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Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
a.
a satisfaction step
b.
a positive visualization
c.
a negative visualization
d.
a need step
Answer: c
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.41 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
Answer: c
Learning Objective: LO 15.5 Provide specific suggestions for adapting to receptive
audiences, neutral audiences, and unreceptive audiences.
Topic: Adapting Ideas to People and People to Ideas
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.42 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
Answer: c
Learning Objective: LO 15.5 Provide specific suggestions for adapting to receptive
audiences, neutral audiences, and unreceptive audiences.
Topic: Adapting Ideas to People and People to Ideas
Difficulty Level: Moderate
Skill Level: Understand the Concepts
15.2 True/False
TB_Q15.43 Coercion is exactly the same as persuasion.
Answer: false
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_Q15.44 Creating dissonance and then offering listeners a way to restore
balance can be an effective persuasive strategy.
Answer: true
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_Q15.45 When you are presented with information that is NOT consistent with
your current thinking or feelings, you experience coercion.
Answer: false
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_Q15.46 According to Maslow’s hierarchy of needs, basic physiological needs
must be satisfied before we tend to others.
Answer: true
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_Q15.47 The need to be loved is an example of a self-esteem need.
Answer: false
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_Q15.48 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.
Answer: false
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_Q15.49 For fear appeals to be effective, the speaker needs to convince the
audience that the threat is real.
Answer: true
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_Q15.50 A health club ad showing sleek, well-toned bodies on exercise
machines is attempting to motivate with positive appeals.
Answer: true
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_Q15.51 An attitude is a predisposition to respond favorably or unfavorably to
Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
something.
Answer: true
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_Q15.52 “Maine is the most beautiful state in the country” is an example of a
proposition of policy.
Answer: false
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_Q15.53 “Drinking too much caffeine is harmful to your health” is a proposition
of policy.
Answer: false
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_Q15.54 Aristotle used the word logos when referring to emotional appeals
used to move an audience.
Answer: false
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_Q15.55 Letting the audience know about your personal experiences with your
topic is a good way to develop your credibility.
Answer: true
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_Q15.56 Trustworthiness refers to an aspect of the speaker’s credibility that
reflects whether the speaker is perceived as informed and skilled.
Answer: false
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_Q15.57 The perception the audience has of you after you have concluded your
speech, answered any questions, and left the area is your derived credibility.
Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
Answer: false
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_Q15.58 Reasoning is the process of drawing conclusions from evidence.
Answer: true
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_Q15.59 “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.
Answer: false
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_Q15.60 The idea that public inoculation programs for polio eradicated the
disease is an example of reasoning by analogy.
Answer: false
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_Q15.61 In the motivated sequence, the satisfaction step deals with the
identification of a solution.
Answer: true
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.62 When you are addressing a receptive audience, it is recommended that
you should be indirect in stating your objective.
Answer: false
Learning Objective: LO 15.5 Provide specific suggestions for adapting to receptive
audiences, neutral audiences, and unreceptive audiences.
Topic: Adapting Ideas to People and People to Ideas
Difficulty Level: Moderate
Skill Level: Understand the Concepts
15.3 Short Answer
TB_Q15.63 What is cognitive dissonance? How might a speaker use it in a
persuasive speech?
Answer: Cognitive dissonance is a feeling of discomfort a person experiences when he
or she perceives there is new information that conflicts with their previously organized
thought patterns. This feeling of imbalance may prompt a change in their thoughts, likes
or dislikes, or behavior. A speaker may make use of this by pointing out such
inconsistencies such as, for example, one’s wish for good health is inconsistent with
one’s lifestyle. The persuader then offers a palatable way to reduce that inconsistency, in
the form of a solution step, so that the listener can restore his or her comfort level or
sense of balance, e.g., cutting down on fatty foods and beginning to exercise.
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_Q15.64 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.
Answer: First, the speaker must determine which needs on the hierarchy are relevant to
the topic, and which needs on the hierarchy are important to his or her audience. If it can
be assumed that the lower needs (physiological and safety) are generally met, then the
speaker may look to a higher need, such as social or self-actualization needs. Then, the
speaker determines how his or her proposition can fulfill that need. For the topic of
charity, an appeal to a safety need might emphasize the future possibility that the
student or his or her family might someday need the services of that particular charity.
This could be accomplished by pointing to other similar people who have needed it in the
past. An additional appeal might be to one’s self-esteem need, which might use positive
visualization to help the student feel good about him- or herself through volunteering.
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_Q15.65 Describe the various strategies for using fear appeals effectively in a
speech.
Answer: The first strategy is if the speaker shows the fear’s potential for affecting the
loved ones of the audience, as opposed to personal impact. The second fear appeal is to
make it credible, for example, a doctor’s agreement or someone who already possesses
credibility and respect. A third fear appeal is to make the threat imminent. For the
audience to believe the threat is real, the speaker needs to demonstrate the likelihood of
the threat taking place, perhaps by describing illustrations of real people being affected
by it. Fourth, make the threat strong. Increasing the intensity of the fear appeal increases
the likelihood the fear appeal will be effective, particularly if the listener can take the
action recommended by that speaker.
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
concept of right or wrong, or good or bad. For example, one may have the value that
each individual should enjoy privacy. Knowledge of the nature of attitudes, beliefs, and
values is important because they vary in their permanence. Attitudes change fairly easily,
beliefs less so, and values are enduring and not likely to change. A speaker should take
this into account when planning his or her proposition. If he or she wishes to affect or
change the values of the audience, for instance, then only a modest change would be
realistic. Likewise, if the speaker can surmise the values of the audience, he or she
might be able to link the proposition to their values.
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: Apply What You Know
TB_Q15.67 Differentiate between the three types of propositions (fact, value,
policy).
Answer: A proposition of fact deals with claims as to whether something is true or false,
known or unknown. A proposition of value calls for a judgment of worth or value. A
proposition of policy advocates a specific action or change of policy, procedure, or
behavior.
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_Q15.68 Briefly explain the various stages of credibility as it applies to a
speaker.
Answer: Credibility can be established before, during, and after a speech. Initial
credibility is the impression your listeners have of the speaker before he or she even
begins to speak. This level of credibility might be determined by appearance and
credentials. Derived credibility stems from the perception the audience has as the
speaker delivers the speech. Things like common ground and the organization of the
speech can affect derived credibility. Finally, terminal credibility is the perception
listeners have after the speaker is finished with the speech. By having a strong
conclusion and maintaining eye contact after the closing sentence, a speaker can
strengthen his or her terminal credibility.
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_Q15.69 What is reasoning by analogy, and what should the speaker consider
when using an argument from analogy?
Answer: Reasoning by analogy is one in which the speaker demonstrates how an
unfamiliar thing, idea, or situation is similar to something the audience already
understands by drawing a conclusion between two things or situations. These things
must share some essential common feature for the reasoning by analogy to be sound.
