Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
TB_Q15.70 Briefly explain the concept of a syllogism. What type of reasoning
does this represent?
Answer: A syllogism is a three part argument that consists of a major premise, a minor
premise, and a conclusion. Using deductive reasoning, the effective use of a syllogism
will allow you to draw a certain conclusion. For this to be possible, both the major
premise and the minor premise must be valid and 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_Q15.71 Briefly explain the two ways to structure a causal argument.
Answer: There are two ways to structure a causal argument. One is by reasoning from
cause to effect, or predicting a result from a known fact. The other way to structure a
causal argument is by reasoning from a known effect to the cause.
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_Q15.72 Identify the concept of refutation.
Answer: One way to organize a persuasive message is by using refutation. In this
organizational strategy, you identify objections to your proposition and then refute those
objections with arguments and evidence. Typically, this organizational pattern is used
when you know the listeners’ chief objections to the proposition. By using credible facts
and statistics, you will be more effective in responding to these objections than by using
emotional arguments.
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
15.4 Fill-in–the-Blank
TB_Q15.73 _____ is the sense of mental discomfort that may prompt a person to
change when new information conflicts with previously organized thought
patterns.
Answer: Cognitive dissonance
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_Q15.74 Maslow suggested that people’s behaviors are motivated by the _____.
Answer: hierarchy of needs
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
Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
Answer: attitude
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_Q15.76 “When I am finished with my presentation, the audience will testify that
ghosts exist.” This is an example of a(n) _____.
Answer: belief
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_Q15.77 A(n) _____ is an enduring conception of right or wrong, good or bad.
Answer: value
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_Q15.78 Propositions of _____ ask the listener to judge the worth or importance
of something.
Answer: value
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_Q15.79 _____ is the factor in a person’s credibility that refers to his or her
being perceived as sincere and honest.
Answer: Trustworthiness
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_Q15.80 The impression of a speaker’s believability before the speaker begins
to speak is his or her _____.
Answer: initial 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_Q15.81 The final step in the motivated sequence organizational plan is _____.
Answer: action
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
TB_Q15.82 You are using _____ when you organize a speech according to
objections your listeners might have to your ideas.
Answer: refutation
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Moderate
Skill Level: Understand the Concepts
15.6 Essay Questions
TB_Q15.83 Explain the elaboration likelihood model (ELM).
Answer: The elaboration likelihood model focuses on how audience members interpret
persuasive messages. ELM theory includes factors that researchers call indirect or
peripheral. If a person responds to the music, creative logo, or attractive spokesperson in
an advertisement, he or she has been indirectly persuaded. ELM is more audience-
centered than other persuasive theories, so it can be valuable in understanding how we
have been persuaded.
Learning Objective: LO 15.1 Define persuasion and describe five ways listeners may be
motivated.
Topic: Understanding Persuasion
Difficulty Level: Difficult
Skill Level: Analyze It
TB_Q15.84 Explain what a speaker can do to enhance initial credibility, derived
credibility, and terminal credibility.
Answer: All types of credibility require thoughtful planning. For initial credibility, the
speaker should be mindful of his or her dress and demeanor prior to the speech. Have
notes and visual aids prepared and ready to set up before entering the room in view of
the audience. Provide a summary of your credentials to be used in your introduction.
Nervously running around trying to adjust various items will diminish one’s initial
credibility, whereas a calm, confident appearance will enhance it. When walking to the
lectern, look poised and confident, pause before beginning, and look at the audience
directly while beginning your speech.
Derived credibility is created during the course of the speech, and is a direct result of
preparation, creating common ground with the audience, and practice. Making use of the
notions of competence, trustworthiness, and dynamism will enhance one’s derived
Beebe/Beebe/Ivy Communication: Principles for a Lifetime, 6e Test Bank
and give an example of six of the eight.
Answer: Examples will vary. (1) Causal fallacy is making a faulty cause and effect
connection between two things or events. (2) Bandwagon fallacy suggests that because
everyone else is doing something, you should too. (3) Either–or fallacy oversimplifies an
issue by offering only two choices. (4) Hasty generalization occurs when you reach a
conclusion without adequate supporting evidence. (5) Personal attack or ad hominem is
attacking the person rather than the issues at hand. (6) Red herring is using irrelevant
facts to distract someone for the issue. (7) Appeal to misplaced authority is using
someone without the appropriate credentials or expertise to endorse an idea or product,
for example, a celebrity to endorse a financial institution. (8) Non sequitur means that an
idea or conclusion does not logically follow the previous idea or conclusion.
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: Difficult
Skill Level: Analyze It
TB_Q15.86 Alfred told his audience that they should try to avoid a certain
restaurant in town because he ate there for the first time over the weekend and the
food wasn’t very good, and the service was terrible. Since some of the audience
members were regulars at that restaurant and found that the food and service
were good, what logical fallacy is Alfred guilty of using and why?
Answer: Alfred is guilty of using a hasty generalization. He ate at the restaurant one
time and used that single experience to draw general conclusions about the food and
service. A person who draws a conclusion from too little evidence or nonexistent
evidence is making a hasty generalization.
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: Difficult
Skill Level: Analyze It
TB_Q15.87 Select one of the topics given below for this question. Using the topic,
develop an organizational plan using the motivated sequence. Include and explain
each step in the sequence.
Topics:
1. Audience members should volunteer to be bone marrow donors;
2. The Board of Regents should vote to lower the tuition at this university;
3. Audience members should make a commitment to exercise at least thirty
minutes each day.
Answer: Answers will vary. The steps of the motivated sequence are: (1) Attention. In
this step, the speaker gets the audience’s attention through use of interesting material,
by using an appropriate attention-getting device as in any speech. An example would be
telling a personal story about how one improved one’s own health and appearance
through an exercise program. (2) Need. This step involves demonstrating that an
undesirable situation exists. The speaker must use evidence to support the existence of
a need, and perhaps create cognitive dissonance in the audience. An example might be
pointing to the susceptibility of the audience members to catch colds; the inability to
follows the solution (When you are fifty you will be as active as you are now). A negative
visualization is one in which the speaker describes what will happen if the audience does
not follow the solution. (When you are fifty you might be too out of shape to enjoy a hike,
or worse, you might have developed high blood pressure and high cholesterol.) (5)
Action. Here, the speaker offers specific behavioral steps for the audience to follow. (The
multipurpose room is free to students and offers a variety of types of exercises. The
recreation department sponsors a number of intramural events. They are …)
Learning Objective: LO 15.4 Organize your persuasive message.
Topic: Organizing Your Persuasive Message
Difficulty Level: Difficult
Skill Level: Analyze It