Deck 14: Understanding Principles of Persuasive Speaking

Question 1

14-13 The most basic needs for all humans are ______ needs.Unless these needs are met,it will be difficult to motivate a listener to satisfy other needs.

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

Answer 1

A

Question 2

14-11 Matt is listening to a persuasive speech on assisted suicide.He begins to feel uncomfortable but then decides the speaker didn't know what she was 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.

Answer 2

B

Question 3

14-15 The personal need to achieve our highest potential is known as the need for

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

Answer 3

C

Question 4

14-19 A ______ is a good result or something that creates a positive emotional response in the listener.

A)value
B)feature
C)need
D)benefit

Question 5

14-10 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)negative motivation.
B)appealing to basic human needs.
C)emotional appeal.
D)cognitive dissonance.

Question 6

14-01 The process of changing or reinforcing a listener's attitudes,beliefs,values,or behavior is

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

Question 7

14-17 When Jeri tries to persuade listeners to take action against a corporation that is polluting her community's waterways because the pollutants in the water have been linked to an increased risk of cancer,she is appealing to listeners' _____ needs.

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

Question 8

14-18 Knowing what your listeners value and appealing to those values is known in persuasion as

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

Question 9

14-06 _____ is the term Aristotle used to refer to appeals to human emotion.

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

Question 10

14-12 The classic theory that outlines basic human needs was developed by ______,who suggested that there is a hierarchy of needs that motivates everyone's behavior.

A)Carl Rogers
B)Abraham Maslow
C)Carl Jung
D)Sigmund Freud

Question 11

14-04 In the process of persuading your audience,which of the following is most difficult to change?

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

Question 12

14-14 Brendan 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 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 13

14-20 A ______ is a characteristic of something you are describing.

A)value
B)feature
C)need
D)benefit

Question 14

14-03 A way we structure reality to accept something as true or false is a

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

Question 15

14-05 The underlying internal force that drives us to achieve our goals is

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

Question 16

14-16 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.In order to do so,she recounts emotional stories about victims of handgun violence.She also emphasizes that anyone can become a victim of handgun violence,including children.According to Maslow,which need is she addressing?

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

Question 17

14-08 ______ is a theory that suggests people can be persuaded by logic,evidence,and reasoning,or through a more peripheral route that may depend on the credibility of the speaker,the sheer number of arguments presented,or emotional appeals.

A)Cognitive dissonance
B)The hierarchy of needs
C)The elaboration likelihood model of persuasion
D)Positive motivation

Question 18

14-02 Our likes and dislikes are represented by our

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

Question 19

14-09 The sense of disorganization that prompts a person to change when new information conflicts with previously organized thought patterns is

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

Question 20

14-07 _____ is the term Aristotle used to refer to logic-the formal system of using rules to reach a conclusion.

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

Question 21

14-27 The statement "Osama bin Laden was responsible for the September 11 tragedy," is a proposition of

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

Question 22

14-34 Aristotle used the term ethos to refer to the rational,logical arguments that a speaker uses to persuade someone.

Question 23

14-25 Social ______ theory categorizes listener responses to a persuasive message according to latitude of acceptance,latitude of rejection,or latitude of noncommitment.

A)exchange
B)judgment
C)justice
D)interaction

Question 24

14-39 According to Maslow's theory,basic physiological needs have to be satisfied before people can be motivated by higher-level needs.

Question 25

14-21 In her persuasive speech,Tiphani says the following: "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 26

14-32 Trying to change an audience's attitude is easier than attempting to change its' values.

Question 27

14-23 In her persuasive speech,Martha spoke about the possibility of dirty nuclear weapons being used against the United States by Iraq,Iran,and North Korea.She challenged her audience to monitor Senate hearings on the problem and to 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 28

14-26 A(n)______ is a statement that summarizes the ideas with which a speaker wants an audience to agree.

A)proposition
B)application
C)hypothesis
D)attitude

Question 29

14-22 You want to do a speech on the importance of committing to a daily exercise routine,but you don't want to come across as though you were 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 activity.If you do this,what persuasive strategy will you be using?

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

Question 30

14-30 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 31

14-38 Cognitive dissonance is the sense of mental discomfort that prompts a person to change when new information conflicts with previously organized thought patterns.

Question 32

14-40 The need for self-esteem is the need to feel loved and valued.

Question 33

14-33 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 34

14-29 When a proposition in a persuasive speech focuses on having the listener judge the worth or importance of something,it is a proposition of

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

Question 35

14-24 When are fear appeals most successful?

A)when your listeners feel powerless to change or remedy the impending threat
B)when your listeners perceive the threat as hypothetical rather than real
C)when you can convince your listeners that they have the power to make a change that will reduce the threat
D)when the threat is directed at the audience-members themselves rather than their family members

Question 36

14-37 From the standpoint of the elaboration likelihood model (ELM)of persuasion,the term elaborate means to think about information,ideas,and issues related to the content of a message.

Question 37

14-35 Aristotle used the term logos to refer to the use of appeals to emotion.

Question 38

14-28 Janet saw on the news where a family of seven children perished in a house fire-it was also revealed that the house did not contain smoke detectors.As a result she developed a persuasive speech stating that this tragedy can be avoided in everyone's home with the simple installation of a smoke detector.Janet was using which kind of proposition for her central idea?

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

Question 39

14-36 Motivation is the underlying internal force that drives people to achieve their goals.

Question 40

14-31 Beliefs are more deeply ingrained than values.

Question 41

14-42 _____ is the sense of mental discomfort that prompts a person to change when new information conflicts with previously organized thought patterns.

Question 42

14-44 A _____ is a good result or something that creates a positive emotional response in the listener.

Question 43

14-43 In Maslow's hierarchy of needs,the need for _____ is the need to achieve one's highest potential.

Question 44

14-45 A _____ is a characteristic of something that you are describing.

Question 45

14-46 Explain the difference between attitudes,beliefs,and values and give an example of each.

Question 46

14-41 Persuasion that occurs when audience members critically examine evidence and arguments occurs through the ______ persuasion route.

Question 47

14-47 Explain the four different methods you can use to motivate listeners to respond to a persuasive message.

Question 48

14-50 Define and give an example of a proposition of policy.

Question 49

14-49 Define and give an example of a proposition of value.

Question 50

14-48 Define and give an example of a proposition of fact.