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Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 1
1. Aristotle’s artistic proofs include ethos, pathos, and logos.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:24 PM
DATE MODIFIED:
11/17/2014 3:24 PM
2. According to Aristotle, ethos is concerned with putting the audience into a certain frame of mind.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. Ethos is concerned with the personal character of the speaker.
POINTS:
1
REFERENCES:
pg. 215
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:24 PM
DATE MODIFIED:
11/2/2018 2:57 PM
3. Paying attention to personal appearance, showing confidence, making eye contact, and using appropriate gestures are all ways to
enhance ethos.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:25 PM
DATE MODIFIED:
11/12/2018 9:18 AM
4. When developing ethos, avoid emphasizing the similarities you share with the audience.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. Finding common ground is a good way to express goodwill and develop ethos.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 2
DATE CREATED:
11/17/2014 3:25 PM
DATE MODIFIED:
6/4/2018 3:16 PM
5. While concepts of composure and credibility vary from culture to culture, within the United States the concept of composure and
credibility is quite homogeneous between ethnic groups.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. African American delivery is often more forceful and emotional than Euro-American
delivery, which affects speaker credibility among and between the two groups.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:26 PM
DATE MODIFIED:
6/4/2018 3:17 PM
6. Motivation is an internal, individualistic, or subjective factor that results when listeners understand how topics affect their lives in a
personal way.
a.
True
b.
False
ANSWER:
True
POINTS:
1
REFERENCES:
pg. 218
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:26 PM
DATE MODIFIED:
11/5/2018 1:26 PM
7. Although we look for emotional and psychological reasons to support our decisions, in the end, our subjective reasons are never as
influential as our logical ones.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
Our subjective reasons can be as influential as our logical ones.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:26 PM
DATE MODIFIED:
11/2/2018 2:53 PM
8. Appeals to negative emotions can backfire on the speaker if they are overdone.
a.
True
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 3
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:27 PM
DATE MODIFIED:
11/17/2014 3:27 PM
9. In Maslow’s Hierarchy, security and safety needs need to be satisfied before one can move to other needs.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. Basic needs are the first level of need to be satisfied
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:27 PM
DATE MODIFIED:
11/17/2014 3:28 PM
10. The highest-level need in Maslow's hierarchy of needs is love and belonging.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. The highest-level need in Maslow's hierarchy of needs is self-actualization.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:29 PM
DATE MODIFIED:
11/5/2018 2:29 PM
11. Motivations are often group centered; what we want for ourselves, we also want for others.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:30 PM
DATE MODIFIED:
6/4/2018 3:19 PM
12. It is generally considered unethical to appeal to emotions in an attempt to bypass logic.
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 4
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:30 PM
DATE MODIFIED:
11/17/2014 3:31 PM
13. Logos refers to the rational proofs in a speech.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:52 PM
DATE MODIFIED:
11/17/2014 3:52 PM
14. Reasoning by metaphor is a fundamental and universal type of reasoning that is practiced by cultures around the world.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:52 PM
DATE MODIFIED:
11/5/2018 2:22 PM
15. Reasoning by metaphor compares two things that are generally different but share a recognizable similarity.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:53 PM
DATE MODIFIED:
11/5/2018 2:19 PM
16. Reasoning by metaphor is generally considered "hard" proof.
a.
True
b.
False
ANSWER:
False
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 5
FEEDBACK:
Correct
Incorrect
False. Reasoning by metaphor is not considered "hard" proof and should be examined
critically.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:53 PM
DATE MODIFIED:
11/12/2018 9:24 AM
17. Deductive reasoning moves from general principles to specific examples.
a.
True
b.
False
ANSWER:
True
FEEDBACK:
Correct
Incorrect
False. Deductive reasoning goes from general principles to specific examples.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:54 PM
DATE MODIFIED:
11/5/2018 2:06 PM
18. Logical fallacies are relatively new pitfalls in persuasive speaking that arose with the popularity of the Internet.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. Logical fallacies have been around for thousands of years.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:54 PM
DATE MODIFIED:
6/4/2018 4:13 PM
19. Topics considered appropriate for public debate vary across cultures.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:55 PM
DATE MODIFIED:
11/17/2014 3:55 PM
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 6
20. Invitational rhetoric is one way to develop a dialogical spirit in your speech.
a.
True
b.
