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Indicate the answer choice that best completes the statement or answers the question.
1. “To coerce” is an example of an effective specific purpose statement for a persuasive speech.
a. True
b. False
2. If you choose to deliver a presentation to motivate your audience to get a seasonal flu vaccine, arguing that
everyone else is getting one, including yourself, what fallacy have you fallen prey to?
a. Hasty generalizations
b. Bandwagon appeals
c. Ad hominem arguments
d. Straw person claims
3. A five-step organizational pattern for a persuasive speech is called (the)
a. elaboration likelihood model.
b. hierarchy of needs.
c. foot-in-the-door technique.
d. motivated sequence.
4. Audience members pay more attention and carefully evaluate your points when they mentally process using
the
a. major premise.
b. central route.
c. minor premise.
d. peripheral route.
5. A student who develops the speech topic that the death penalty is morally wrong and therefore should be
banned is giving a speech based on a proposition of
a. value.
b. policy.
c. coercion.
d. fact.
6. Which is an example of analogical reasoning used in persuasive speaking?
a. Never eat at that restaurant when you got food poisoning there once.
b. Feedback is to communication what homeostasis is to the body.
c. Janet is a friend; therefore, I can trust her.
d. Most honor students have good time management skills.
7. Aristotle’s term for credibility was
a. pathos.
b. ethos.
c. character.
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8. “To persuade my audience to buy a zero-emissions totally electric vehicle” is an example of what outcome or
purpose of a persuasive speech?
a. Change an audience’s attitudes
b. Motivate an audience to take action
c. Change an audience’s beliefs
d. Reinforce an audience’s attitudes
9. With inductive reasoning, speakers begin with general principles and reason to specific instances related to
that principle.
a. True
b. False
10. By using the foot-in-the-door technique, a speaker is asking the audience to
a. suspend prejudgment.
b. make small changes.
c. delay taking action.
d. visualize the solution.
11. In which type of reasoning should you avoid outdated or limited examples?
a. Analogical reasoning
b. Deductive reasoning
c. Inductive reasoning
d. Cause-effect reasoning
12. An ethical and competent persuasive speech should contain all three of the
a. motivational appeals.
b. types of reasoning.
c. types of propositions.
d. rhetorical proofs.
13. During election season, candidates often attack each other instead of issues. What fallacy are they
committing?
a. Hasty generalizations
b. Bandwagon appeals
c. Ad hominem arguments
d. Straw person claims
14. In what step of the motivated sequence would the speaker establish relevancy, interest, and motivation to
listen?
a. Need
b. Attention
c. Satisfaction
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d. Visualization
15. Identifying patterns in your supporting materials and then summarizing those patterns into arguments that
become the main points of your speech is (the)
a. logos
b. competence.
c. reasoning.
d. central route.
16. Which of these proposes that listeners who are intensely interested in your topic and can easily understand
your presentation will put more effort into thinking about your persuasive message than will listeners who don’t
care about or don’t understand your speech topic?
a. Elaboration likelihood model
b. The motivated sequence
c. Maslow’s hierarchy of needs
d. Peripheral route theory
17. Which involves using threats, manipulation, and even violence to force others to do something against their
will?
a. Fallacies
b. Pathos
c. Coercion
d. Central route
18. When using deductive reasoning, the statement you believe your audience accepts as true is the
a. minor premise.
b. major premise.
c. conclusion.
d. qualifier.
19. Connecting a set of specific facts to arrive at a more general conclusion is
a. analogical reasoning.
b. deductive reasoning.
c. inductive reasoning.
d. cause-effect reasoning.
20. Corey plans to develop a persuasive presentation on why his audience should not waste food. His primary
intended outcome is
a. to motivate his audience to take action.
b. to reinforce his audience’s existing attitudes and beliefs.
c. to change his audience’s attitudes and beliefs.
d. to convince his audience to share a message.
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21. The use of motivational appeals is referred to as (a)
a. ethos
b. pathos.
c. major premise.
d. minor premise.
