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Name:
Class:
Date:
Chapter 17- Persuasive Speaking
True / False
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.
a.
True
b.
False
2. The peripheral route to processing is a detailed, critical analysis of an argument.
a.
True
b.
False
3. Reasoning that what is true in some examples is an example of arguing from example.
a.
True
b.
False
4. When you evoke positive emotions, your audience will more carefully consider your proposition and arguments.
a.
True
b.
False
5. The problem-solution pattern is explicitly designed to motivate the audience to act.
a.
True
b.
False
Multiple Choice
6. The elaboration likelihood model (ELM) suggests that _____________________________.
a.
when we go with our gut feeling, we are using the peripheral route
b.
emotional appeals will trigger the central route
c.
peripheral route processing is more influential than central route processing
d.
once we trigger the peripheral route, it is impossible to use the central route
7. ___________________ is a persuasive strategy of appealing to emotions in order to convince others to support your
position.
a.
Logos
b.
Pathos
c.
Eros
d.
Ethos
Name:
Class:
Date:
Chapter 17- Persuasive Speaking
8. If your audience is very much opposed to your speech goal, _____________________________.
a.
you should change your speech topic because you are very unlikely to change their minds
b.
you should only expect to move their opinion a little bit closer in your direction
c.
you should use the same strategy as those audiences who mildly oppose your speech goal
d.
none of these
9. When your audience is neutral, as opposed to apathetic or uninformed, you should _____________________.
a.
provide them with basic information about the topic
b.
personalize the topic for them
c.
provide evidence illustrating why your position is superior to others
d.
all of these
10. Which of the following statements is accurate regarding negative emotions?
a.
You should not attempt to evoke them in your speech.
b.
People generally attempt to eliminate them as soon as possible.
c.
Appealing to them is an example of the ad hominem fallacy.
d.
Appealing to them is an example of the straw person fallacy.
11. An audience that strongly agrees with your position _______________________________.
a.
is inevitably not going to work for your speech
b.
may require you to switch opinions and take the opposite side
c.
should be asked to take action on the topic
d.
will require you to provide in information to aid in understanding
12. Which of the following statements regarding positive emotions is accurate?
a.
Audience members tend to listen to and think about proposals that make them happy.
b.
Audience members tend not to be persuaded by positive emotions.
c.
Appealing to positive emotions is more effective than appealing to negative ones.
d.
Appealing to positive emotions is less effective than appealing to negative ones.
13. A decision to buy a car based on an analysis of cost, comparative features, and frequency of repair would be a decision
based on ______________.
a.
credibility
b.
emotion
c.
logic and reason
d.
fallacies
14. The ____is the conclusion the speaker wants the audience to agree with, and the ____ is the evidence supporting it.
Name:
Class:
Date:
Chapter 17- Persuasive Speaking
a.
claim; warrant
b.
warrant; claim
c.
support; warrant
d.
claim; support
15. In a speech arguing that college tuition is far too expensive, you explain that there are high quality colleges in Canada
that charge half the cost. This is an example of which kind of argument?
a.
argument for analogy
b.
arguing from causation
c.
arguing from sign
d.
none of these
16. If you support the proposition that "recycling rates have gone down on campus" by saying, "Students have been using
recycling bins as trash containers," you would be _______________________.
a.
arguing from analogy
b.
arguing from causation
c.
arguing from example
d.
arguing from sign
17. If you support the point that Colorado ski resort towns have been seeing an increase in wildlife habitat loss with the
argument that "There have been increased reporting of bear and deer in the downtown area," you would be
a.
arguing from analogy
b.
arguing from causation
c.
arguing from example
d.
arguing from sign
18. If, based on a discussion with two classmates, you stated to the instructor that "Many of the students in this class
would like to have a take-home final," you would be committing a fallacy of
a.
hasty generalization
b.
false cause
c.
ad hominem argument
d.
this is not a fallacy
19. If you noticed that your grades started going up after you started a protein shake regimen, and you suggested to a
friend that you think protein shakes have made you smarter, you might be committing a fallacy of
a.
hasty generalization
b.
false cause
c.
ad hominem argument
d.
this is not a fallacy
Name:
Class:
Date:
Chapter 17- Persuasive Speaking
20. Kara says to Sunny, "Did you hear Antonio's speech? I thought it was really good." Sunny replies, "How could you
think he gave a good speech? He's such a dork! All he does is play video games. What a loser." Sunny's response is an
example of _______________.
a.
a hasty generalization
b.
the false cause fallacy
c.
an ad hominem fallacy
d.
the straw man fallacy
21. Dorri presents two solutions to a problem as if they are the only options when there are really many choices. Dorri is
engaging in the ____ fallacy.
a.
straw person
b.
comparative advantage
c.
ad hominem
d.
either/or
22. A straw man fallacy occurs when ________________________________.
a.
a speaker weakens the opposing position by misrepresenting it in some way
b.
the alleged cause fails to be related to, or to produce, the effect
c.
a claim is either not supported with evidence or is supported with only one weak example
d.
the person making the argument
23. A persuasive speech may attempt to change someone's _________________.
a.
attitude
b.
beliefs
c.
actions
d.
all of these
24. The motivated sequence pattern consists of all but the following steps:
a.
visualization
b.
action appeal
c.
justification
d.
satisfaction
25. Which persuasive speech pattern is used if a speaker uses explicit appeals to motivate the audience to act?
a.
comparative advantages
b.
criteria satisfaction
c.
motivated sequence
Name:
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Chapter 17- Persuasive Speaking
d.
problem solution
26. Which persuasive speech pattern is used if a speaker attempts 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?
a.
motivated sequence
b.
problem-solution
c.
comparative advantages
d.
criteria satisfaction
27. Which pattern of organization would likely be used to persuade audience members to buy a Ford rather than a
Hyundai because of their lower costs and better options?
a.
Motivated sequence
b.
Problem-solution
c.
Comparative advantages
d.
Criteria satisfaction
28. Which organizational pattern is especially useful when the issue is not that a problem needs to be solved but whether
the solution is a good one?
a.
Motivated sequence
b.
Problem-solution
c.
Comparative advantages
d.
Criteria satisfaction
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 which pattern of organization?
a.
Motivated sequence
b.
Problem-solution
c.
Comparative advantages
d.
Criteria satisfaction
30. Lucas knows that his audience will probably be opposed to his specific ideas as to how to address homelessness, 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 _____________.
a.
motivated sequence
b.
problem-solution
c.
comparative advantages
d.
criteria satisfaction
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Class:
Date:
Chapter 17- Persuasive Speaking
Essay
31. What are the specific strategies you will use to adapt to the three different attitude categories your audience may fall
into (opposed, no opinion, in favor)?
32. Describe the differences between inductive and deductive reasoning, and give an example of each.
33. How can you tell the difference between an informative and a persuasive speech? How will the purpose statements of
each speech differ?
34. Identify, define, and give an example of four of the five fallacies of reasoning described in the text. Which fallacy do
you use most often and why? What are its negative effects? How can you combat that fallacy?