False
ANSWER:
True
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:55 PM
DATE MODIFIED:
11/17/2014 3:56 PM
21. Using a strategy of re-sourcement is most appropriate when facing an audience that largely agrees with your stance.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. Re-sourcement is best when confronted with hostile or divergent viewpoints.
POINTS:
1
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:56 PM
DATE MODIFIED:
11/17/2014 3:56 PM
22. Reversibility of perspectives is considered unethical in persuasive speech contexts.
a.
True
b.
False
ANSWER:
False
FEEDBACK:
Correct
Incorrect
False. Reversibility of perspectives is an ethical strategy that is part of invitational
rhetoric.
POINTS:
1
REFERENCES:
pg. 229
QUESTION TYPE:
True / False
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:56 PM
DATE MODIFIED:
11/5/2018 2:10 PM
23. The symbolic process in which a communicator intentionally creates an argument in order to convince others to change their
attitudes or behaviors in an atmosphere of free choice is called _____________.
a.
invitational rhetoric
b.
persuasion
c.
common ground
d.
reversibility of perspectives
e.
analogy
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 7
ANSWER:
b
POINTS:
1
REFERENCES:
pg. 215
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:57 PM
DATE MODIFIED:
11/5/2018 1:37 PM
24. The artistic proof known as ethos is primarily concerned with ________
a.
appealing to the emotions of the audience.
b.
conveying hard facts as proof.
c.
avoiding logical fallacies.
d.
developing good character.
e.
establishing speaker credibility.
ANSWER:
e
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 3:58 PM
DATE MODIFIED:
11/17/2014 3:59 PM
25. How can a speaker develop ethos with an audience?
a.
by dressing appropriately
b.
by showing dynamism
c.
by projecting warmth
d.
by demonstrating good sense
e.
All of these are good ways to develop ethos.
ANSWER:
e
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:00 PM
DATE MODIFIED:
11/2/2018 3:31 PM
26. Establishing ethos by demonstrating good sense involves showing ________
a.
warmth, deductive reasoning, and intelligence.
b.
intelligence, sound reasoning, and composure.
c.
composure, passion, and emotional connection.
d.
emotional connection, appeal to positive emotions, and common ground.
e.
common ground, motivation, and rational proof.
ANSWER:
b
POINTS:
1
QUESTION TYPE:
Multiple Choice
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 8
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:01 PM
DATE MODIFIED:
6/4/2018 4:16 PM
27. The artistic proof known as pathos is primarily concerned with ________
a.
conveying hard facts as proof.
b.
avoiding logical fallacies.
c.
developing good character.
d.
appealing to the emotions of the audience.
e.
tricking the audience into overlooking hard proof.
ANSWER:
d
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:02 PM
DATE MODIFIED:
11/17/2014 4:02 PM
28. Which statement is true of using appeals to emotions in persuasive speeches?
a.
It is unethical to appeal to listeners' emotions during a persuasive speech.
b.
Appealing to negative emotions is almost always successful.
c.
Speakers can tailor their speeches to appeal to the security and safety needs of listeners.
d.
Speakers should keep in mind that listeners are usually affected by only one motivation at a time.
e.
Since emotional appeals do not contain logical evidence, they do not need to be evaluated critically.
ANSWER:
c
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:03 PM
DATE MODIFIED:
11/17/2014 4:03 PM
29. A demagogue is a polarizing speaker who rely on __________________________
a.
ethos and logos more than on pathos.
b.
ethos and pathos more than on logos.
c.
pathos and logos more than on ethos.
d.
logos more than on ethos and pathos.
e.
pathos more than on ethos and logos.
ANSWER:
b
POINTS:
1
REFERENCES:
pg. 221
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:04 PM
DATE MODIFIED:
11/5/2018 1:55 PM
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 9
30. Scholars argue that reasoning by _________ is universal and typical of African and African-American speakers.
a.
metaphor
b.
causal
c.
deductive
d.
parallel case
e.
inductive
ANSWER:
a
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:04 PM
DATE MODIFIED:
6/4/2018 4:18 PM
31. A speaker who argues that a scholarship program for debaters would succeed in your college because a similar program worked
well in another college is using ________.
a.
a syllogism
b.
induction
c.
cause to effect reasoning
d.
effect to cause reasoning
e.
parallel case reasoning
ANSWER:
e
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:05 PM
DATE MODIFIED:
6/4/2018 4:24 PM
32. Making a generalization from specific examples is called ________
a.
deductive reasoning.
b.
inductive reasoning.
c.
causal reasoning.
d.
problem-solution reasoning.
e.
a logical fallacy.
