Deck 16: Understanding Principles of Persuasive Speaking

Question 1

3 ________ is something you understand to be true or false.

A)A reason
B)An attitude
C)A belief
D)A value

Answer 1

C

Question 2

7 The underlying internal force that drives us to achieve our goals is

A)guilt.
B)persistence.
C)anxiety.
D)motivation.

Answer 2

D

Question 3

2 Our likes and dislikes are represented by our

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

Answer 3

B

Question 4

16 In his persuasive speech,Brendan argues,"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 Brendan effectively utilizing?

A)The principle of cognitive dissonance and negative motivation.
B)The principle of presenting more advantages than disadvantages.
C)The principle of creating gradual,rather than sudden,change in listeners.
D)The principle that basic needs must be satisfied before higher-level ones.

Question 5

1 The process of changing or reinforcing attitudes,beliefs,values,or behavior is

A)persuasion.
B)logic.
C)argument.
D)motivation.

Question 6

4 In an informative speech,the speaker informs the audience about potential options available to them; persuasive speakers on the other hand

A)ask the audience to make a choice.
B)teach the audience about the topic.
C)focus on the goals of understanding and remembering.
D)ask the audience their opinion.

Question 7

8 The sense of discomfort that a person experiences when new information conflicts with that person's current attitudes,beliefs,values,or behavior is

A)cognitive confusion.
B)cognitive dissonance.
C)logical dissonance.
D)reasonable disassociation.

Question 8

15 Although Betsy lives in a state where carrying concealed weapons is legal,she wants to persuade her listeners that stricter handgun legislation should be passed.According to Maslow,which need is she addressing?

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

Question 9

20 You want to give a speech on the importance of establishing an exercise routine,but you do not want to come across as though you are scolding the audience for not being more active.You simply want to uplift them,to make them feel good about their own potential,and to show them the health benefits of exercise.To do this,what persuasive strategy should you use?

A)positive motivation
B)negative motivation
C)cognitive dissonance
D)fear appeals

Question 10

13 The personal need to achieve one's highest potential is called

A)self esteem.
B)emotional values.
C)self-actualization.
D)psychological need.

Question 11

12 Lawanda did not want to change her stance on capital punishment,but Jack's argument did make her think twice about her position.However,instead of being persuaded,Lawanda dismissed the arguments by deeming Jack's facts unreliable.How has Lawanda responded to her own cognitive dissonance in this instance?

A)By reinterpreting Jack's message.
B)By discrediting Jack and his sources.
C)By simply refusing to listen to the remaining points.
D)By seeking information from another source.

Question 12

9 Sometimes persuasive messages are so at odds with a listener's attitudes,beliefs,and values that he or she may

A)look elsewhere for information.
B)discredit the source.
C)stop listening.
D)reinterpret the message.

Question 13

6 In the process of persuading your audience,it is most difficult to change listeners'

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

Question 14

14 Maslow's hierarchy of needs asserts that basic human needs must be satisfied before listeners can be motivated respond to higher needs.These basic needs are

A)physiological.
B)safety.
C)social.
D)psychological.

Question 15

10 If you present a pro-life speech and get the pro-choice listeners to feel uncomfortable with their positions,you have effectively used the persuasive technique of

A)using negative motivation.
B)appealing to basic human needs.
C)using emotional appeals.
D)using cognitive dissonance.

Question 16

17 Knowing what your listeners value or need and appealing to those values or needs is known in persuasion as

A)self actualization appeal.
B)self esteem appeal.
C)negative motivation.
D)positive motivation.

Question 17

11 Matt is listening to a persuasive speech on assisted suicide.He begins to feel uncomfortable but then decides the speaker does not know what she is talking about.Matt is using which dissonance coping strategy?

A)He is reinterpreting the message and restoring balance to what he is hearing.
B)He is discrediting the source.
C)He is using positive motivation to adjust to what he is hearing.
D)He is seeking new information.

Question 18

18 When Jeri tries to persuade her listeners to take action against corporations who pollute community waterways,she is appealing to the listeners'

A)security and safety needs.
B)physiological needs.
C)social needs.
D)self-esteem needs.

