke about the alleged espionage by the Chinese,and the possible theft of U.S.nuclear armament secrets.She got the audience to think about the possibility that China could one day rise up and use high-tech nuclear weapons against the United States.She challenged them to monitor Senate hearings on the problem and to get involved by writing or e-mailing their congress persons.What form of motivation did Martha successfully employ in her speech?

A) An appeal to patriotism
B) An appeal to basic self-esteem and self-actualization needs
C) A positive visualization
D) A fear appeal

Question 12

1-15 A proposition is basically a _____.

A) central idea
B) specific purpose
C) syllogism
D) supporting illustration

Question 13

1-7 One of your classmates argues in his persuasive speech,"What starving people need first is food and clean water--not counseling about the sad state of their governments,not advice about ways to attract new industry,and not pity over the loss of their self-esteem." What principle of persuasive speaking is this class member effectively using?

A) Cognitive dissonance and negative motivation
B) Presenting more advantages than disadvantages
C) Basic needs must be satisfied before higher-level ones are considered
D) Creating gradual,rather than sudden,change in listeners

Question 14

1-8 Which of the following is a term used in Maslow's hierarchy of needs?

A) Self-actualization
B) Action
C) Satisfaction
D) Visualization

Question 15

1-11 Which of the following is/are true of The Elaboration Likelihood Model?

A) It is not audience-centered.
B) It has to do with information and not persuasion/unreceptive
C) it can be especially valuable in helping you understand how you have been persuaded.
D) It was developed by Alan Monroe.

Question 16

1-3 The primary difference between a persuasive speech and an informative speech is that a persuasive speech _____.

A) does not need to be as well organized as an informative speech needs to be
B) needs more detailed and varied supporting material than an informative speech needs
C) is delivered from a manuscript,an informative speech extemporaneously
D) attempts to change or reinforce the attitudes,beliefs,values,or behavior of others

Question 17

1-1 The process of changing or reinforcing attitudes,beliefs,values,or behavior is the process of _____.

A) informing
B) entertaining
C) persuading
D) refuting

Question 18

1-18 "Fast food restaurants should be required to provide nutritional information about items on their menu" is a proposition of _____.

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

Question 19

1-5 Creating a sense of discomfort by pointing out inconsistencies,then offering a way to reduce that discomfort,is a persuasive strategy called _____.

A) values erosion
B) motivating with positive appeals
C) cognitive dissonance
D) inductive reasoning

Question 20

1-16 Imelda wants to persuade her audience that driving hybrid vehicles is an effective method of conserving fuel.You recognize this as a proposition of _____.

A) fact
B) attitude
C) behavior
D) value

Question 21

1-35 Assuming that someone is an expert on a topic just because he or she is a celebrity is an example of _____.

A) appeal to misplaced authority
B) bandwagon fallacy
C) either-or fallacy
D) non sequitur

Question 22

1-21 When Ramone spoke about the need for regular health check-ups,he provided clear,accurate information and was so knowledgeable that everyone responded quite positively to his speech.What aspects of speaker credibility did Ramone demonstrate?

A) Competence
B) Trustworthiness
C) Dynamism
D) Initial credibility

Question 23

1-26 Reasoning from a general statement to a specific conclusion is known as _____.

A) inductive reasoning
B) deductive reasoning
C) Toulmin's model
D) causal reasoning

Question 24

1-34 A classmate asks Caroline about evidence that seemed questionable in her persuasive speech.Caroline evades the issue by quickly bringing up an irrelevant fact about another point in her speech.What sort of logical fallacy does this illustrate?

A) Non sequitur
B) Appeal to misplaced authority
C) Red herring
D) Causal fallacy

Question 25

1-23 Adapting your message to your audience,establishing common ground,and using good evidence are all ways of developing _____.

A) initial credibility
B) derived credibility
C) terminal credibility
D) vicarious credibility

Question 26

1-25 "All ministers are honest people;Rev.Thompson is a minister;therefore,Rev.Thompson is an honest man" is an example of _____.

A) inductive reasoning
B) a syllogism
C) a form of causal reasoning
D) a fallacy known as ad hominem

Question 27

1-30 When Judd said,"The rights of students are being violated on other college campuses and it will happen on our campus.Everyone sees it...everyone knows it." You recognized this as a(n)_____.

