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Chapter 13: Persuasive Presentations: Individual or Team
Copyright Cengage Learning. Powered by Cognero.
Page 1
1. Presenting both sides of an argument serves to “inoculate” the listeners against opposing arguments given later by other
speakers or the media.
a.
True
b.
False
ANSWER:
True
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
2. Speakers who lie or twist evidence or use extreme emotional or fear-threat appeals are unethical regardless of the
rightness of wrongness of their purpose.
a.
True
b.
False
ANSWER:
True
POINTS:
1
REFERENCES:
List the steps for preparing a persuasive speech, and describe each of the following persuasive
organizational patterns: claim/reasons, causal, problem-solution, criteria satisfaction, comparative
advantages, and motivated sequence.
3. The comparative advantages organizational pattern, not the criteria satisfaction pattern, should be used when the
audience agrees there is a problem but does not agree on the solution.
a.
True
b.
False
ANSWER:
False
POINTS:
1
REFERENCES:
List the steps for preparing a persuasive speech, and describe each of the following persuasive
organizational patterns: claim/reasons, causal, problem-solution, criteria satisfaction, comparative
advantages, and motivated sequence.
4. Having an abundance of dynamism is better than moderate dynamism.
a.
True
b.
False
ANSWER:
False
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
5. A “buzz group” consists of a small group of experts who give a formal, 5 to 10-minute presentation on an aspect of the
problem relating to the member's expertise.
a.
True
b.
False
ANSWER:
False
POINTS:
1
REFERENCES:
Identify three characteristics found in successful team presentations, and suggest several tips for
Name:
Class:
Date:
Chapter 13: Persuasive Presentations: Individual or Team
Copyright Cengage Learning. Powered by Cognero.
Page 2
handling Q & A.
6. Maslow's hierarchy of needs describes “esteem needs” as:
a.
A sense of belonging and companionship
b.
A sense of security and freedom from fear
c.
Pride, recognition from others, and status
d.
Becoming the best person one can be
ANSWER:
c
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
7. The following is true of the relationship between audiences and evidence
a.
It's not evidence unless the audience thinks it is evidence.
b.
If the audience relates more personally to evidence, they are less likely to see the evidence as credible.
c.
An audience is only impressed with evidence if you are a high credibility speaker.
d.
You don't need evidence if you are a high credibility speaker.
ANSWER:
a
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
8. All of the following are examples of presentations to actuate except:
a.
“Everyone should try an extreme sport at least once.”
b.
“Stop giving panhandlers money.”
c.
“Ride the bus, don't drive.”
d.
“Medical marijuana is harmful to society.”
ANSWER:
d
POINTS:
1
REFERENCES:
Explain the meaning of persuasion and the different types of persuasive presentations.
9. Which statement is not true about business presentations?
a.
International business meetings require more formal presentations.
b.
Many companies give persuasive presentations to the public to repair a negative image.
c.
Visual aids for international business meetings should be prepared in English.
d.
Many presentations given within an organization are informal.
ANSWER:
c
POINTS:
1
REFERENCES:
Explain the meaning of persuasion and the different types of persuasive presentations.
10. Which of the following statements about the application of evidence and logic is true?
a.
Listeners can easily distinguish between low quality and high quality evidence.
Name:
Class:
Date:
Chapter 13: Persuasive Presentations: Individual or Team
Copyright Cengage Learning. Powered by Cognero.
Page 3
b.
Low ability listeners tend to be persuaded by a large amount of evidence, regardless of how good it is.
c.
Evidence that is familiar is more persuasive than new evidence.
d.
When giving evidence, you don't need to name the source unless the audience already knows and trusts the
source.
ANSWER:
b
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
11. Speakers who support their assertions by citing firsthand experience
a.
Are rated higher in trustworthiness.
b.
Don't have to do as much research.
c.
Are more highly motivated.
d.
Are more likely to provide good eye contact.
ANSWER:
a
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
12. Jane is giving a speech about the need to prevent elder abuse. She acknowledges in her speech that she and her
classmates probably share a lack of exposure to the elderly while they are in college, but that should make them turn a
blind eye to this problem. In this situation, this shared similarity with the audience.
a.
Is not likely to increase perceived trustworthiness.
b.
Is not likely to increase perceived competency.
c.
Is likely to increase perceived dynamism.
d.
Is likely to decrease perceived trustworthiness.
ANSWER:
b
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
13. An astronaut from NASA was asked to speak to a college group concerning the need for continued space exploration.
None of the college students had any strong viewpoints concerning the subject. Which of the following guidelines should
the astronaut follow?
a.
Present only one side of the argument.
b.
Present both sides of the argument.
c.
Give an unbiased view of both sides and allow the audience members to decide for themselves.
d.
Present evidence but don't cite sources.
