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CHAPTER SIXTEEN
SPEAKING TO PERSUADE
True-False
T F 1. When you reason from analogy, you should compare cases which have no
similarity.
T F 2. According to the text, the motivate sequence has four steps.
T F 3. In a speech to convince, the proposition should not be stated at the end of the
introduction.
T F 4. The audience should be the central focus when a speaker is developing the
convincing speech.
T F 5. A proposition of value contains words related to judgment or evaluation.
T F 6. A proposition of fact advocates that a future action or behavior be adopted.
T F 7. A politician making a patriotic speech on the Fourth of July would be giving a
persuasive speech to stimulate.
T F 8. A proposition of fact is easily identified because it always contains the word
“should.”
T F 9. To Aristotle, logos was the most “potent” means of persuasion.
T F 10. Ethos refers to an appeal through reasoning.
T F 11. A speaker who identifies one principal cause of an effect when there are actually
several causes is guilty of fallacious reasoning.
T F 12. Card stacking is a good way to present an argument you can ethically win.
T F 13. A speaker would want to use the persuasive practice of advocating harm when
attempting to convince the audience to vote in favor of an abortion law.
T F 14. “Global warming is a myth” is an example of a proposition of policy.
T F 15. According to the text, the comparative-advantages method is used in speeches to
convince and actuate.
T F 16. In propositions of value, a speaker advocates a future action or behavior.
T F 17. A fallacy which occurs when the speaker draws a conclusions from limited
evidence is called biased sampling.
T F 18. When you use causative reasoning, you need to be certain that your evidence
supports a single cause of the effect and that the cause is capable of producing
the identified effect.
T F 19. Ethos, pathos, and logos should be interrelated in successful persuasive speeches.
T F 20. When a speaker uses unclear or incorrect facts, incomplete evidence and/or
erroneous reasoning, a fallacy occurs.
T F 21. A coach giving a pep talk at half-time to a losing football team would be
presenting a speech to convince.
T F 22. Charisma has no place in a persuasive speech.
T F 23. A hasty generalization is a fallacy in which a speaker presents a choice between
two extremes.
T F 24. A child asking his mother to buy some candy and ice cream at the grocery store
is giving a speech to actuate.
T F 25. Emotional appeals are powerful motivators in persuasive speeches.
T F 26. Speakers with charisma are dangerous and should be ignored.
T F 27. A weakness of the speech--”Computer-enhanced Advertising Should Be Clearly
Labeled”--is that the speaker does not use any visual aids to create interest.
T F 28. Members of therapeutic groups present speeches to stimulate.
T F 29. A good place to begin looking for persuasive topics is to analyze your interests,
concerns, and activities.
T F 30. Opposition argument is another name for a rebuttal argument.
T F 31. Strong emotion has both advantages and disadvantages in persuasive speeches.
T F 32. In her speech about computer-enhanced advertisements, Anna D’Archangelis
uses a combination of emotional, logical, and ethical appeals to convince
listeners of the validity of her proposition.
T F 33. The use of one specific case to support a generalization is called enumeration.
T F 34. When developing a persuasive speech it is helpful to identify the specific
emotions that you want to reach within listeners.
T F 35. Persuasive speakers should not appeal to emotions that make listeners uneasy or
uncomfortable such as anger, fear, or despair.
T F 36. Speakers don’t need to spend a lot of time analyzing the emotions of listeners
since most audiences respond favorably to the same types of emotional appeals
in persuasive speeches.
T F 37. When using emotion, persuasive speakers should be careful to avoid using
personal illustrations or experiences.
T F 38. A successful persuasive speaker expresses emotions by letting feelings surface
naturally during a speech.
T F 39. When the speaker identifies known causes to determine unknown effects, s/he is
arguing based on causation.
T F 40. Speakers seldom connect emotions to the occasion in a persuasive speech.
