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Indicate the answer choice that best completes the statement or answers the question.
1. Which concept is based on the belief that listeners process persuasive messages through either central
processing or peripheral processing, depending on how important the message is to them?
a.
latitude of acceptance or rejection
b.
Maslow’s hierarchy of needs
c.
the elaboration likelihood model
d.
the motivated sequence pattern
2. True or false? In a democratic nation like the United States, speakers can assume that whatever is the most
popular opinion is the most logically sound alternative.
a.
True
b.
False
3. The U.S. Army, for many years, used the slogan “Be all that you can be” to appeal to potential recruits using
which of Maslow’s hierarchical needs?
a.
physiological needs
b.
social needs
c.
esteem needs
d.
self-actualizing needs
4. True or false? Demonstration of goodwill toward the audience is a way of establishing the speaker’s pathos.
a.
True
b.
False
5. True or false? It is ethical to use coercion to persuade an audience if the speaker’s goal is in the audience’s
best interest.
a.
True
b.
False
6. “It is wrong for us to deny gay and lesbian couples the right to marry” is an example of a proposition of a(n):
a.
value.
b.
policy.
c.
fact.
d.
attitude.
7. True or false? When persuasive speakers make personal attacks by focusing on the people and not the issue,
they commit an ad hominem fallacy.
a.
True
b.
False
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8. Which argumentative fallacy involves the speaker providing a bit of irrelevant evidence to support their
argument, thereby diverting the direction of the argument?
a.
begging the question
b.
red herring
c.
bandwagon fallacy
d.
slippery slope fallacy
9. “Today, you have a choice. You can either vote yes to support the school referendum, ensuring that our
students continue to get a great education, or you can vote no, ensuring that our students will lose arts education
and extracurricular opportunities.” This statement reflects which argumentative fallacy?
a.
red herring
b.
reduction to the absurd
c.
either–or fallacy
d.
begging the question
10. True or false? Esteem/ego needs typically require outside recognition of our achievement or success.
a.
True
b.
False
11. Which organizational pattern is presented as a good choice for when the audience has strong objections to
the speaker’s position?
a.
problem–solution
b.
comparative advantage
c.
refutational pattern
d.
Monroe’s motivated sequence
12. Which definition is MOST closely related to the concept of belief?
a.
the thoughts we have about what is true and real
b.
our general evaluations of people, ideas, objects, or events
c.
the manner in which we act or function
d.
our deeply held convictions about what is right and wrong morally
13. True or false? A syllogism is a specific kind of inductive argument.
a.
True
b.
False
14. True or false? “Diets that greatly restrict carbohydrate intake are dangerous and ineffective for long-term
maintenance of weight loss” is an example of an attitude.
a.
True
b.
False
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15. “Reducing the taxes that businesses pay will lead to lower unemployment and a stronger economy” is an
example of a proposition of:
a.
value.
b.
policy.
c.
fact.
d.
attitude.
16. True or false? Determining whether an audience is receptive, hostile, or neutral provides the speaker with a
clue to their latitude of acceptance or rejection.
a.
True
b.
False
17. True or false? The naturalistic fallacy is an appeal to or bias for nature by saying that what is natural is bad
and that anything unnatural or human-made is good.
a.
True
b.
False
18. True or false? Research shows that audiences are more receptive to a speaker they find attractive.
a.
True
b.
False
19. True or false? When you are speaking to a hostile audience, one of the keys to success is convincing the
audience that you are trustworthy and that you have their best interests in mind.
a.
True
b.
False
20. True or false? Safety needs are our most basic needs—they are the things we need for survival.
a.
True
b.
False
21. In her speech, Katie argues that investing in after-school programs for teens will reduce the amount of crime
in her community. She is appealing to which of Maslow’s hierarchical needs?
a.
physiological needs
b.
social needs
c.
safety needs
d.
self-actualizing needs
22. The statement “School is fun,” is an example of a(n):
a.
value.
b.
attitude.
c.
belief.
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d.
behavior.
23. Showing the use of supporting material from experts on a subject helps a persuasive speaker achieve which
of Aristotle’s forms of rhetorical proof?
a.
logos
b.
pathos
c.
ethos
d.
mythos
24. True or false? The comparative advantage pattern is the best choice for a speaker whose audience is hostile
and disagrees with the proposition that there is a problem in the status quo.
a.
True
b.