22. Which are included in Maslow’s hierarchy of needs?
a. Security needs, or avoiding harm and uncertainty
b. Ego needs, or having respect and admiration
c. Self-actualization, or realizing our full potential
d. All of the options are correct.
23. Ethical and competent persuasive speeches will include one or two forms of rhetorical proof.
a. True
b. False
24. When using deductive reasoning, the specific instance related to the general claim is the
a. major premise.
b. minor premise.
c. conclusion.
d. qualifier.
25. An audience that is more motivated to listen to your topic often takes a peripheral route, while a less-
motivated one may take a central route.
a. True
b. False
26. Speakers must decide whether to rely on logos or pathos in a persuasive presentation.
a. True
b. False
27. In her speech designed to persuade the audience to support breast cancer research, Betty discusses how she
has battled cancer and is living proof of the benefits of early treatment. She is illustrating
a. deductive reasoning.
b. analogical reasoning.
c. motivational appeals.
d. inductive reasoning.
28. Drawing a connection between two events or things and claiming that one produced the other is
a. cause-effect reasoning.
b. inductive reasoning.
c. deductive reasoning.
d. analogical reasoning.
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29. A speaker’s warmth, personality, and dynamism is
a. character.
b. credibility.
c. charisma.
d. competence.
30. Specific statements that appeal to an audience’s needs and feelings are
a. motivational appeals.
b. ethos.
c. inductive reasoning.
d. character.
31. Which is NOT a step of the motivated sequence pattern for organizing a persuasive presentation?
a. Attention
b. Need
c. Investigation
d. Satisfaction
32. A student advocating for additional parking spaces on campus in a persuasive presentation argues, “My best
friend agrees that we need more parking spaces, as does my boyfriend. Students on this campus believe we need
to add more parking spaces.” The fallacy present in this reasoning is
a. hasty generalizations.
b. bandwagon appeals.
c. ad hominem arguments.
d. straw person claims.
33. Supporting a claim by comparing two ideas or situations is
a. deductive reasoning.
b. inductive reasoning.
c. cause-effect reasoning.
d. analogical reasoning.
34. If you deliver a presentation on why your audience should get a hepatitis B vaccination, arguing that it
prevents serious illness and provides peace of mind, what needs are you appealing to?
a. Security needs
b. Social needs
c. Physical needs
d. Self-actualization needs
35. The visualization step in the motivated sequence organizational pattern
a. provides details of a plan to solve a problem.
b. presents an example of the problem.
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c. explores potential consequences if the solution is or is not enacted.
d. describes how an audience can implement a proposed solution.
36. The motivated sequence is best suited for speeches of policy.
a. True
b. False
37. Which is NOT part of the three “Cs” of credibility?
a. Competence
b. Character
c. Coercion
d. Charisma
38. Research suggests that speakers with charisma are more likely to engage their audience even on topics that
aren’t appealing to them at first.
a. True
b. False
39. Reasoning turns all material collected during investigation into the logical basis for your speech.
a. True
b. False
40. A persuasive presentation that argues cutting Social Security is immoral would be based on a of a
proposition of value.
a. True
b. False
41. According to Maslow’s hierarchy of needs, what need must be met before addressing higher-level concerns?
a. Avoiding harm and uncertainty
b. Forming bonds with others
c. Having respect and admiration
d. Food or rest
42. A presentation that argues that a particular action should or should not be taken is based on a proposition of
a. value.
b. policy.
c. pathos.
d. fact.
43. The deductive reasoning element that explains the relationship between the major premise and minor
premise is (the)
a. qualifier.
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b. conclusion.
c. logic.
d. analogy.
44. Imposing a judgment on a topic represents a proposition of
a. fact.
b. policy.
c. value.
d. ethos.
45. Which of these suggests our behavior is motivated by the need to meet our basic human necessities?
a. Motivated sequence
b. Peripheral route
c. Motivational appeal
d. Hierarchy of needs
46. An audience’s perception of a speaker’s trustworthiness and the validity of the information the speaker
presents is
a. charisma.
b. competence.
c. character.
d. credibility.