ANSWER:
b
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
Name:
Class:
Date:
Chapter 13: Persuasive Presentations: Individual or Team
Copyright Cengage Learning. Powered by Cognero.
Page 4
methods of citing evidence in a presentation.
14. The following sequence is an example of a persuasive pattern. Get attention, develop a need for a change, satisfy the
need, use visualization, ask for action. Which method is this?
a.
Motivated sequence
b.
Claim pattern
c.
Comparative advantages pattern
d.
Problem-solution pattern
ANSWER:
a
POINTS:
1
REFERENCES:
List the steps for preparing a persuasive speech, and describe each of the following persuasive
organizational patterns: claim/reasons, causal, problem-solution, criteria satisfaction, comparative
advantages, and motivated sequence.
15. If your listeners don't know you, establish credibility by doing all of the following except
a.
Identify beliefs, organizations, or problems you share
b.
Present your ideas in a smooth, forceful and self-assured manner
c.
Ask a highly credible expert on the topic to introduce you
d.
Present only your side of the issue.
ANSWER:
d
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
16. There are three characteristics of successful team presentations. One of these is
a.
A quiet environment.
b.
listener analysis
c.
coordinator for transitions
d.
professional visual aids
ANSWER:
d
POINTS:
1
REFERENCES:
Identify three characteristics found in successful team presentations, and suggest several tips for
handling Q & A.
17. According to McGuire's “inoculation theory”
a.
Presenting both sides seems to make listeners more resistant to additional new or novel arguments.
b.
Presenting negative arguments may create some doubt in the listeners minds and hurt persuasion.
c.
When listening to arguments, audience members will likely take one of two routes: central or peripheral.
d.
Audience members compare their position (called an anchor) with the speaker's position, looking for a latitude
of acceptance, noncommitment, and rejection.
ANSWER:
a
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
Name:
Class:
Date:
Chapter 13: Persuasive Presentations: Individual or Team
methods of citing evidence in a presentation.
18. Which of the following statements would your text consider to be true of ethics?
a.
Ethical problems are more likely to occur in informative than persuasive situations
b.
The “rightness” and “wrongness” of communication is easy for ethical speakers to decide.
c.
Speakers have a responsibility to be ethical because of their potential influence on audience members.
d.
Unethical presentations facilitate an individual's freedom of choice.
ANSWER:
c
POINTS:
1
REFERENCES:
List the steps for preparing a persuasive speech, and describe each of the following persuasive
organizational patterns: claim/reasons, causal, problem-solution, criteria satisfaction, comparative
advantages, and motivated sequence.
19. According to Social Judgment Theory
a.
Presenting both sides seems to make listeners more resistant to additional new or novel arguments
b.
Presenting negative arguments may create some doubt in the listeners minds and hurt persuasion
c.
When listening to arguments, audience members will likely take one of two routes: central or peripheral.
d.
Audience members compare their position (called an anchor) with the speaker's position, looking for a latitude
of acceptance, noncommitment, and rejection.
ANSWER:
b
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
20. According to the Elaboration Likelihood Model (ELM)
a.
Presenting both sides seems to make listeners more resistant to additional new or novel arguments
b.
Presenting negative arguments may create some doubt in the listeners minds and hurt persuasion
c.
When listening to arguments, audience members will likely take one of two routes: central or peripheral.
d.
Audience members compare their position (called an anchor) with the speaker's position, looking for a latitude
of acceptance, noncommitment, and rejection.
ANSWER:
a
POINTS:
1
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
21. What are the five basic elements of speaker credibility and what can a speaker do to build these elements into their
speaking?
ANSWER:
A speaker’s credibility is based on five basic elements, which most listeners observe and average
together. Trustworthiness (honesty, fairness, integrity) is the most important element. If a speaker is
untrustworthy, credibility is questioned regardless of the other four factors. Several factors affect
perceptions of trustworthiness (e.g., eye contact, delivery quality, using active voice). Competency
(knowledge, experience, expertise) is judged by several factors. To build competency, avoid
Name:
Class:
Date:
Chapter 13: Persuasive Presentations: Individual or Team
forcefully, enthusiastically, with good vocal variety while remaining conversational. As speakers move
from low to moderate dynamism, they are perceived as more credible. As speakers move from moderate
to exaggerated dynamism, they are perceived as more phony and less conversational, trustworthy, and
credible. Objectivity attached to a speaker who is open-minded, impartial, and unbiased in viewing
evidence and arguments and discusses all viewpoints. And finally, Organizational rank influences
credibility, but perhaps less than the other four elements.
POINTS:
5
REFERENCES:
Briefly describe each of the four factors/theories necessary to make your presentations persuasive, and
pinpoint at least two practical tips each factor/theory provides the persuasive speaker, including the four
methods of citing evidence in a presentation.