ANSWER:
b
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:06 PM
DATE MODIFIED:
11/17/2014 4:07 PM
33. A speaker who argues that a scholarship program for debaters would succeed in your small private college because a similar
program worked well in a large state university should consider if the ________
a.
case is a metaphor or a literal analogy.
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 10
b.
two situations are alike in essential details.
c.
cases contrast enough to be meaningful.
d.
situation is fundamentally dialogical enough to be convincing.
e.
comparison uses deductive or inductive reasoning.
ANSWER:
b
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:07 PM
DATE MODIFIED:
6/4/2018 4:26 PM
34. Carol has a friend who likes University X. On a visit to the campus, she meets forty students, all but one of whom like the
university--and that one simply doesn’t like school in general. She concludes from these examples that University X is a good school.
This is an example of ________
a.
parallel case reasoning.
b.
using a syllogism.
c.
induction.
d.
deduction.
e.
reasoning by metaphor.
ANSWER:
c
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:08 PM
DATE MODIFIED:
6/4/2018 4:29 PM
35. “Madeleine L’Engle writes good books. This is a book by Ms. L’Engle; therefore, it will be good.” This is an example of
________
a.
reasoning from analogy.
b.
deduction.
c.
induction.
d.
reasoning from cause to effect.
e.
reasoning by parallel case.
ANSWER:
b
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:09 PM
DATE MODIFIED:
11/17/2014 4:10 PM
36. Which logical fallacy involves stating an issue as an either-or-choice, overlooking other reasonable possibilities?
a.
ad populum
b.
ad hominem
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 11
c.
false analogy
d.
faulty generalization
e.
false dichotomy
ANSWER:
e
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:10 PM
DATE MODIFIED:
11/17/2014 4:10 PM
37. Which logical fallacy involves an attack against the source of information, not the evidence or reasoning coming from the source?
a.
ad populum
b.
ad hominem
c.
false analogy
d.
faulty generalization
e.
slippery slope
ANSWER:
b
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:10 PM
DATE MODIFIED:
11/17/2014 4:11 PM
38. What are the three principles of invitational rhetoric?
a.
equality, nonhierarchical value of all, self-determination
b.
nonhierarchical value of all, re-sourcement, reasoning by analogy
c.
re-sourcement, reasoning by analogy, finding common ground
d.
reasoning by analogy, finding common ground, absolute listening
e.
finding common ground, absolute listening, inductive reasoning
ANSWER:
a
POINTS:
1
QUESTION TYPE:
Multiple Choice
HAS VARIABLES:
False
DATE CREATED:
11/17/2014 4:11 PM
DATE MODIFIED:
11/17/2014 4:12 PM
39. Creatively reframing a divisive issue in a different way that may be less threatening is known as ________
a.
co-orientation.
b.
reversibility of perspectives.
c.
re-sourcement.
d.
self-determination.
e.
absolute listening.
ANSWER:
c
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Name:
Class:
Date:
Chapter 16: Foundations of Persuasion
Copyright Cengage Learning. Powered by Cognero.
Page 13
DATE MODIFIED:
11/5/2018 1:42 PM
44. You use emotional appeals in an argument with your roommate. Your roommate says you’re overreacting
and that you should be “rational” about your disagreement. Explain how emotions can act as good reasons.
ANSWER:
POINTS:
1
QUESTION TYPE:
Essay
HAS VARIABLES:
False
STUDENT ENTRY MODE:
Basic
DATE CREATED:
11/17/2014 4:15 PM
DATE MODIFIED:
11/17/2014 4:15 PM
45. Aristotle believed that ethos is the most important form of reasoning. Explain why this might be so and
describe ways to increase a speaker’s ethos.
ANSWER:
POINTS:
1
QUESTION TYPE:
Essay
HAS VARIABLES:
False
STUDENT ENTRY MODE:
Basic
DATE CREATED:
11/17/2014 4:15 PM
DATE MODIFIED:
11/17/2014 4:15 PM
46. Explain how invitational rhetoric works, including a description of the three principles involved and the
two different forms it usually takes.
ANSWER:
POINTS:
1
QUESTION TYPE:
Essay
HAS VARIABLES:
False
STUDENT ENTRY MODE:
Basic
DATE CREATED:
11/17/2014 4:16 PM
DATE MODIFIED:
11/17/2014 4:16 PM