47. Specific purpose statements are used when preparing persuasive presentations.
a. True
b. False
48. Which is NOT a purpose of persuasive speaking?
a. Reinforcing listeners’ attitudes
b. Motivating listeners to action
c. Using coercion
d. Changing beliefs and attitudes
49. Negative campaign ads that attack candidates rather than positions or issues are ad hominem arguments.
a. True
b. False
50. If you are asked to deliver a persuasive presentation to an athletic team on incorporating aerobic exercise
into their training regime, what specific speech purpose would be most effective?
a. Motivate an audience to take action
b. Change an audience’s attitudes and beliefs
c. Reinforce an audience’s attitudes and beliefs
d. Coerce an audience to take action
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51. Which of the rhetorical proofs is associated with reasoning?
a. Pathos
b. Logos
c. Competence
d. Credibility
52. While making an argument, if you resort to distorting and misrepresenting the counter to your position, you
are demonstrating
a. hasty generalizations.
b. bandwagon appeals.
c. ad hominem arguments.
d. straw person claims.
53. According to your text, which is NOT recommended as a guideline for persuasive speeches?
a. Express empathy
b. Establish goodwill with your audience
c. Keep your specific purpose realistic
d. Remain objective
54. Developing a persuasive presentation asserting that your audience should eat dark chocolate because it is
rich in antioxidants is based on a proposition of
a. value.
b. policy.
c. coercion.
d. fact.
55. An audience that takes a central route to process your message
a. is less likely to sustain changes in attitudes or behaviors.
b. is more likely to engage in selective listening.
c. doesn’t have the necessary knowledge to understand your speech.
d. has the necessary background knowledge to understand your speech.
56. Audience members who are less motivated about the topic or don’t have the time or knowledge needed to
understand the information process information using the
a. central route.
b. major premise.
c. peripheral route.
d. minor premise.
57. Your classmate presenting a persuasive speech on why marijuana should be legalized is giving a speech
based on what type of proposition?
a. Proposition of motivation
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b. Proposition of value
c. Proposition of policy
d. Proposition of fact
58. What is most likely to be the desired outcome of a sermon or homily by a clergy member?
a. Coerce the audience to listen
b. Motivate the audience to take action
c. Reinforce the audience’s attitudes and beliefs
d. Change the audience’s attitudes and beliefs
59. During what phase of speech preparation would a speaker be most likely to carefully consider an audience’s
attitudes, values, and beliefs?
a. Thinking
b. Investigating
c. Rehearsing
d. Composing
60. Which type of rhetorical proof relates to motivational appeals that encourage your audience to connect
personally with your topic?
a. Ethos
b. Deductive reasoning
c. Pathos
d. Analogical reasoning
61. By using deductive reasoning, a speaker goes from specific facts to arrive at a more general conclusion.
a. True
b. False
62. Two ways in which a speaker can demonstrate concern for the audience are through goodwill and empathy.
a. True
b. False
63. Jaclyn administered a survey to her classmates asking if they felt artificial sweeteners are safe. All but one
of her classmates said they consider them safe. Jaclyn will present her persuasive speech on the dangers of
artificial sweeteners. What is her intended outcome?
a. Proving the comparative safety of sugar
b. Establishing her credibility as a speaker
c. Reinforcing her audience’s attitudes or beliefs
d. Changing her audience’s attitudes or beliefs
64. Asking your audience to agree to a small action in order to gain their compliance over time is the
a. peripheral route.
b. foot-in-the-door technique.
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c. central route.
d. motivated sequence.
65. Listeners determine a speaker’s credibility by ascertaining
a. ethics, evidence, and coercion.
b. competence, character, and charisma.
c. attitudes, values, and beliefs.
d. integrity, honesty, and motivation.
66. Showing that you understand your audience’s needs, have their best interests in mind, and genuinely believe
in your topic demonstrates
a. charisma.
b. character.
c. competence.
d. credibility.