Multiple Choice
41. The proposition of Anna D’Archangelis’ speech in the persuasive speaking chapter
was to
a. actuate the audience to write a petition to stop airbrushed ads
b. convince listeners that airbrushed ads should be clearly labeled
c. convince listeners that computer-enhanced ads should be retouched more
professionally
d. convince listeners that computer-enhanced ads should be completely prohibited
by law
42. A guideline for using emotion effectively in a persuasive speech is to
a. rehearse the emotional passage as much as possible.
b. try to “stage” the emotion mechanically.
c. express the emotion naturally through delivery.
d. all of the above.
e. none of the above.
43. “Columbus did not discover America.” This statement is what type of proposition?
a. fact
b. value
c. policy
d. enumeration
44. When the speaker provides a simplistic choice between two extremes (one evil, one
good), s/he is using which fallacy?
a. either/or
b. straw man
c. card stacking
d. begging the question
45. The persuasive speech to convince often ends with a challenge which
a. asks listeners to act on the issue
b. summarizes the main numerals of the speech
c. asks listeners to change their minds
d. none of the above.
45. What is the best definition of a logical argument?
a. a generalization is cited from a series of specific examples, statistics, and/or
testimony.
b. it must be grounded in correct facts, complete evidence, and accurate
reasoning.
c. it is the dissimilar use of comparison
d. it is identifying known causes to determine unknown effects.
46. Anna D’Archangelis’ speech about computer-enhanced ads could be characterized as
a. a persuasive speech to convince
b. a persuasive speech to stimulate
c. a persuasive speech to actuate
d. an informative descriptive speech.
47. Of the following, which would be considered an ethical fallacy?
a. advocating harm
b. biased sampling
c. complex question
d. all of the above
e. none of the above
48. “China’s increasing oil imports is one factor that is contributing to the global energy
shortage.” This statement represents what type of argument?
a. enumeration
b. analogy
c. cause to effect
d. effect to cause
54. A fallacy occurs whenever a speaker uses
a. incorrect facts
b. incomplete evidence
c. erroneous reasoning
d. all of the above
e. none of the above
55. The phrase--”Are you still beating your dog?”--is what type of fallacy?
a. begging the question
b. complex question
c. loaded question
d. either-or question
56. “Massive taxpayer bailouts of failing U.S. companies are the most effective ways of
improving the economy.” This statement represents what kind of proposition?
a. fact
b. value
c. policy
d. enumeration
57. “I had my wallet stolen when I was shopping in the supermarket last week. It’s just not safe
to go shopping anymore.” This phrase represents what type of fallacy?
a. faulty causation
b. either-or question
c. hasty generalization
d. loaded question
58. Persuasion is communication that
a. educates
b. enlightens
c. promotes understanding
d. influences
59. A presentation which alters the beliefs and judgments of an audience is known as a speech to
a. actuate
b. convince
c. stimulate
d. describe
60. “Singapore has been successful at reducing vandalism, thefts, and robberies by instituting a
policy of public beatings and caning. Americans would be equally successful if we adopted the
same policies.” This statement is an example of what type of fallacious reasoning?
a. faulty analogy
b. faulty causation
c. biased sampling
d. begging the question
61. A presentation which intensifies listeners’ feelings is known as a speech to
a. actuate
b. convince
c. stimulate
d. define
62. “America’s strong military response in Afghanistan and Iraq was responsible for the lack of
terrorist attacks on the U.S.” This statement represents which type of fallacy?
a. begging the question
b. complex question
c. loaded question
d. irrelevant evidence
63. “The U.S. government should not provide billions of taxpayer funds to bail out failing
American automobile companies.” This statement is what type of proposition?
a. fact
b. value
c. policy
d. enumeration
64. “The current decline in home prices will contribute a further deterioration in the economy.”
