Chap 18

Question 1

argument about existence, causation, or predictions

Answer 1

factual claim

Question 2

debatable point

Answer 2

disputable statement about facts of existence or history

Question 3

links one phenomenon to another that preceded it and led to it

Answer 3

casual relationship

Question 4

two things occur together, but one does not necessarily lead to the other

Answer 4

correlation

Question 5

claim that something will or will not happen in the future

Answer 5

claim of prediction

Question 6

argument about right or wrong, moral or immoral, beautiful or ugly

Answer 6

value claim

Question 7

argument about the need or the plan for taking action

Answer 7

policy claim

Question 8

latin phrase that means ‘‘the existing state of affairs”

Answer 8

status quo

Question 9

responsibility of the speaker who argues against the status quo to make the case for change

Answer 9

burden of proof

Question 10

assumption that change is not necessary until proven otherwise

Answer 10

presumption

Question 11

a persuasive purpose that targets audience beliefs

Answer 11

convince

Question 12

good for value or definition speeches; sets forth standards for judgement or for inclusion in a category and then shows how the proposal meets or exceeds these standards or fits into the category

Answer 12

criteria-satisfaction pattern

Question 13

the questions a reasonable person would need to have answered before forming a reasoned decision about a topic

Answer 13

stock issues

Question 14

the proposed plan will actually solve the problem

Answer 14

solvency

Question 15

motivate the audience to do something

Answer 15

actuate

Question 16

says that humans seek stability or equilibrium; when faced with inconsistency they seek psychological balance; this may motivate then to change in order to be consistent

Answer 16

cognitive dissonance theory

Question 17

inconsistency or clash

Answer 17

dissonance

Question 18

links behavioral intentions with attitudes subjective norms, and perceived behavioral control; assumes we rationally weigh costs and benefits of our actions

Answer 18

theory of reasoned action

Question 19

our perceptions of what significant people think we sould do

Answer 19

subjective norms

Question 20

our opinion about our ability to do a behavior

Answer 20

perceived behavioral control

Question 21

a call to action in five steps: attention, need, satisfaction, visualization, an action

Answer 21

Monroe’s Motivated Sequence