A) reasoning fallacy known as a "red herring"
B) appeal to a misplaced authority
C) bandwagon fallacy
D) appeal to misplaced authority

Question 28

1-36 "People should not let their animals outside when it is a full moon" is an example of which of the following logical fallacies?

A) Hasty generalization
B) Non sequitur
C) Causal fallacy
D) Personal attack

Question 29

1-24 The perception the audience forms of you as you present your speech is _____ credibility.

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

Question 30

1-28 In your speech to a group of high school students,you explain how you have seen people do stupid things at parties as a result of drinking,you've seen how drunken people put themselves at risk,and you've heard of people's reputations being ruined because of alcohol-related incidents.Because of what you've seen,you want to urge your listeners to avoid drinking in social situations so they will not suffer the consequences similar to those you discussed.What form of reasoning have you used in this speech?

A) Deductive
B) Inductive
C) Causal
D) Syllogistic

Question 31

1-38 Sarah identifies common arguments as to why Bigfoot does not exist and systematically argues against each of these objections.What organizational pattern is she using?

A) Cause and effect
B) Problem and solution
C) Motivated sequence
D) Refutation

Question 32

1-40 In his speech,Warnie painted a picture for the audience of the grim future that will occur if the current rate of child abuse continues.This is an example of _____.

A) a satisfaction step
B) a positive visualization
C) a negative visualization
D) a need step

Question 33

1-22 When students arrived for the speech by Joe Clark,they had already seen posters around campus with his picture and the mention of a movie about him,Lean on Me,which many had even seen.In his speech of introduction,the student body president complimented Clark's achievements and commented upon his awards and recognition.The publicity and the introduction enhanced Mr.Clark's _____ credibility.

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

Question 34

1-31 Marty's persuasive speech was about gun control and school violence.He made the statement,"We either get rid of the guns in our society or we get ready for more school violence,like what happened in Kentucky,Arkansas,and Colorado." This kind of argument represents a(n)_____.

A) bandwagon fallacy
B) ad hominem fallacy
C) appeal to misplaced authority
D) either-or fallacy

Question 35

1-37 Using emotion may be referred to as_____.

A) ethos
B) pathos
C) logos
D) appeal to logic

Question 36

1-33 Tom used the Internet to check the show time for a local movie he wanted to see.When he arrived at the theater at the time shown online,he found he was late for the start of the movie.Afterwards,Tom told his friend not to use the Internet because it was an unreliable source of information.This is an example of a reasoning fallacy of _____.

A) non sequitur
B) red herring
C) causal
D) either-or
E) hasty generalization

Question 37

1-27 A syllogism is part of which type of reasoning?

A) Inductive
B) Reductive
C) Subductive
D) Deductive

Question 38

1-39 Visualization is a step that is included in the _____ organizational pattern.

A) cause and effect
B) motivated sequence
C) refutation
D) problem and solution

Question 39

1-32 Thea is arguing against the bond proposal that would raise money to build a bike lane on the main avenue coming into the University.She dismisses the opposing argument,describing the group that proposed the bonds as "liberal do gooders." By making this claim,she is asking the audience to believe her based on which type of reasoning fallacy?

A) Red herring
B) Personal attack
C) Appeal to misplaced authority
D) Non sequitur

Question 40

1-29 In a speech to the neighborhood watch group,Mr.Simmons made the following statement: "If you see someone running full steam down the sidewalk,you can safely assume that he or she has committed some type of crime in that neighborhood." Some members of the audience recognized this statement as an example of _____.

A) a causal fallacy
B) red herring
C) deductive reasoning
D) a bandwagon fallacy

Question 41

2-2 The audience-centered model of presentational speaking is useful for informative but not for persuasive presentations.

Question 42

2-18 A three-part argument that consists of a major premise,a minor premise,and a conclusion used by Ralph in his speech is known as causal reasoning.

Question 43

2-6 The idea underlying Maslow's hierarchy of needs is that the needs at the top of the pyramid must be satisfied before one can concentrate on the needs at the bottom of the pyramid.