This statement is what type of argument?
a. enumeration
b. analogy
c. cause to effect
d. effect to cause
65. A presentation which persuades the audience to perform a specific action related to the
solution is called a speech to
a. actuate
b. convince
c. stimulate
d. demonstrate
66. “Magnet schools in large public school systems such as St. Louis, Washington DC, Dallas-
Ft.Worth, and Los Angeles have helped to improve the quality of education. Our city is planning
a magnet approach to public education. Since our city is similar in significant ways to other
cities with improved school systems, it is likely that the quality of education will improve in our
city.” This statement is an example of what type of argument?
a. enumeration
b. analogy
c. cause to effect
d. effect to cause
67. A speaker who uses faulty reasoning is experiencing difficulty with
a. ethos
b. pathos
c. logos
d. all of the above
68. Persuasive speeches that provide one way to correct a perceived issue is which of the
following?
a. problem-solution
b. comparative advantage
c. motivated sequence
d. none of these
69. A speaker who employs a red herring argument are attempting to
a. name-calling
b. plagiarizing
c. card-stacking
d. avoid addressing an issue
70. When a beverage company uses a well-known athlete to be the spokesperson for their
product, they are engaging in a form of
a. name-calling
b. slippery slope
c. false authority
d. card-stacking
71. Quoting or paraphrasing words and phrases without identifying the source is known as
a. providing false information
b. advocating harm
c. plagiarizing
d. card-stacking
72. A speaker who has difficulty expressing feelings experiences problems in the area of
a. ethos
b. pathos
c. logos
d. all of the above
e. none of the above
73. A speaker who presents arguments in a biased and unfair manner, deliberately
ignoring opposite information is guilty of
a. name-calling
b. plagiarizing
c. advocating harm
d. card-stacking
74. The motivated sequence is usually employed in the speech
a. to actuate
b. to convince
c. to stimulate
d. to inform
75. A speaker who bases a speech almost entirely on a series of highly emotional
examples
a. would be characterized as an effective speaker by the author.
b. would not maintain the long term interest of an audience.
c. would be using ethos, pathos, and logos successfully.
d. would have neither a positive or negative effect upon listeners.
76. A special magnetic quality that attracts audiences and inspires confidence is called
a. pathos
b. charisma
c. ethos
d. all of the above
e. none of the above
77. A speaker who engages in name-calling is deficient in
a. ethos
b. pathos
c. logos
d. all of the above
e. none of the above
78. Your task in a speech to convince is similar to that of
a. a politician asking for votes
b. the red cross requesting blood donors
c. a trial attorney seeking agreement of jurors
d. a preacher reinforcing listeners’ feelings
79. A process in which you present logical arguments to support your topic is called
a. logos
b. reasoning
c. debating
d. ethos
80. Persuasive speakers develop logical arguments by
a. enumerating their opinions
b. drawing conclusions from supporting materials
c. forming hasty generalizations
d. all of the above
e. none of the above
81. “While preparing for this speech, I interviewed ten people who agreed with my point of
view, and I’d like to report the results of that survey.” This statement is an example of
a. faulty causation
b. a loaded question
c. biased sampling
d. a complex question
82. If you employ enumeration in a speech, you will
a. cite a series of specific cases to support a generalization
b. compare two or more similar cases
c. draw speculative conclusions about unknown causes
d. all of the above
e. none of the above
83. The reasons organizational method is most often used in the speech
a. to actuate
b. to convince
c. to stimulate
d. to inform
84. When a topic is so controversial that it raises doubts about the validity of the speaker’s
proposition, the speaker should
a. develop rebuttal arguments
b. choose another topic
c. eliminate the highly controversial portion of the speech
d. make no alteration in the speech
85. The unethical persuasive practice that violates the ethical standards of the community
and causes most audience members to stop listening is which of the following?
a. name-calling
b. card stacking
c. using offensive language
d. providing false information
86. “My opponent is nothing but a dirty, rotten skunk.” This statement is an example of
a. an ethical appeal.
b. card-stacking.
c. biased sampling.
d. name-calling.
87. The unethical persuasive practice that presents arguments in a biased and unfair
manner is which of the following?
a. name-calling
b. card stacking
c. using offensive language
d. providing false information
88. “All drivers in New Jersey are rude.” This statement is an example of
a. an either-or fallacy.
b. biased sampling.
c. a hasty generalization.
d. a faulty analogy.
