Chapter 16 Quiz

Multiple Choice

  1. Question

    ______ refers to the manner in which people act or function.

    		A.
    		B.
    		C.
    		D.

  2. Question

    “People should wait until they are in their thirties to marry” is an example of what kind of proposition?

    		A.
    		B.
    		C.
    		D.

  3. Question

    In Maslow’s hierarchy of needs, _________ needs are needs for security, orderliness, protective rules, and avoidance of risk.

    		A.
    		B.
    		C.
    		D.

  4. Question

    ________ needs involve validation—being accepted by some group and being recognized for achievement, mastery, competence, and so on.

    		A.
    		B.
    		C.
    		D.

  5. Question

    _______ is when listeners think critically about the speaker’s message, question it, and seriously consider acting on it.

    		A.
    		B.
    		C.
    		D.

  6. Question

    ________ reasoning occurs when the speaker draws general conclusions based on specific evidence.

    		A.
    		B.
    		C.
    		D.

  7. Question

    ___________ involves an appeal to the listeners’ emotions.

    		A.
    		B.
    		C.
    		D.

  8. Question

    ________ involves advancing an argument that can’t be verified because it is not accompanied by valid evidence.

    		A.
    		B.
    		C.
    		D.

  9. Question

    “The way I see it, you can either vote now to support the use of standardized tests to create accountability in our schools, or you can cast your votes for decades more of failing public schools and rob our children of the basic education that we have promised them.” This statement reflects which argumentative fallacy?

    		A.
    		B.
    		C.
    		D.

  10. Question

    The ______ persuasive speech pattern reveals why your viewpoint is superior to other viewpoints on a particular issue.

    		A.
    		B.
    		C.
    		D.

True/False

  1. Question

    According to social judgment theory, your ability to successfully persuade your audience depends on the audience’s current attitudes or disposition toward your topic.

    		A.
    		B.

  2. Question

    When 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.
    		B.

  3. Question

    The stages of change model is often applied in health care settings.

    		A.
    		B.

  4. Question

    In Maslow’s hierarchy of needs, self-actualization needs focus on personal development and self-fulfillment.

    		A.
    		B.

  5. Question

    Your persuasive speech should target your audience’s fulfilled needs because those are the most motivating to them.

    		A.
    		B.

  6. Question

    According to the principles of the Elaboration Likelihood Model, you should make certain that your message is relevant to your listeners, be sure to present it at an appropriate level of understanding, establish credibility with the audience, and establish a common bond with your listeners.

    		A.
    		B.

  7. Question

    Logos involves the effect of the speaker’s competence, character, and trustworthiness.

    		A.
    		B.

  8. Question

    A hasty generalization occurs when a speaker makes a broad generalization based on isolated examples or insufficient evidence.

    		A.
    		B.

  9. Question

    A personal attack is also known as a red herring fallacy.

    		A.
    		B.

  10. Question

    Speakers should choose the refutational organizational pattern when their opposition has a stronger case than they do.

    		A.
    		B.

Open-Ended

  1. Describe the difference between coercion and persuasion.
    1. Coercion is the act of using manipulation, threats, intimidation, or violence to gain compliance; persuasion is the process of influencing (often changing or reinforcing) others’ attitudes, beliefs, and behaviors on a given topic.

  2. Question

    Describe the three types of propositions for a persuasive speech.

    ⚬ A proposition of fact is a claim of what is or what is not.
    ⚬ A proposition of value is a claim about something’s worth.
    ⚬ A proposition of policy is concerned with what should happen and what goal, policy, or course of action should be pursued.

  3. Question

    Describe the five stages of the stages of change model.

    ⚬ In the first stage, precontemplation, individuals are not ready to change their behavior, or possibly not even aware that the behavior is problematic.
    ⚬ In the second stage, contemplation, individuals begin to recognize the consequences of their behavior.
    ⚬ In the third stage, preparation, individuals move to planning and preparing for the changes they have been contemplating.
    ⚬ By the fourth stage, action, individuals have made changes and enacted new behaviors, which require a great deal of willpower.
    ⚬ In the fifth and final stage, maintenance, the behavior change is fully integrated into individuals’ lives and they work to prevent a relapse.

  4. Question

    Identify Aristotle’s forms of rhetorical proof.

    ⚬ Ethos (effect of the speaker or the speaker’s credibility)
    ⚬ Logos (appeals to the audience’s reasoning)
    ⚬ Pathos (appeals to the listeners’ emotions)

  5. Question

    Describe the four organizational strategies for persuasive speaking.

    ⚬ Problem-solution pattern (establishes and proves the existence of a problem and then presents a solution)
    ⚬ Refutational organizational pattern (presents main points that are opposed to your position and then follows them with main points that support your position)
    ⚬ Comparative advantage pattern (reveals why your viewpoint is superior to alternative viewpoints on a particular issue)
    ⚬ Monroe’s motivated sequence pattern (offers a variation on the problem-solution pattern and includes a five-step process)
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