Deck 15: Speaking to Persuade

Question 1

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 1

A

Question 2

The process of changing or reinforcing attitudes, beliefs, values, or behavior is called _____.

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

Answer 2

C

Question 3

Which needs in Maslow's hierarchy refer to basic needs such as food, water, and air?

A) Physiological
B) Security
C) Self-actualization
D) Self-esteem

Answer 3

A

Question 4

A speech that emphasizes the ethical character of a speaker is demonstrating _____.

A) eros
B) ethos
C) logos
D) pathos

Question 5

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 6

Which of the following is TRUE about the elaboration likelihood model (ELM)?

A) It is not audience-centered.
B) It is one of the original frameworks for understanding persuasion.
C) It can be especially valuable in helping you understand how you have been persuaded.
D) It was developed by Alan Monroe.

Question 7

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 8

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 emailing their representatives in congress before it's too late. 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 9

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
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 10

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 11

Creating a sense of discomfort by pointing out inconsistencies and 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 12

"At the end of my speech, the audience will acknowledge that an increase in property taxes is directly related to the increase in pay for congress" is an example of a speech that targets a(n) _____.

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

Question 13

The elaboration likelihood model includes a category of factors referred to as _____.

A) direct
B) constant
C) indirect
D) occasional

Question 14

A proposition is basically a _____.

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

Question 15

"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

Question 16

When Aaron tries to persuade his listeners 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 17

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) Using cognitive dissonance and negative motivation
B) Presenting more advantages than disadvantages
C) Satisfying basic needs before higher-level ones are considered
D) Creating gradual, rather than sudden, change in listeners

Question 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

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

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

Question 20

Garret told his classmate Keith that if he didn't write his term paper for him, then Garret was going to tell the professor that Keith cheated on the exam. This demonstrates the idea of _____.

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

Question 21

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, citing 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 22

A syllogism is part of which type of reasoning?

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

Question 23

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

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

Question 24

Norris showed a picture of a smiling baby during his talk on vaccinating toddlers. He was using ____ to appeal to the audience's emotion.

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

Question 25

In the motivated sequence organizational pattern, after a speaker gains the attention of the audience, he or she should establish why the speech topic should concern the audience. What step is this called?

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

Question 26

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) a bandwagon fallacy
D) appeal to misplaced authority

Question 27

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) hasty generalization
B) red herring
C) causal
D) either-or

Question 28

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

Question 29

"People should not let their animals outside when there 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 30

The perception the audience forms of you as you present your speech is called _____ credibility.

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

Question 31

Kaarin is trying to convince her audience to vote for the upcoming wage increase that will help keep qualified staff on the team. She is using ____.

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

Question 32

In his speech, Warner 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

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 34

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 35

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 36

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

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

Question 37

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 witnessed how drunken people put themselves at risk, and you've heard of people's reputations being ruined because of alcohol-related incidents. Because of your experiences, 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 38

Ramona is arguing against the bond proposal that would raise money to build a bike lane on the main avenue leading onto the university campus. 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 39

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 40

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 41

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

Question 42

Coercion is exactly the same as persuasion.

Question 43

Aristotle used the word logos when referring to emotional appeals used to move an audience.

Question 44

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

Question 45

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

Question 46

The idea that public inoculation programs for polio eradicated the disease is an example of reasoning by analogy.

Question 47

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 48

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 49

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

Question 50

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

Question 51

Trustworthiness refers to an aspect of the speaker's credibility that reflects whether the speaker is perceived as informed and skilled.

Question 52

Reasoning is the process of drawing conclusions from evidence.

Question 53

In a speech about improved public safety, Stewart 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 54

When you are presented with information that is NOT consistent with your current thinking or feelings, you experience coercion.

Question 55

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

Question 56

"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 of reasoning by analogy.

Question 57

Creating dissonance and then offering listeners a way to restore balance can be an effective persuasive strategy.

Question 58

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

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

Question 60

The need to be loved is an example of a self-esteem need.

Question 61

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

Question 62

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

Question 63

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

Question 64

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

Question 65

Identify the concept of refutation.

Question 66

"When I am finished with my presentation, the audience will testify that ghosts exist." This is an example of a(n) _____.

Question 67

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

Question 68

Briefly explain the various stages of credibility as it applies to a speaker.

Question 69

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

Question 70

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 71

Propositions of _____ ask the listener to judge the worth or importance of something.

Question 72

Briefly explain the two ways to structure a causal argument.

Question 73

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

Question 74

When you are addressing a receptive audience, it is recommended that you should be indirect in stating your objective.

Question 75

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

Question 76

Describe the various strategies for using fear appeals effectively in a speech.

Question 77

What is cognitive dissonance? How might a speaker use it in a persuasive speech?

Question 78

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

Question 79

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

Question 80

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