67. The foot-in-the-door technique focuses on asking your audience to make big changes in their current
behavior.
a. True
b. False
68. Presentations that argue whether something is true or not are based on a
a. proposition of value.
b. proposition of policy.
c. proposition of logos.
d. proposition of fact.
69. “By following the town of Springfield’s example of a comprehensive recycling program, we too could make
our streets and alleys cleaner” is an example of cause-effect reasoning.
a. True
b. False
70. If you choose to persuade your listeners to take steps to avoid identity theft, you would be wise to appeal to
their security needs.
a. True
b. False
71. To use the foot-in-the-door technique when you are giving a persuasive presentation on using solar power,
you would
a. tell the audience that an early death is imminent unless they stop eating all meat.
b. ask the audience to eliminate electricity in their home.
c. ask the audience to consider buying solar panels for their home.
d. tell the audience that you personally have solar panels on your home.
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72. Beginning with a general principle and showing how a specific instance relates to that principle is
a. deductive reasoning.
b. inductive reasoning.
c. analogic reasoning.
d. cause-effect reasoning.
73. A presentation advocating for stricter gun control laws is an example of a proposition of policy.
a. True
b. False
74. When using deductive reasoning, the general statement commonly accepted as true is the
a. minor premise.
b. major premise.
c. conclusion.
d. qualifier.
75. Claims based on the notion that others are following a similar course of action are called bandwagon
appeals.
a. True
b. False
76. False claims based on inadequate or inaccurate evidence are
a. fallacies.
b. pathos.
c. coercion.
d. qualifiers.
77. According to the elaboration likelihood model, audience members are likely to
a. listen to topics they have trouble understanding.
b. listen if they already know about your topic.
c. listen if they are interested in your topic.
d. listen if they have to work to understand your topic.
78. The development of logical reasoning for your position is referred to as
a. logos.
b. pathos.
c. credibility.
d. rhetorical proofs.
79. Exposing your audience to opposing viewpoints can be an effective persuasive strategy.
a. True
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b. False
80. According to Maslow’s hierarchy of needs, physical needs are considered the most basic physiological
requirements that must be satisfied before addressing higher-level concerns.
a. True
b. False
81. Cause-effect reasoning is best suited for explaining why something occurred.
a. True
b. False
82. Words such as most, probably, and likely are
a. fallacies.
b. causes.
c. analogies.
d. qualifiers.
83. A speaker’s degree of expertise on the speech topic is
a. charisma.
b. competence.
c. character.
d. credibility.
84. Pathos refers to stories or examples that appeal to an audience’s needs and feelings.
a. True
b. False
85. A speech that asks whether something is good or bad, or right or wrong, centers around a question of
a. value.
b. policy.
c. ethos.
d. fact.
86. What type of presentation is designed to change an audience’s attitudes or beliefs?
a. Persuasive speeches
b. Propositions of policy
c. Motivational appeals
d. Deductive reasoning
87. The motivated sequence is best suited for a speech based on a proposition of
a. coercion.
b. policy.
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c. fact.
d. value.
88. Explain the four guidelines for preparing a persuasive presentation.
89. What is inductive reasoning?
90. Define deductive reasoning and identify its three elements.
91. Identify the five steps of the motivated sequence.
92. Explain the motivated sequence organizational pattern for persuasive speaking.
93. Identify and explain the three types of propositions on which persuasive speeches can be based.
94. Identify the four guidelines to keep in mind when preparing a persuasive presentation.
95. What are the “three Cs” of ethos or credibility?
96. Identify the three types of propositions on which persuasive speeches can be based.
97. Identify three specific purposes or outcomes for persuasive speeches.
98. What are the five needs identified in the hierarchy of needs?
99. Identify three common fallacies.
100. What does the elaboration likelihood model say about an audience’s effort in processing your persuasive
message?
101. How can the foot-in-the-door technique be used in persuasive speaking?
102. What are motivational appeals?
103. Explain how the hierarchy of needs helps build motivational appeals for your persuasive presentation.
104. How can a speaker enhance credibility?
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Answer Key
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