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Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
Test Bank Chapter 15: Speaking to Persuade
15.1 Multiple Choice
TB_Q15.01 The process of changing or reinforcing attitudes, beliefs, values, or
behavior is called _____.
a.
informing
b.
entertaining
c.
persuading
d.
refuting
Answer: c
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Easy
Skill Level: Remember the Facts
TB_Q15.02 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
Answer: b
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.03 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
Answer: d
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Apply What You Know
TB_Q15.04 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
Answer: b
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.05 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
Answer: c
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.06 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
Answer: d
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.07 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
Answer: c
TB_Q15.08 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: a
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.09 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
Answer: d
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.10 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: a
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.11 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.
Answer: c
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Apply What You Know
TB_Q15.12 The elaboration likelihood model includes a category of factors
referred to as _____.
a.
direct
b.
constant
c.
indirect
d.
occasional
Answer: c
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.13 “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
Answer: c
Learning Objective: LO 15.2 Explain how to select and narrow a persuasive topic,
identify a persuasive purpose, and develop and support a persuasive proposition.
Topic: Developing Your Audience-Centered Persuasive Speech
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.14 “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
Answer: b
Learning Objective: LO 15.2 Explain how to select and narrow a persuasive topic,
identify a persuasive purpose, and develop and support a persuasive proposition.
Topic: Developing Your Audience-Centered Persuasive Speech
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.15 A proposition is basically a _____.
a.
central idea
b.
specific purpose
c.
syllogism
d.
supporting illustration
Answer: a
Learning Objective: LO 15.2 Explain how to select and narrow a persuasive topic,
identify a persuasive purpose, and develop and support a persuasive proposition.
Topic: Developing Your Audience-Centered Persuasive Speech
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.16 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
Answer: a
Learning Objective: LO 15.2 Explain how to select and narrow a persuasive topic,
identify a persuasive purpose, and develop and support a persuasive proposition.
Topic: Developing Your Audience-Centered Persuasive Speech
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.17 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
Answer: b
Learning Objective: LO 15.2 Explain how to select and narrow a persuasive topic,
identify a persuasive purpose, and develop and support a persuasive proposition.
Topic: Developing Your Audience-Centered Persuasive Speech
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.18 “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
Answer: c
Learning Objective: LO 15.2 Explain how to select and narrow a persuasive topic,
identify a persuasive purpose, and develop and support a persuasive proposition.
Topic: Developing Your Audience-Centered Persuasive Speech
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.19 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
Answer: c
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.20 A speech that emphasizes the ethical character of a speaker is
demonstrating _____.
a.
eros
b.
ethos
c.
logos
d.
pathos
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.21 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
Answer: a
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.22 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
Answer: a
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.23 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
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.24 The perception the audience forms of you as you present your speech
is called _____ credibility.
a.
initial
b.
charisma
c.
derived
d.
terminal
Answer: c
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.25 “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
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.26 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
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.27 A syllogism is part of which type of reasoning?
a.
Inductive
b.
Reductive
c.
Productive
d.
Deductive
Answer: d
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.28 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
Answer: c
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.29 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
Answer: a
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.30 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
Answer: c
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.31 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
Answer: d
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.32 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?
Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
a.
Red herring
b.
Personal attack
c.
Appeal to misplaced authority
d.
Non sequitur
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.33 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
Answer: a
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.34 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
Answer: c
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.35 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
Answer: a
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.36 “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
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.37 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
Answer: b
Learning Objective: LO 15.3 Use credibility, logical reasoning, and emotional appeals to
make your persuasive speech more effective.
Topic: Supporting Your Persuasive Message with Credibility, Logic, and Emotion
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.38 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
Answer: d
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.39 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
Answer: b
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.40 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 _____.
