Deck 15: Appendix: Communicating for Career Success

Question 1

A parent who threatens his or her child with a spanking to get him to clean his room would be an example of ____________.

A) convincing
B) rewarding
C) persuasion
D) coercion

Answer 1

D

Question 2

"Two people engaged in a debate in which both parties are trying to persuade one another to come around to their way of thinking would best exemplify which characteristic of persuasion?

A) Persuasion is usually incremental.
B) Persuasion is interactive.
C) Persuasion can be coercive
D) Persuasion can be ethical.

Answer 2

B

Question 3

Three latitudes discussed in social judgment theory are the latitude of acceptance, rejection, and ____________.

A) noncommitment
B) nonopinion
C) nonapproval
D) nonsupport

Answer 3

A

Question 4

"Persuasion is usually incremental" is a premise of which theory?

A) Social exchange theory
B) Social judgment theory
C) Monroe's Motivated Sequence
D) Information hunger theory

Question 5

In a persuasive presentation, the ____________ best represents the listener's point of view before the speech.

A) latitude of acceptance
B) latitude of rejection
C) latitude of opinion
D) anchor

Question 6

People who care very strongly about a particular point of view are said to have a very narrow ____________.

A) latitude of noncommitment
B) latitude of acceptance
C) latitude of rejection
D) latitude of persuasion

Question 7

Public speakers who heed the principle of social judgment theory know that the best chance of changing audience attitudes toward a topic would be to present an argument that sets ___________ goals for the audience to change.

A) ambitious
B) realistic
C) aspiring
D) engaging

Question 8

Which of the following best summarizes the difference between ethical and unethical persuasion?

A) Ethical persuasion utilizes indirect persuasion and made-up statistics to persuade the audience, while unethical persuasion uses well-cited sources and coercion to persuade.
B) Unethical persuasion uses well-cited sources and has the audience's best interests at heart, while ethical persuasion utilizes appeals to emotion and has only the speaker's best interests at heart.
C) Ethical persuasion is communication guided by the best interests of the audience that does not intentionally mislead or lie, while unethical persuasion misleads or lies to the audience for personal gain.
D) Ethical persuasion often threatens the audience into agreement, while unethical persuasion often changes the audiences' views by persuasion.

Question 9

Which of the following is an unethical practice in persuasive speaking?

A) Seeking to influence others' lives in a worthwhile way.
B) Accurately citing your sources.
C) Telling the truth even if it hinders your argument.
D) Persuading someone for your own benefit.

Question 10

A salesperson lying about the effectiveness of his product would be an example of which of the following?

A) Unethical persuasion
B) Unethical persuasion
C) Direct persuasion
D) Professional persuasion

Question 11

Successful persuasion is usually ____________ because attitudes do not normally change instantly or dramatically.

A) ethical
B) incremental
C) coercive
D) strategic

Question 12

In persuasive speeches, the thesis statement is referred to as the ___________.

A) anchor
B) social judgment thesis
C) proposition
D) call to action

Question 13

Listeners are required to determine the truth when there is a proposition of ____________.

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

Question 14

"California is the best place to live" is an example of a proposition of ____________.

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

Question 15

"The federal government should abolish tobacco companies" is an example of a proposition of ____________.

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

Question 16

Which of the following best demonstrates the difference between a proposition of value and a proposition of policy?

A) Propositions of policy go one step beyond propositions of fact and convince listeners to follow their hearts.
B) Propositions of value go one step beyond propositions of policy and ask listeners to choose the truth for themselves.
C) Propositions of policy go one step beyond propositions of value and explore the worth of an idea, person, or object.
D) Propositions of policy go one step beyond propositions of value and recommend a specific course of action.

Question 17

Changing the way an audience thinks refers to ____________.

A) actuating
B) stimulating
C) convincing
D) intellectualizing

Question 18

If the objective of your speech is to ____________, you add a third step, describing the desired audience reaction to the structure of your speech.

A) inform
B) coerce
C) dissuade
D) actuate

Question 19

Which of the following best describes the difference between actuating and convincing an audience?

A) While convincing an audience motivates listeners to idolize the speaker, actuating an audience motivates listeners to dislike the speaker.
B) Convincing an audience motivates listeners to change their point of view, while actuating an audience motivates listeners to change a behavior or perform a specific task.
C) While convincing an audience is always unethical, actuating an audience is always ethical.
D) Actuating an audience motivates listeners to change their point of view, while convincing an audience motivates listeners to change a behavior or perform a specific task.

