Chapter 13

Question 1

persuasion is not

Answer 1

letting the audience make up their mind
or
Coercion (threatning) or trickery

Question 2

types of persuasive presentations

Answer 2

to convince (asking for intellectual agreement)

to actuate (asking for intellectual agreement and action of some kind)

Question 3

persuasion in the workplace depends on

Answer 3

1. Logos (evidence logic) {reason}
2. Ethos (Credibility)
3. Pathos (Psychological needs)
4. Opinions of key listeners

Question 4

Evidence is defined as

Answer 4

factual statements and opinions originating not from the speaker but from another source

Question 5

persuasive presentations outside the organization

must use

Answer 5

assertion plus evidence plus source plus qualifications of source(3)

assertion plus firsthand experience(4)

Question 6

persuasive presentations within the organization

should use

Answer 6

assertion plus evidence without sources(2)

assertion plus firsthand experience(4)

Question 7

when should you present only your side of the argument?

in persuasive presentations

Answer 7

listener already agrees

listeners know nothing about your topic (don’t overwhelm them)

want listener to take immediate action

little chance listener will hear other side (from another speaker or news)

Question 8

when to present both sides of the argument?

in persuasive presentations

Answer 8

listener is fairly knowledgeable

they already disagree with proposal

good chance the speaker will hear the other side from somewhere else

listener agrees but fairly new to the opinion and have undeveloped belief system

Question 9

what is inoculation theory

Answer 9

introducing a listener against opposing ideas

Question 10

speaker’s credibility depend on what factors?

Answer 10

their involvement in the topic

the mode of the message (print or audio or video)

audience’s similarity to the speaker

the unexpected

Question 11

A speaker’s credibility is the result of what elements?

Answer 11

trustworthiness 
competency
dynamism
objectivity
organizational rank

Question 12

What is instant ethos

Answer 12

persuasive message presented with emotional appeal

Question 13

What are Maslow’s Hierarchy of needs

Answer 13

Physiological needs
Safety needs
social needs (companionship or love)
Esteem needs (acceptance from others)
Self-actualization needs

Question 14

How to encourage audience involvement

Answer 14

relevancy
fun and activities
commonality and emotion
graphics and charts

Question 15

preparation steps for persuasive presentations

Answer 15

1. analyze expected listeners and their needs
2. write purpose as position statement
3. determine credibility and increase it(if necessary)
4. research topic and choose best method to present it
5. decide how to organize presentation
6. prepare an outline
7. review presentation to make sure it is ethical
8. practice your presentation

Question 16

effective team presentations have

Answer 16

good flowing content
well used visual aids
good team performance