False
25. True or false? The term behavior refers to what we do in response to our attitudes and beliefs.
a.
True
b.
False
26. Which type of reasoning occurs when the speaker draws general conclusions based on specific evidence?
a.
deductive reasoning
b.
fallacious reasoning
c.
inductive reasoning
d.
ethical reasoning
27. True or false? When we find a speaker likable, we are typically moved by their message, even if we have
doubts about their credibility.
a.
True
b.
False
28. True or false? Good persuasive speech topics allow the speaker to develop a message intended to cause
some degree of change in the audience.
a.
True
b.
False
29. In Maslow’s hierarchy of needs, the desire to belong to a group and feel a sense of affiliation with that group
is known as:
a.
physiological needs.
b.
social needs.
c.
esteem needs.
d.
self-actualizing needs.
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30. True or false? Neutral audiences are typically the most difficult to persuade because they have already heard
both sides of an issue and neither side’s arguments have had a significant impact on their attitudes, beliefs, or
behaviors.
a.
True
b.
False
31. The following main points for a persuasive speech follow which organizational pattern?
Our precious farmland and the natural habitat many species of animals require to live are being swallowed up
by urban sprawl.
Urban sprawl is the result of poor city planning and is ultimately fueled by our desire to own bigger and bigger
homes regardless of our actual space needs.
We can reduce urban sprawl and help preserve our remaining natural areas by enforcing an urban growth
boundary and by making the personal choice to purchase existing homes or new construction in existing
neighborhoods.
a.
problem–solution
b.
action–visualization
c.
refutational pattern
d.
comparative advantage
32. In his speech persuading his audience to support AIDS vaccination trials in Sub-Saharan Africa, Joshua
showed his audience images of children who have been orphaned because their parents were among the millions
of Africans infected with HIV who have lost their lives to the pandemic. Josh is using these images to create
what type of rhetorical proof?
a.
logos
b.
pathos
c.
ethos
d.
mythos
33. True or false? Ideally, you should pick a persuasive speech that is noncontroversial.
a.
True
b.
False
34. True or false? “Our school year has always been set up so that students have three months off during the
summer, so it makes no sense whatsoever to even consider a year-round schooling scheme.” This argument is
premised on a logical fallacy.
a.
True
b.
False
35. True or false? Your persuasive speech should target the needs your audience has attained because those
needs are the most motivating to them.
a.
True
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b.
False
36. In which form of Aristotelian rhetorical proof does the audience evaluate a speaker’s character?
a.
pathos
b.
logos
c.
ethos
d.
mythos
37. Which type of audience is typically the hardest to persuade?
a.
skeptical
b.
hostile
c.
neutral
d.
impassioned
38. True or false? Bob’s supervisor at the fast-food restaurant gives him two options—either he can reveal the
name of the employee who accidentally broke a piece of equipment or both Bob and all the other employees
who were working that night will be reprimanded and face losing their jobs. Bob’s supervisor has committed
coercion.
a.
True
b.
False
39. What is the act of using manipulation, threats, intimidation, or violence to gain compliance?
a.
persuasion
b.
interrogation
c.
coercion
d.
compliance gaining
40. “People should wait until they are in their thirties to marry” is an example of a proposition of:
a.
value.
b.
policy.
c.
fact.
d.
attitude.
41. True or false? “Our government should license more offshore drilling to bring down the price of oil” is an
example of a proposition of value.
a.
True
b.
False
42. True or false? Providing our audiences with proof that one action is likely to cause another can prevent us
from committing the slippery slope fallacy.
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a.
True
b.
False
43. True or false? “Involving more students in music education programs will result in greater achievement in
other areas—specifically, in math” is an example of a proposition of policy.
a.
True
b.
False
44. True or false? Speakers should choose the refutational organizational pattern when their opposition has a
stronger case than they do.
a.
True
b.
False
45. True or false? Emotional appeals can put an audience in a frame of mind in which they are more receptive to
logical and practical ways of dealing with the issue that has created the emotion.
a.
True
b.
False
46. In his speech persuading his audience to visit Starbucks Coffee, Miguel attempts to prove to his audience
that Starbucks has the best coffee and provides the greatest service by reminding his audience that “their shops
are everywhere and they’re clearly the most popular coffee place in America.” What logical fallacy has Miguel
committed?
a.
reduction to the absurd
b.
begging the question
c.
bandwagon fallacy
d.
slippery slope fallacy
47. True or false? The Elaboration Likelihood Model suggests that a persuasive speaker should ensure that the
way issues are presented to an audience is appropriate to their level of understanding.
a.