Question 20

A speaker who makes his or her purpose clear, usually by stating it outright in the speech, is using ____________.

A) passive persuasion
B) targeted persuasion
C) direct persuasion
D) indirect persuasion

Question 21

Which of the following is the best example of indirect persuasion?

A) A salesperson who exaggerates the quality of his goods to get you to buy something
B) A salesperson who does not directly try to sell you anything but praises the products in the store
C) A salesperson telling you that you either buy the most expensive thing in the store, or nothing at all
D) A salesperson telling you that he is paid by commission and that he is therefore interested in selling you something as expensive as possible

Question 22

Which is the best strategy to use with a friendly audience?

A) passive persuasion
B) direct persuasion
C) indirect persuasion
D) targeted persuasion

Question 23

Which philosopher is credited with creating the theory of persuasion?

A) Plato
B) Aristotle
C) Monroe
D) Haidt

Question 24

The theory of persuasion which is framed as a balance of appeals based on credibility, emotion, and logic is called

A) Rhetorical triad
B) Argumentum ad populum
C) Rule of three
D) Reductio ad absurdum

Question 25

When you ask your audience to have faith in you based on your good character and competence, you are making an appeal based on

A) Logos
B) Ethos
C) Pathos
D) Self-actualization

Question 26

Trying to stir the audience's emotions through vivid stories and powerful testimony is using which of Aristotle's appeals?

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

Question 27

Which of the following best summarizes the difference between indirect and direct persuasion?

A) Indirect persuasion is always unethical, while direct persuasion is always ethical.
B) Direct persuasion is always more effective than indirect persuasion.
C) A speaker using direct persuasion will make their purpose clear, usually stating it outright, while a speaker using indirect persuasion will disguise or deemphasizes their purpose.
D) A speaker using direct persuasion does their best to disguise or deemphasize their purpose, while a speaker using indirect persuasion will make their purpose clear.

Question 28

What is wrong with the following persuasive purpose statement? "The purpose of my speech is to save the turtles."

A) It is not ethical
B) It is not credible
C) It is not specific
D) It is not logical

Question 29

____________ is the first step in the basic structure of a persuasive speech.

A) Describing the solution
B) Describing the problem
C) Describing the desired audience response
D) Describing the speaker

Question 30

Your roommate has not been doing his fair share of the housework. Using the three basic steps of the problem-solution method, how would you try to discourage this behavior and actuate him to help out more around the apartment?

A) Ask him how the dirty apartment makes him feel; hope that you have offered enough emotional evidence that he will begin doing his part.
B) Tell him that if he doesn't do his fair share of the work, you will contact the landlord and have him removed from the apartment.
C) Tell him how his behaviour violates the spirit of roommate equality; explain the resulting tension in the house; and demand that he do his fair share of the work.
D) Describe how his lack of help around the house affects you; offer to work with him to outline an equal division of labor; and encourage him to see that the relationship will improve and the apartment will be cleaner.

Question 31

____________ evidence is supporting material that evokes fear, anger, pride, sympathy, or reverence in the audience.

A) Compelling
B) Convincing
C) Rational
D) Emotional

Question 32

A speaker who attempts to weaken an opponent's argument by attacking the person's integrity is guilty of the ____________ fallacy.

A) ad hominem
B) reduction ad absurdum
C) argumentum ad verecundiam
D) argumentum ad populum

Question 33

When attempting to identify an argumentum ad verecundiam fallacy, which is the best question to pose?

A) Is the speaker an expert on the topic?
B) Is the speaker a paid spokesperson?
C) Is the speaker engaging in indirect persuasion?
D) Is the speaker using emotional evidence?

Question 34

If someone's leg begins to ache before it rains, and he assumes that the pain caused the rain, this would be an example of which fallacy?

A) Ad hominem
B) Reductio ad absurdum
C) Post hoc ergo propter hoc
D) Argumentum ad populum

Question 35

Which of the following would best be described as the bandwagon appeal (argumentum ad populum) fallacy?

A) Using the fact that a few people agree with you to validate an argument
B) Using the fact that many people agree with you to validate an argument
C) Calling someone a liar in order to discredit them, and by association, their argument
D) Using the fact that an authority figure agrees with you to validate an argument

Question 36

"We either fight a war on their soil, or we'll have to fight it in our own country" is what kind of fallacy?

A) Faulty analogy
B) Hasty generalization
C) Either-Or
D) False Cause

Question 37

During the presidential elections, candidates are often vying for the attention of a small portion of the audience that are more likely to change their vote, called swing voters. Swing voters are an example of which of the following?

