Ch15 Persuasive Speaking Full Test Bank

Type: multiple choice question

Title: Chapter 15 Question 1

1) ____________ is the process of motivating someone, through communication, to change a particular belief, attitude, or behavior.

Page reference: CHARACTERISTICS OF PERSUASION

a. Persuasion

b. Coercion

c. Entertaining

d. Educating

Type: multiple choice question

Title: Chapter 15 Question 2

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

Page reference: CHARACTERISTICS OF PERSUASION

a. convincing

b. rewarding

c. persuasion

d. coercion

Type: multiple choice question

Title: Chapter 15 Question 3

3) “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?

Page reference: CHARACTERISTICS OF PERSUASION

a. Persuasion is usually incremental.

b. Persuasion is interactive.

c. Persuasion can be coercive

d. Persuasion can be ethical.

Type: multiple choice question

Title: Chapter 15 Question 4

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

Page reference: CHARACTERISTICS OF PERSUASION

a. noncommitment

b. nonopinion

c. nonapproval

d. nonsupport

Type: multiple choice question

Title: Chapter 15 Question 5

5) “Persuasion is usually incremental” is a premise of which theory?

Page reference: CHARACTERISTICS OF PERSUASION

a. Social exchange theory

b. Social judgment theory

c. Monroe’s Motivated Sequence

d. Information hunger theory

Type: multiple choice question

Title: Chapter 15 Question 6

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

Page reference: CHARACTERISTICS OF PERSUASION

a. latitude of acceptance

b. latitude of rejection

c. latitude of opinion

d. anchor

Type: multiple choice question

Title: Chapter 15 Question 7

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

Page reference: CHARACTERISTICS OF PERSUASION

a. latitude of noncommitment

b. latitude of acceptance

c. latitude of rejection

d. latitude of persuasion

Type: multiple choice question

Title: Chapter 15 Question 8

8) 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.

Page reference: CHARACTERISTICS OF PERSUASION

a. ambitious

b. realistic

c. aspiring

d. engaging

Type: multiple choice question

Title: Chapter 15 Question 9

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

Page reference: CHARACTERISTICS OF 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.

Type: multiple choice question

Title: Chapter 15 Question 10

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

Page reference: CHARACTERISTICS OF PERSUASION

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.

Type: multiple choice question

Title: Chapter 15 Question 11

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

Page reference: CHARACTERISTICS OF PERSUASION

a. Unethical persuasion

b. Unethical persuasion

c. Direct persuasion

d. Professional persuasion

Type: multiple choice question

Title: Chapter 15 Question 12

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

Page reference: CHARACTERISTICS OF PERSUASION

a. ethical

b. incremental

c. coercive

d. strategic

Type: multiple choice question

Title: Chapter 15 Question 13

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. anchor

b. social judgment thesis

c. proposition

d. call to action

Type: multiple choice question

Title: Chapter 15 Question 14

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. fact

b. value

c. policy

d. belief

Type: multiple choice question

Title: Chapter 15 Question 15

15) “California is the best place to live” is an example of a proposition of ____________.

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. fact

b. value

c. policy

d. belief

Type: multiple choice question

Title: Chapter 15 Question 16

16) “The federal government should abolish tobacco companies” is an example of a proposition of ____________.

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. fact

b. value

c. policy

d. actuation

Type: multiple choice question

Title: Chapter 15 Question 17

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

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.

Type: multiple choice question

Title: Chapter 15 Question 18

18) Changing the way an audience thinks refers to ____________.

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. actuating

b. stimulating

c. convincing

d. intellectualizing

Type: multiple choice question

Title: Chapter 15 Question 19

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. inform

b. coerce

c. dissuade

d. actuate

Type: multiple choice question

Title: Chapter 15 Question 20

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

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.

Type: multiple choice question

Title: Chapter 15 Question 21

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. passive persuasion

b. targeted persuasion

c. direct persuasion

d. indirect persuasion

Type: multiple choice question

Title: Chapter 15 Question 22

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

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

Type: multiple choice question

Title: Chapter 15 Question 23

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. passive persuasion

b. direct persuasion

c. indirect persuasion

d. targeted persuasion

Type: multiple choice question

Title: Chapter 15 Question 24

24) Which philosopher is credited with creating the theory of persuasion?

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. Plato

b. Aristotle

c. Monroe

d. Haidt

Type: multiple choice question

Title: Chapter 15 Question 25

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. Rhetorical triad

b. Argumentum ad populum

c. Rule of three

d. Reductio ad absurdum

Type: multiple choice question

Title: Chapter 15 Question 26

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. Logos

b. Ethos

c. Pathos

d. Self-actualization

Type: multiple choice question

Title: Chapter 15 Question 27

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

a. Logos

b. Ethos

c. Pathos

d. Emotes

Type: multiple choice question

Title: Chapter 15 Question 28

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

Page reference: CATEGORIZING PERSUASIVE ATTEMPTS

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.

Type: multiple choice question

Title: Chapter 15 Question 29

29) What is wrong with the following persuasive purpose statement? “The purpose of my speech is to save the turtles.”

Page reference: CREATING A PERSUASIVE MESSAGE

a. It is not ethical

b. It is not credible

c. It is not specific

d. It is not logical

Type: multiple choice question

Title: Chapter 15 Question 30

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

Page reference: CREATING A PERSUASIVE MESSAGE

a. Describing the solution

b. Describing the problem

c. Describing the desired audience response

d. Describing the speaker

Type: multiple choice question

Title: Chapter 15 Question 31

31) 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?

