22. A persuasive speech may attempt to change someone’s _______
23. If you discover during your audience analysis that the costs associated with your proposition
outweigh the incentives that you are offering, _______
24. The organizational pattern that seeks audience agreement on criteria to consider when
evaluating a particular idea, and then shows how the proposition the speaker is advocating
satisfies the criteria, is called _______
25. If the primary goal of a speech is to get the audience to behave a certain way, the speech can
be considered to be organized by what pattern?
26. A speech attempting to persuade you to support a gun control bill because guns are used in a
high percentage of crimes, because gun control will lower the use of guns, and because this
bill on gun control is better than previous bills, is organized by what pattern?
27. A speech attempting to persuade you to buy a Ford rather than a Hyundai because parts are
more readily available and service is cheaper uses a pattern of organization called _______
28. An organizational pattern that is especially useful when the issue is not that a problem needs
to be solved but whether the solution is a good one is called
_______
29. A persuasive speech that begins with an attention step, moves on to determining a need and
how the proposition meets that need, and then gives a personal application is following a
pattern of organization called _______
30. Lucas knows that his audience will probably be opposed to his specific idea for how to address
homelessness in his community, so he gives a speech instead on the criteria he thinks are
important for a solution that addresses homelessness. This pattern is an example of
_______
True/False Questions
1. According to the elaboration likelihood model, the importance we attribute to an issue
determines whether we use the central route or the peripheral route.
2. The peripheral route to processing is a detailed, critical analysis of an argument.
3. Reasoning that what is true in some instances or examples is true in all instances is an
example of arguing by example.
4. When you evoke positive emotions, your audience will more carefully consider your
proposition and arguments.
5. The problem-solution pattern is explicitly designed to motivate the audience to act.
Essay Questions
1. What are the specific strategies you will use to adapt to the three different attitude categories
your audience may fall into?
2. Explain the importance of using incentives to motivate an audience. Why is it important to
consider whether members of your audience are likely to receive the benefits of the incentives
you offer?
3. How can you tell the difference between an informative and a persuasive speech? How will the
purpose statements of each speech differ?
4. Identify, define, and give an example of four of the fallacies of reasoning in which people
engage. Which fallacy do you use most often and why? What are its negative effects? How
can you combat that fallacy?
226