A) A target audience
B) A actuation audience
C) A focus group
D) A hostile audience

Question 38

During a presentation to blue-collar workers, a speaker says, "We're all just working stiffs." Which of the following techniques is this?

A) Establishing a yes response
B) Adapting to a hostile audience
C) Establishing common ground
D) Utilizing indirect persuasion

Question 39

A motivational speaker who asks the audience "Do you want to improve your life today?" is doing which of the following?

A) Using an ad hominem argument
B) Developing a "yes" response
C) Establishing common ground
D) Utilizing indirect persuasion

Question 40

A speaker who is worried about the mood of the audience and uses humor to diffuse the situation is most likely attempting to do what?

A) Establish common ground
B) Neutralize potential hostility
C) Adapt to cultural differences
D) Mislead the audience

Question 41

Suppose that a classmate is giving a speech with the expressed goal to convince you that smoking is unhealthy. If at the start of the speech you are not receptive to her ideas but during her presentation you begin to appreciate your classmate's position, this would most likely be an example of which of the following?

A) Emotional credibility
B) Social credibility
C) Derived credibility
D) Emotional credibility

Question 42

____________ credibility is acquired after a speaker has finished a speech.

A) Initial
B) Social
C) Derived
D) Terminal

Question 43

What are the three C's of credibility?

A) character, charisma, and charm
B) competence, character, and charisma
C) character, charisma, and cleverness
D) cleverness, convincing, and character

Question 44

Enthusiasm is most closely related to ____________.

A) confidence
B) competence
C) character
D) charisma

Question 45

____________ is the audience's perception of two factors: enthusiasm and likeability.

A) Competence
B) Charisma
C) Character
D) Credibility

Question 46

The emotional tendency to interpret new information as confirmation of one's existing beliefs is known as

A) indirect persuasion
B) emotional evidence
C) confirmation bias
D) pathos

Question 47

Communication that is in the best interest of the audience, that does not depend on false or misleading information to change an audience's attitude or behavior, is ethical ____________.

Question 48

We can also categorize persuasion according to two major outcomes: convincing and _________.

Question 49

Aristotle's appeal based on logical reasoning is called _________.

Question 50

Material used to prove a point, such as testimony, statistics, and examples, is called ___________.

Question 51

A ________ is an error in logic.

Question 52

The part of an audience that must be influenced in order to achieve a persuasive goal is the __________ audience.

Question 53

The perceived believability of a speaker is known as _____________.

Question 54

____________ refers to the speaker's expertise on a topic.

Question 55

Statements that a receiver would not reject fall within their ___________ of acceptance.

Question 56

A speaker's character is determined by the audience's perception of two qualities: ____________ and impartiality.

Question 57

Ethos comes from the Greek word for ___________.

Question 58

Matching
-"Citizens should have the option to vote online from the comfort of their own homes"

A) A proposition of policy
B) A proposition of fact
C) A proposition of value
D) A speech to convince

Question 59

Matching
-"Ride-sharing services have contributed to traffic gridlock in many cities."

A) A proposition of policy
B) A proposition of fact
C) A proposition of value
D) A speech to convince

Question 60

Matching
-"Nurses are just as important as doctors in the healthcare system"

A) A proposition of policy
B) A proposition of fact
C) A proposition of value
D) A speech to convince

Question 61

Matching
-already know that voting is essential to the democratic process; now go out and vote on election day.

A) A proposition of policy
B) A proposition of fact
C) A proposition of value
D) A speech to convince

Question 62

Matching
-can Senator Sullivan talk about family values when he has been married three times?

A) Ad hominem
B) Bandwagon appeal
C) Appeal to authority
D) Reduction to the Absurd

Question 63

Matching
-Everyone I know takes a cruise in September. We should take a Royal Caribbean ship to Alaska this fall.

A) Ad hominem
B) Bandwagon appeal
C) Appeal to authority
D) Reduction to the Absurd

Question 64

Matching
-Matthew McConaughey only drives Lincolns. Let's take one for a test drive.

A) Ad hominem
B) Bandwagon appeal
C) Appeal to authority
D) Reduction to the Absurd

Question 65

Matching
-we allow the administration to raise tuition this year, soon they will be raising it every year, and before we know it only the wealthiest students will be able to go to school here."

A) Ad hominem
B) Bandwagon appeal
C) Appeal to authority
D) Reduction to the Absurd