22. Compare the three common definitions of persuasion. What are some common misconceptions about persuasion?
ANSWER:
There are many definitions and approaches to persuasion. Three common definitions are useful:
Persuasion is defined as communication intended to influence choice; a process with the goal of shaping,
reinforcing, or changing the responses of behaviors of others; and as Rhetoric, persuasion is defined as
the capability to discover in every given case the available means [logos, pathos, and ethos] of
persuasion (Aristotle) Some common misconceptions about persuasion are that Persuasion is not simply
offering information and letting the audience members make up their own minds (that is an informative
presentation). Persuasion is arguing for a particular view after presenting possible options. Persuasion is
not coercion. Persuasion is taking a stand and doing everything ethical within your power to convince
others that your proposal is the better one.
POINTS:
5
REFERENCES:
Explain the meaning of persuasion and the different types of persuasive presentations.
23. List the preparation steps (in order) in developing a persuasive presentation.
ANSWER:
The eight preparation steps are as follows:
Step 1: Analyze your expected listeners and their needs (the same as preparing for an informative
presentation). Step 2: Write your exact purpose as a position statement. Step 3: Determine your initial
credibility and plan to increase it if necessary. Step 4: Research your topic and choose the best method
for presenting evidence to the audience, including a variety of supporting materials to clarify, add
interest, and support arguments. Step 5: Select the best organizational pattern for organizing the
persuasive speech. Step 6: Prepare an outline to polish verbal and visual supports, introduction, and
conclusion. Step 7: Review your presentation to ensure it is ethical. Step 8: Practice your presentation to
gain confidence.
POINTS:
5
REFERENCES:
List the steps for preparing a persuasive speech, and describe each of the following persuasive
organizational patterns: claim/reasons, causal, problem-solution, criteria satisfaction, comparative
advantages, and motivated sequence.
24. Discuss at least two of the six different persuasive organizational patterns for preparing a persuasive presentation.
Compare their approaches and give an example for when each would be appropriate to use.
ANSWER:
A persuasive topic likely could be organized by any of the six patterns, depending on the audience,
position statement, and type of action wanted from the audience. The six patterns are 1) The claim (or
reasons) pattern presents reasons or claims for believing a particular fact, holding a particular belief, or
advocating a particular plan. This pattern is similar to the topical pattern, but the language is persuasive
rather than informative. 2) The causal pattern uses cause-effect reasoning to persuade and ends with a
solution or call to action. Cause-effect- solution and cause-effect- action patterns are used if there is a
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Class:
Date:
Chapter 13: Persuasive Presentations: Individual or Team
Copyright Cengage Learning. Powered by Cognero.
Page 7
can take several forms: the problem-solution- benefits pattern, the problem- solution-action pattern, and
the problem-cause- solution pattern 4) The comparative advantages pattern is normally used when the
audience agrees there is a problem but does not agree on the solution. 5) The criteria satisfaction pattern
also is used when the audience agrees there is a problem but does not agree on the solution. Begin with a
summary of the problem, persuasively present criteria or guidelines and finish by considering solutions.
If the audience agrees with the criteria, it likely will agree with the plan. 6) The motivated sequence
pattern is used when advocating a policy change or specific action. This pattern has five steps: attention,
need, satisfaction, visualization, and action.
POINTS:
5
REFERENCES:
List the steps for preparing a persuasive speech, and describe each of the following persuasive
organizational patterns: claim/reasons, causal, problem-solution, criteria satisfaction, comparative
advantages, and motivated sequence.
25. Identify three characteristics found in successful team presentations. What are some tips for handling questions and
answers?
ANSWER:
Planning is the key to successful team presentations. Effective team presentations have three
characteristics. 1) They are well organized and well supported and have smoothly flowing content. 2)
They are creative and professional and use visual aids well. 3) They are smooth and polished, with a
dynamic team performance.
The procedures for question-and- answer sessions and open discussions should be planned in advance.
Anticipate possible questions and identify the member with the most expertise to answer questions
related to specific topic areas. The leader has specific responsibilities during the event: Mention the
upcoming discussion in the introduction; Ask for questions by a show of hands or collect them in writing
(the latter enables a culling of good questions); Rephrase confusing or negative questions in a clear and
positive manner; Offer to speak later to questioners with irrelevant or lengthy questions; Repeat the
question to make sure everyone heard it before directing the question to a group member (more relevant
for orally posed questions); For a general group discussion, make sure that microphones are available at
various places in the audience; End the session with a final summary that refocuses audience attention to
the main ideas or proposals and then a pleasing and memorable closure
POINTS:
5
REFERENCES:
Identify three characteristics found in successful team presentations, and suggest several tips for
handling Q & A.