True
b.
False
48. What is the process of influencing (often changing or reinforcing) others’ attitudes, beliefs, and behaviors on
a given topic?
a.
persuasion
b.
interrogation
c.
coercion
d.
informing
49. True or false? “Over the last few years, we have increased our gas production, developed more fuel-efficient
cars, and done a better job of conserving gas, but gas prices have continued to rise. Obviously, the law of supply
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and demand is not the only factor that influences the price of oil products.” These statements reflect deductive
reasoning.
a.
True
b.
False
50. Provide an example of a social need as defined within the hierarchy of needs. Elaborate on how—and by
whom—these needs can be met.
51. “We do not need additional gun control laws. The 9/11 attackers used box cutters to take over the planes!”
What form of logical fallacy does this statement represent? How did you reach this conclusion?
52. Synthesizing what you have learned throughout this chapter and others, what role does ethics play in
persuasive speaking? Why would we say that behaving ethically increases a speaker’s chances of being
successful at persuasive speaking? How does ethics relate to logical fallacies?
53. Describe the organizational patterns that work well for persuasive speeches. What advice would you give to
a speaker to help determine whether each particular pattern would work well for their speech?
54. Compare/contrast inductive reasoning and deductive reasoning.
55. Define attitude as it relates to persuasive speaking and provide an example of an attitude.
56. True or false? What is the difference between coercion and persuasion?
57. List and describe the five stages of the stages of change model.
58. In your own words, define what is meant by a proposition of policy and provide an example of one.
59. Define reduction to the absurd as a form of logical fallacy and provide an example of one. How might your
example negatively impact an audience’s impression of you?
60. Council member Dee Jackson finds herself in a difficult position. She firmly believes that approving a
casino project to move forward in her community will stimulate the economy of the district she represents and
will provide the money that is needed to fund both their ailing public schools and several public works projects
that are critically needed. Unfortunately, she has discovered that her constituents and the other members of the
city council oppose the casino being located in their community. Synthesizing what you have learned in this
chapter, what advice do you have for Jackson? What should she consider as she develops her proposal and
presents her appeal to her audience?
61. What is Maslow’s hierarchy of needs? How can a persuasive speaker use their knowledge of an audience’s
needs to create an effective speech?
62. Provide an example of an argument that represents the either–or fallacy, then describe the effects of those
sorts of dichotomies on social interactions.
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63. Explain the logical fallacy known as hasty generalization, and provide an example of a logical fallacy that
would be considered a hasty generalization. How could accepting such a hasty generalization negatively impact
the outcome of a situation, such as the development of public policy?
64. What do we mean when we refer to logical fallacies? List, define, and provide examples of five forms of
flawed logic, and how the use of those fallacies affects an audience and the success of a speech.
65. Explain the Elaboration Likelihood Model.
66. Describe the criteria that make for a good persuasive speech topic. Provide an example of a poor topic and
one that is suitable for a persuasive speech and explain your evaluation of each topic.
67. Imagine that a candidate criticized their opponent because of the way the opponent dresses. What logical
fallacy is used in this example? How did you reach this conclusion?
68. List and describe the five hierarchical needs identified by Abraham Maslow.
69. Compare and contrast the three types of propositions used for persuasive speeches and provide an example
of each type.
70. Identify and describe the five stages of the stages of change model. Consider the example of an individual
trying to quit drinking, and apply this model. What would the five stages of this model look like for this
individual?
71. Describe the five steps of Monroe’s motivated sequence and provide a cohesive example of an individual’s
progression through the five steps.
72. Research suggests we value a speaker’s credibility more than how likeable they are; even if we find a
speaker appealing, we may not be able to take their message seriously. Apply this to national politics and
provide examples of this element of ethos.
73. Describe the differences among a receptive audience, a hostile audience, and a neutral audience and explain
how remembering this information helps a speaker develop a persuasive speech. What particular advice do you
have for a speaker who encounters each type of audience?
74. Provide an example of a proposition of fact and elaborate on the types of persuasive speeches that are built
on propositions of fact.
75. What are the forms of rhetorical proof that Aristotle identified? Define each form of rhetorical proof and
explain how a speaker would use each to effectively persuade an audience.
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