Page reference: CREATING A PERSUASIVE MESSAGE

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.

Type: multiple choice question

Title: Chapter 15 Question 32

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

Page reference: CREATING A PERSUASIVE MESSAGE

a. Compelling

b. Convincing

c. Rational

d. Emotional

Type: multiple choice question

Title: Chapter 15 Question 33

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

Page reference: CREATING A PERSUASIVE MESSAGE

a. ad hominem

b. reduction ad absurdum

c. argumentum ad verecundiam

d. argumentum ad populum

Type: multiple choice question

Title: Chapter 15 Question 34

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

Page reference: CREATING A PERSUASIVE MESSAGE

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?

Type: multiple choice question

Title: Chapter 15 Question 35

35) 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?

Page reference: CREATING A PERSUASIVE MESSAGE

a. Ad hominem

b. Reductio ad absurdum

c. Post hoc ergo propter hoc

d. Argumentum ad populum

Type: multiple choice question

Title: Chapter 15 Question 36

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

Page reference: CREATING A PERSUASIVE MESSAGE

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

Type: multiple choice question

Title: Chapter 15 Question 37

37) “We either fight a war on their soil, or we’ll have to fight it in our own country” is what kind of fallacy?

Page reference: CREATING A PERSUASIVE MESSAGE

a. Faulty analogy

b. Hasty generalization

c. Either–Or

d. False Cause

Type: multiple choice question

Title: Chapter 15 Question 38

38) 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?

Page reference: ADAPTING TO THE AUDIENCE

a. A target audience

b. A actuation audience

c. A focus group

d. A hostile audience

Type: multiple choice question

Title: Chapter 15 Question 39

39) During a presentation to blue-collar workers, a speaker says, “We’re all just working stiffs.” Which of the following techniques is this?

Page reference: ADAPTING TO THE AUDIENCE

a. Establishing a yes response

b. Adapting to a hostile audience

c. Establishing common ground

d. Utilizing indirect persuasion

Type: multiple choice question

Title: Chapter 15 Question 40

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

Page reference: ADAPTING TO THE AUDIENCE

a. Using an ad hominem argument

b. Developing a “yes” response

c. Establishing common ground

d. Utilizing indirect persuasion

Type: multiple choice question

Title: Chapter 15 Question 41

41) 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?

Page reference: ADAPTING TO THE AUDIENCE

a. Establish common ground

b. Neutralize potential hostility

c. Adapt to cultural differences

d. Mislead the audience

Type: multiple choice question

Title: Chapter 15 Question 42

42) 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?

Page reference: BUILDING CREDIBILITY AS A SPEAKER

a. Emotional credibility

b. Social credibility

c. Derived credibility

d. Emotional credibility

Type: multiple choice question

Title: Chapter 15 Question 43

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

Page reference: BUILDING CREDIBILITY AS A SPEAKER

a. Initial

b. Social

c. Derived

d. Terminal

Type: multiple choice question

Title: Chapter 15 Question 44

44) What are the three C’s of credibility?

Page reference: BUILDING CREDIBILITY AS A SPEAKER

a. character, charisma, and charm

b. competence, character, and charisma

c. character, charisma, and cleverness

d. cleverness, convincing, and character

Type: multiple choice question

Title: Chapter 15 Question 45

45) Enthusiasm is most closely related to ____________.

Page reference: BUILDING CREDIBILITY AS A SPEAKER

a. confidence

b. competence

c. character

d. charisma

Type: multiple choice question

Title: Chapter 15 Question 46

46) ____________ is the audience’s perception of two factors: enthusiasm and likeability.

Page reference: BUILDING CREDIBILITY AS A SPEAKER

a. Competence

b. Charisma

c. Character

d. Credibility

Type: multiple choice question

Title: Chapter 15 Question 47

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

Page reference: BUILDING CREDIBILITY AS A SPEAKER

a. indirect persuasion

b. emotional evidence

c. confirmation bias

d. pathos

Type: fill-in-blank

Title: Chapter 15 Question 48

48) 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 ____________.

Type: fill-in-blank

Title: Chapter 15 Question 49

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

Type: fill-in-blank

Title: Chapter 15 Question 50

50) Aristotle’s appeal based on logical reasoning is called _________.

Type: fill-in-blank

Title: Chapter 15 Question 51

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

Type: fill-in-blank

Title: Chapter 15 Question 52

52) A ________ is an error in logic.

Type: fill-in-blank

Title: Chapter 15 Question 53

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

Type: fill-in-blank

Title: Chapter 15 Question 54

54) The perceived believability of a speaker is known as _____________.

Type: fill-in-blank

Title: Chapter 15 Question 55

55) ____________ refers to the speaker’s expertise on a topic.

Type: fill-in-blank

Title: Chapter 15 Question 56

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

Type: fill-in-blank

Title: Chapter 15 Question 57

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

Type: fill-in-blank

Title: Chapter 15 Question 58

58) Ethos comes from the Greek word for ___________.

Type: matching question

Title: Chapter 15 Question 59

59) Drag and drop items on the left to the corresponding item on the right.

Type: matching question

Title: Chapter 15 Question 60

60) Drag and drop items on the left to the corresponding item on the right.