Question 44

2-7 For fear appeals to be effective,the speaker needs to convince the audience that the threat is real.

Question 45

2-12 Credibility is the audience's perception of the speaker's competence,trustworthiness,and dynamism.

Question 46

2-14 Dynamism is specifically determined by the organization of your presentation.

Question 47

2-3 When you are presented with information that is not consistent with your current thinking or feelings,you experience coercion.

Question 48

2-17 "I saw smoke coming from behind the mountain and,when I arrived at that side of the mountain,I noticed a fire in a wooded area.The smoke must have come from the fire.' This is an example reasoning by analogy.

Question 49

2-9 An attitude is a predisposition to respond favorably or unfavorably to something.

Question 50

2-16 Inductive reasoning argues from specific examples to reach a general conclusion.

Question 51

2-15 The perception the audience has of you after you have concluded your speech,answered any questions,and left the area is your derived credibility.

Question 52

1-41 In a speech about improved public safety,Stewie called for his audience to sign a petition to support current legislation that he felt would improve the situation.What type of audience is best suited for this kind of appeal?

A) The uninformed audience
B) The neutral or apathetic audience
C) The receptive audience
D) The unreceptive or hostile audience

Question 53

2-1 Generally,as stated in your book,only attorneys,advertisers,and politicians use persuasion.

Question 54

2-11 "Drinking too much caffeine is harmful to your health" is a proposition of policy.

Question 55

2-5 The motivated sequence was developed by the research team of Monroe and Maslow.

Question 56

2-4 According to Maslow's hierarchy of needs,basic physiological needs must be satisfied before we tend to others.

Question 57

2-10 "Maine is the most beautiful state in the country" is an example of a proposition of policy.

Question 58

1-42 Which of the following is a recommended strategy for an unreceptive audience?

A) Provide a clear objective
B) Tell your audience what you want them to do
C) Acknowledge opposing points of view
D) Save your strongest argument for last

Question 59

2-13 Letting the audience know about your personal experiences with your topic is a good way to develop your credibility.

Question 60

2-8 A health club ad showing sleek,well-toned bodies on exercise machines is attempting to motivate with positive appeals.

Question 61

3-4 Briefly discuss the difference between an attitude,value,and a belief.Give an example of each.Why are these differences important to a speaker?

Question 62

3-10 Briefly explain what it means to use a non sequitur.

Question 63

4-1 _____ is the sense of mental discomfort that may prompt a person to change when new information conflicts with previously organized thought patterns.

Question 64

4-8 The impression of a speaker's believability before the speaker begins to speak is his or her _____.

Question 65

3-7 What is reasoning by analogy,and what should the speaker consider when using an argument from analogy?

Question 66

2-20 When you are addressing a receptive audience,be indirect in stating your objective.

Question 67

4-6 A proposition advocating that something "should" be changed is a proposition of _____.

Question 68

4-3 A(n)_____ is a learned predisposition to respond favorably or unfavorably to something.

Question 69

3-8 Briefly explain the concept of a syllogism.What type of reasoning does this represent?

Question 70

3-5 Differentiate between the three types of propositions (fact,value,policy).

Question 71

4-5 A(n)_____ is an enduring conception of right or wrong,good or bad.

Question 72

3-1 What is cognitive dissonance? How might a speaker make use of it in a persuasive speech?

Question 73

3-9 Briefly explain the two ways to structure a causal argument.

Question 74

3-2 Briefly discuss how a speaker might apply Maslow's Hierarchy of Needs to a persuasive speech on getting students to volunteer for a charity.Discuss at least two specific ways it might be used.

Question 75

3-3 Briefly explain three of the four strategies for using fear appeals effectively in a speech.

Question 76

3-6 Briefly explain inductive reasoning.Why is the use of statistics an example of inductive reasoning?

Question 77

4-7 _____ is the factor in a person's credibility that refers to his or her being perceived as sincere and honest.

Question 78

4-2 Maslow suggested that people's behaviors are motivated by the _____ .

Question 79

4-4 A(n)_____ is the sense of what is true or false.

Question 80

2-19 In the motivated sequence,the satisfaction step deals with the identification of a solution.