89. “Now I know that many of you don’t agree with my position that the Internet should be
strictly regulated by legislation. You would probably say that regulation of the Internet violates
the first Amendment to the U.S. Constitution which guarantees the freedom of speech.” This
statement from a persuasive speech is an example of
a. an opposition argument.
b. a rebuttal argument.
c. a cause-effect argument.
d. an argument of enumeration.
90. In the conclusion of Anna D’Archangelis’ convincing speech on airbrushed ads, the
speaker presented a clear
a. action for listeners to perform
b. challenge to listeners
c. demonstration of the problem
d. a quotation to challenge listeners to accept her point of view
91. Anna D’Archangelis’ speech on computer-enhanced advertising is organized using
which sequence?
a. the motivated sequence
b. the reasons sequence
c. the comparative advantages sequence
d. the problem-cause-solution sequence
Fill In the Blank
93. A statement which you believe is true and must be verified by evidence is known as a
95. An unethical persuasive practice in which a speaker withholds information or incites people
96. A special magnetic quality that attracts audiences to speakers and inspires confidence is
when speakers uses examples which are dissimilar. A fallacy which forms a non-win trap is
evidence that the opposing view is flawed or inaccurate.
Essay Questions
102. You are presenting a convincing speech in which you are supporting the proposition,
“America should not be the world’s police officer.” Develop an opposition and a rebuttal
argument which would be effective for such a proposition.
103. Define arguments of enumeration, analogy, and causation and develop an example of each
argument.
104. Choose a topic which would be suitable for a speech to convince. Explain why you would
consider this a speech to convince, based on the definitions in the text.
105. Describe the advantages and disadvantages of the use of strong emotion in a persuasive
speech.
106. Discuss the various types of fallacies that speakers should avoid when presenting persuasive
speeches. Describe the fallacy and provide an example.
107. Discuss the nature and importance of ethos in a persuasive speech, and describe practices
which speakers should avoid.
108. Define persuasive propositions of fact, value, and policy, and provide an example of each
proposition.
109. Discuss the differences among convincing, actuating, and stimulating speeches. Provide
your own specific examples of each type of persuasive presentation.
110. Describe how to develop and employ appeals to pathos in a persuasive speech.
Online Chapter Quiz Questions
Chapter 16
Speaking to Persuade
True False
1. In a speech to stimulate , the speaker motivates the audience to act in order to solve a
problem.
2. The status quo is defined as the current condition or present state of events.
3. Logos represents the emotional appeal in a speech.
4. Card stacking is an ethical way of persuading listeners to adopt the speaker’s viewpoint.
5. The ad hominem argument is also called advocating harm.
Multiple Choice
6. The type of persuasive speech that seeks to alter the beliefs and judgments of an audience is
called a speech to
a. actuate
b. convince
c. stimulate
d. describe
7. A proposition of policy
a. asks listeners to evaluate or judge an issue
b. develops a factual statement that is true and verified by evidence
c. advocates a future change in action or behavior
d. none of the above
8. One of Aristotle’s three means of persuasion that deals with the trust and confidence an
audience places in a speaker is known as
a. ethos
b. pathos
c. logos
d. emotion
9. The type of argument where the speaker compares two or more similar cases is known as a
(n)
a. enumeration
b. analogy
c. causation
d. fallacy
10. The type of fallacy where a speaker presents statistics or cases that are not representative of
the population is known as
a. begging the question.
b. loaded question.
c. irrelevant evidence.
d. biased sampling.
Fill in the Blank
11. The type of logical argument in which a speaker cites a series of specific cases to support a
generalization is called ______________________.
12. In a persuasive speech, an arguable resolution on a controversial topic is called a
______________________.
13. A fallacious argument in which a speaker draws a faulty conclusion from extreme exceptions
or from limited evidence is called a __________________ ________________________.
14. A counter argument that is designed to weaken the opposition point of view is called a
__________________ ________________________.
15. An argument that is held by audience members who strongly oppose the speaker’s
proposition is called a/an________________________ ______________________.
Answers
