24 The Persuasive Speech
TRUE/FALSE QUESTIONS
1. The general goal of persuasive speaking is to influence, advocate, or ask
2. Knowledge of persuasive speaking contributes to the betterment of society and
ensures a healthy democracy.
3. g
attitudes, beliefs, or behavior.
4.
side the speaker represents by ignoring the unfavorable alternatives altogether.
5. The ethical persuasive speaker respects audience m
6. Rarely do audiences respond immediately to a persuasive appeal.
7. Audience analysis is extremely important in persuasive speeches.
8.
receptive they will be toward her or his message.
9. The persuader who seeks only minor changes is usually more successful at
achieving them than the speaker who seeks major changes.
10. A speaker is less likely to persuade audience members whose position differs
only moderately fro
11. For persuasive change to endure, listeners must be convinced that they will
somehow be rewarded.
12. According to Aristotle, persuasive appeals consist of logos, ethos, and mythos.
13. Persuasive appeals based on reasoning are termed logos.
14. A three-part argument consisting of a general case, a specific case, and a
conclusion is called an enthymeme.
15. Pathos involves the appeal to audience emotion.
16. Pathos can be used in an unethical manner by a speaker.
17. An appeal that deliberately arouses fear or anxiety in the audience has no
legitimate place in public speaking.
18.
for the purpose of promoting a belief system or dogma.
19. According to Aristotle, appealing to the emotions of the audience is called ethos.
20. One element of an ethos-
21. is a set of ten basic human needs.
22. elf-esteem needs.
23. The elaboration likelihood model of persuasion (ELM) maintains that people
consciously evaluate the potential costs and benefits associated with taking a
particular action.
24. Central processing occurs when listeners are motivated and able to think
25. Speaker credibility includes expertise, trustworthiness, and speaker similarity.
26. Speaker similarity
to themselves, especially in terms of attitudes and moral character.
27. Listeners engaged in peripheral processing pay extra-special attention to
messages, and consider them relevant to their own lives.
MULTIPLE-CHOICE QUESTIONS
28. A persuasive speech
A) attempts to influence audience choices.
B) presents listeners with a limited number of alternatives to consider.
C) seeks a response from the audience.
D) All of the options are correct.
29. Under which of the following conditions is the persuasive purpose appropriate?
A)
B)
C)
or behaviors
D) All of the options are correct.
30. A speaker is more likely to persuade audience members whose position differs
A) totally C) drastically
B) moderately D) ethically
31. According to Aristotle, persuasive appeals consist of
A) logos, pathos, and ethos. C) logos, pathos, and mythos.
B) logos, mythos, and ethos. D) logos, ethos, and credos.
32. A three-part argument consisting of a general case, a specific case, and a
conclusion is called
A) a syllogism. C) an elaboration.
B) an enthymeme. D) central processing.
33. A persuasive appeal by emotion is termed
A) logos. C) pathos.
B) ethos. D) credos.
34. In his persuasive speech about why people should buy used instead of new
cars, Juan provided the audience with convincing information because of his
knowledge and experience as a used-car salesperson. Juan employed which
type of appeal?
A) logos C) pathos
B) ethos D) credos
35. Buck gave a persuasive speech about why people should assist the homeless in
his city in order to prevent crime. According to Maslow, this speech appealed to
which basic need?
A) physiological C) social
B) safety D) self-esteem
36. In his presentation to his co-workers, Kyle encouraged his colleagues to reach
their highest potential and take pride in the
hierarchy, which need did Kyle appeal to?
A) physiological C) self-esteem
B) social D) self-actualization
37. According to the elaboration likelihood model of persuasion (ELM), more long-
lasting changes in audience perspectives occur if listeners process the speech
message
A) centrally. C) favorably.
B) peripherally. D) diffusively.
38.
they were influenced by her professional attire and her reputation as a
dedicated social worker. According to the elaboration likelihood model of
persuasion (ELM), which of the following swayed the audience to think
positively about Claire?
A) central processing C) peripheral processing
B) marginal processing D) diffusive processing
39.
similarity comprise speaker
A) expertise. C) ethos.
B) credibility. D) persuasiveness.
40. If a speaker is an expert, he or she
A) is a world authority on the speech topic.
B) has enough knowledge and experience to help the audience understand the
speech topic.
C) has the same attitudes and moral character as the audience.
D) can often overwhelm an audience.
41. Which theory suggests that an individual will consider what a close friend or
family member will think when making important decisions?
A) elaboration likelihood theory
B) consequence theory
C) hierarchy theory
D) expectancy value theory
FILL-IN-THE-BLANK QUESTIONS
42. Speech that is intended to influence the attitudes, beliefs, values, and behavior
of others is called ______ speaking.
43.
44.
_______ types of persuasive appeals.
45. A(n) ______ is a three-part argument consisting of a general case, a specific case,
and a conclusion.
46. A(n) ______ states either a general case or a specific case, but not both.
47. A speaker who identifies and
classical rhetorical proof known as ______.
48.
49. A contemporary persuasive model used by speakers and formulated by
Abraham Maslow is Mas
50. The ______ is a theory of persuasion that maintains that people consciously
evaluate the potential costs and benefits associated with taking a particular
action.
51. Speaker ______ is based on audience perceptions of and attitudes toward the
members.
ESSAY AND SHORT ANSWER QUESTIONS
52. How can knowledge about persuasive speaking contribute to the betterment of
society?
53. Explain two differences between informative and persuasive speeches.
54.
alternatives.
55. Describe two ways in which a speaker can demonstrate to the audience that he
or she is an ethical speaker.
56. Define and briefly explain the terms logos, pathos, and ethos.
57.
outcome of a persuasive speech?
58.
59. Explain the elaboration likelihood model of persuasion (ELM), and then discuss
central and peripheral processing.
60. Explain the elaboration likelihood model of persuasion (ELM), and discuss how
a persuasive speaker can effectively use this model.
61. H
62.
rtise?
63. Why is it important for audience members to perceive the speaker as similar to
themselves?
64. Explain how a speaker can use expectancy value theory to persuade an
audience.
65. Which component of expectancy value theory our own attitudes about a
behavior, or the attitudes of others important to us about a behavior do you
think would carry more weight when being persuaded to perform the
behavior?
ANSWER KEY FOR CHAPTER 24
