Ch 16 & 17 Final Exam

Question 1

Figure 16.1 Degrees of Persuasion

Answer 1

Strongly opposed || Moderately Opposed || Slightly Opposed
|| Neutral ||
Slightly in Favor || Moderately in Favor || Strongly in Favor

Question 2

Persuasion

Answer 2

process of creating, reinforcing, or changing beliefs or actions.

Question 3

The Importance of Persuasion (4 Points)

Answer 3

1. Benefits every part of your life
2. Vital being an informed.
3. Helps to use critical thinking.
4. Goals defend:
   A. idea
   B. refute opponent
   C. sell a program
   D. inspire people

Question 4

Ethics of Persuasion

Answer 4

ensure goals are ethically sound

Question 5

Psychology of Persuasion

Answer 5

occurs where 2 or more points of view exist.

Question 6

List the 3 ways How Listeners Process Persuasive Messages

Answer 6

1. Engages in mental give and take w/ speaker
2. Audience assess the speakers delivery, supporting materials, language, reasoning, and emotional appeals.
3. Mental dialogue with audience: the mental give and take between the audience and speaker.

Question 7

Target Audience

Answer 7

the portion of the whole audience that the speaker wants most to persuade.

Question 8

Questions of Fact

Answer 8

question about the truth, or falsity of an assertion.

Question 9

Questions of Value

Answer 9

question about the worth, rightness, morality, and so forth of an idea or action.

Question 10

Questions of Policy (need, burden of proof, plan, practicality)

Answer 10

question about whether a specific course of action should or should not be taken

Question 11

Questions of Policy on Need

Answer 11

• 1st basic issue: Analyzing Question of policy

* is there a serious problem / need requiring a change from current policy?

Question 12

Questions of Policy on Burden of Proof

Answer 12

obligation facing a persuasive speaker to prove that a change from current policy is necessary

Question 13

Questions of Policy on Plan

Answer 13

• 2nd Basic Issue –> Analyzing Question of Policy

* if Problem w/current policy; Does speaker have plan to solve problem?

Question 14

Questions of Policy on Practically

Answer 14

• 3rd basic issue: Analyzing a Question of policy;
• Will speakers plan solve the problem?
• Will it create new or more serious problems?

Question 15

Problem-Cause-Solution Order

Answer 15

Organizing Persuasive Speeches: • 1st main point identifies a problem
• 2nd main point analyzes the cause of the problem
• 3rd main point presents a solution to the problem.

Question 16

Comparative Advantages Order

Answer 16

Organizing Persuasive Speeches:
• Each main point explains
• Why a speaker’s solution to problem is preferable to other proposed solutions

Question 17

Monroe’s Motivated Sequence

Answer 17

organizing persuasive speeches that seek immediate action

Question 18

The 5 steps of motivated sequence

Answer 18

1. Attention: 1st Gain Attention of Audience
2. Need: 2nd make audience feel need for a change
3. Satisfaction: satisfy the sense of need–> provide solution
4. Visualization: intensify desire–> Visualize benefits
5. Action: once audience is convinced policy is beneficial–> call to action

Question 19

Speech to Gain Passive Agreement

Answer 19

persuasive speech in which the speakers goal is to convince the audience that a given policy is desirable without encouraging the audience to take action in support of the policy.

Question 20

Speech to Gain Immediate Action

Answer 20

persuasive speech in which the speaker’s goal is to convince the audience to take action in support of a given action.

Question 21

Credibility

Answer 21

audience’s perception of whether or not a speaker is qualified to speak on
a given topic. 2 major factors influencing a speaker’s credibility are competence &
character.

Question 22

3 Types of Credibility

Answer 22

1. Initial Credibility: Credibility of speaker before they start to speak.
2. Derived Credibility: Credibility of speaker produced by everything they say during the speech.
3. Terminal Credibility: Credibility of speaker at end of the speech.

Question 23

2 Factors of Credibility

Answer 23

1. Competence: how audience regards a speakers intelligence, expertise, and knowledge of the subject.
2. Character: how audience regards a speaker’s sincerity, trustworthiness, and concern for the well being of the audience.

Question 24

Enhancing Credibility

Answer 24

say and do everything in a way that makes you look capable and trustworthy.

Question 25

Creating Common Ground

Answer 25

speaker connects himself with the values, attitudes, or experiences of the audience.

Question 26

Evidence

Answer 26

supporting materials used to prove or disprove something.

Question 27

4 Tips for Using Evidence

Answer 27

1. Use specific evidence.
2. Use novel evidence.
3. Use evidence from credible sources.
4. Make clear the point of your evidence.

Question 28

Reasoning and Types

Answer 28

process of drawing a conclusion on the basis of evidence.

Question 29

Reasoning from Specific Instances

Answer 29

reasoning that moves from particular facts to a general conclusion.

Question 30

Reasoning from Principle

Answer 30

Reasoning that moves from a general principle to a specific conclusion.

Question 31

Casual Reasoning

Answer 31

Reasoning that seeks to establish relationship between causes & effects.

Question 32

Analogical Reasoning

Answer 32

Reasoning in which a speaker compares 2 similar cases and infers that what is true for the 1st case is also true for the 2nd.

Question 33

Fallacies

Answer 33

an error in reasoning.

Question 34

Fallacies: 5 Types

Answer 34

1. Red Herring: introduces irrelevant issue/diverts attention from the subject under discussion.
2. Ad Hominem: attacks the person rather then dealing with the real issue in dispute.
3. Either-or: forces listeners to choose between two alternatives when more than 2 alternatives exist.
4. Bandwagon: assumes that b/c something is popular it is therefore good, correct, or desirable.
5. Slippery Slope: assumes taking a 1st step will lead to subsequent steps that can’t be prevented.

Question 35

Appealing to Emotions

Answer 35

Aristotle referred to as pathos: intended to make listeners feel sad, angry, guilty, afraid, happy, proud, sympathetic, reverent, or the like.

Question 36

List of 6 Emotions evoked most often by public speakers

Answer 36

1. Fear: serious illness || natural disasters || sexual assault || persona rejection.
2. Compassion: physically disabled || battered women || neglected animals || starving children || victims of AIDs.
3. Pride: ones country || ones family || ones school || ones ethnic heritage || in ones personal accomplishments.
4. Anger: terrorists & their supporters || business leaders acting unethically || members of congress abusing public trust || landlords exploiting tenants || vandals & thieves.
5. Guilt: not helping people less fortunate than ourselves || not considering the rights of others || not doing ones best.
6. Reverence: admired person || traditions & institutions || ones deity.