Question 19

5 Persuasion is the process of

A)helping an audience understand a procedure.
B)encouraging an audience to think about a topic in a different way.
C)entertaining an audience without being too obvious.
D)changing or reinforcing attitudes,beliefs,and values.

Question 20

19 Tiphani,in her persuasive speech,says "So,by using these simple steps,you will save time,money,and energy." What form of persuasive appeal is this?

A)an appeal to self-esteem needs
B)a negative or guilt-based appeal
C)using cognitive dissonance
D)an appeal to positive motivation

Question 21

26 In a persuasive speech,the speaker asks the audience to make a choice,rather than just informing them of the options.

Question 22

35 To elaborate means to think about the information,ideas,and issues related to the content of the message you hear.

Question 23

21 In her persuasive speech,Martha spoke about the possibility of nuclear weapons being used against the United States by Iraq,Iran,and North Korea if the government refused to take action.So she challenged the audience to monitor Senate hearings and get involved by writing or emailing their legislators.What form of motivation did Martha successfully employ in her speech?

A)positive motivation,based on a patriotism appeal
B)an appeal to basic self-esteem and self-actualization needs
C)cognitive dissonance
D)negative motivation,based on a fear appeal

Question 24

23 When a proposition in a persuasive speech focuses on changing a procedure,a law,or a behavior,it is a proposition of

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

Question 25

27 Persuasion is the process of changing or reinforcing the listeners' attitudes,beliefs,values,or behavior.

Question 26

38 We cannot be motivated by several needs at the same time.

Question 27

31 Aristotle believed that in order to be credible,a public speaker should be ethical,possess good character,have common sense,and be concerned for the well-being of the audience.

Question 28

22 When a proposition in a persuasive speech focuses on having the listeners judge the worth or importance of something,it is a proposition of

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

Question 29

40 The need for self-esteem reflects our desire to think well of ourselves.

Question 30

34 Motivation is the underlying internal force that drives people to achieve their goals.

Question 31

30 Trying to change an audience's attitude is easier than attempting to change its values.

Question 32

28 Beliefs and/or values are easier to change than attitudes.

Question 33

33 Aristotle used the term logos to refer to the use of appeals to emotion.

Question 34

37 According to psychologist Abraham Maslow,basic physiological needs have to be satisfied before we can be motivated to respond to higher-level needs.

Question 35

29 Beliefs are the most deeply ingrained of the three dispositions: attitudes,beliefs,and values.

Question 36

24 The statement "Osama bin Laden was responsible for the September 11th tragedy," is a proposition of

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

Question 37

25 Janet saw on the news that a family of seven perished in a house fire-it was also revealed that the house did not have smoke detectors.As a result,she developed a persuasive speech stating that such tragedy can be avoided with the simple installation of a smoke detector in everyone's house.Janet was using which kind of proposition as her central idea?

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

Question 38

32 Aristotle used the term ethos to refer to the rational,logical arguments that a speaker uses to persuade someone.

Question 39

39 The need for self-esteem is the need to feel loved and valued.

Question 40

36 Cognitive dissonance is the sense of mental discomfort a person experiences when new information conflicts with that person's attitudes,beliefs,values,or behavior.

Question 41

48 Define a proposition of fact and give an example of one.

Question 42

45 ________suggests that when listeners are confronted with a persuasive message,their responses fall into one of three categories: a latitude of acceptance,a latitude of rejection,or a latitude of noncommitment.

Question 43

43 A ________ is a good result or something that creates a positive feeling for the listener.

Question 44

50 Define a proposition of policy and give an example of one.

Question 45

42 According to Abraham Maslow,the need to achieve one's highest potential is referred to as _______.

Question 46

44 A ________ is a characteristic of something that you are describing.

Question 47

49 Define a proposition of value and give an example of one.

Question 48

Identify and describe the four different ways to motivate listeners to respond to a persuasive message.

Question 49

46 Explain the difference between attitudes,beliefs,and values and provide an example of each.

Question 50

41 ________ is the sense of mental discomfort that a person experiences when new information conflicts with that person's attitudes,beliefs,values,or behavior.